CONTACTS 
0201 - Unisys Corporation                 510 613 1303 fax or 800...
020101 - Mr. Merrill Malvini; Account Executive =510 613 1303
020102 - Sales Department

SUBJECTS
SDS Marketing, Sales
Developing Leads, Industry Contacts
Obtain Names of Prospects, Unisys
Communication Manager Pilot for SDS
Linking Creates Understanding, Aided by
Intelligence Analysis Organization
Business Intelligence Faster Better Cheaper
Intelligence Incite Correlations

1410 -    ..
1411 - Summary/Objective
1412 -
141201 - Followed up work at ref SDS 46 line 96, ref SDS 39 line 99.
141202 -
141203 - Merrill has made progress distributing the Communication Metrics
141204 - report at Unisys.  He raised idea of focusing on SDS program and not
141205 - promoting using a Communication Manager.  Discussion with one of
141206 - Merrill's contacts at Unisys, Max, indicates this group has difficulty
141207 - relating to Communication Metrics as described in the Corps of
141208 - Engineers report.  Max passed the Corps of Engineers' report to
141209 - another of Merrill's contacts, Pat Hady.
141210 -
141211 -
141212 -
1413 -
1414 -
1415 - Disussion
1416 -
141601 - Merrill talked to Max Skaare (Score) this morning.
141602 -
141603 -                      714 755 7936
141604 -
141605 - Max told Merrill he found the Corps of Engineers' report on
141606 - Communication Metrics was "involved" and that he passed it along to
141607 - Pete Hady, who is in charge of project management.
141608 -
141609 - Merrill will be meeting with Pete next week at a general business
141610 - conference, and he plans to discuss the Communication Metrics report
141611 - with him.
141612 -
141613 -    [See follow up preparing Merrill for meeting with Peter, ref SDS 48
141614 -    line 100.]
141615 -
141616 -
141617 - Communication Manager Not Needed, Harms Sales Appeal
141618 -
141619 - Merrill feels we should de-emphasize the role of a Communication
141620 - Manager (probably he has the reasons in mind that are evident from the
141621 - meeting with LTC Thompson on concerns about self-esteeme, ref SDS 47
141622 - line 342).  Merrill suggests focusing instead on the technology that
141623 - supports planning by organizing and analysing the record through
141624 - linking.  He feels the linking feature is very valuable.
141625 -
141626 -      ..
141627 -     Faster Better Cheaper Business Intelligence
141628 -     Pilot Guides Team in Knowledge Space using Special Technology
141629 -
141630 -     I did not take time to explain that technology cannot "analyse,"
141631 -     but it can support analysis so that it can be performed more
141632 -     quickly and accurately to reduce cost and improve the value of
141633 -     analysis, resulting in faster, better, cheaper business
141634 -     intelligence, ref SDS 47 line 399.  Linking is one of the very
141635 -     powerful ways the SDS technology supports analysis, but it
141636 -     requires someone to invest the time to apply it, along with a
141637 -     great many other SDS features. Managers going from one meeting to
141638 -     the next and taking a lot of calls do not have time to learn or
141639 -     use SDS in order to perform this analysis.
141640 -     ..
141641 -     That is why the "pilot" and "airplane" analogy discussed
141642 -     with LTC Thompson last week is effective, ref SDS 47 line 445.
141643 -
141644 - We considered my calling Max and asking if he requested a report on
141645 - how Communication Metrics might be applied at Unisys?
141646 -
141647 -
1417 -
1418 -
1419 - 1322 called Max
1420 -
142001 - Max said he found the report very intense and could not relate to it.
142002 - He feels his work is mostly communication.  We considered briefly the
142003 - idea of adding a metric to communication to improve effectiveness
142004 - under TQM principles, to produce business "intelligence."  He recalled
142005 - scanning the Corps of Engineers' report and finding that covered it
142006 - communication on projects. Max indicated Pete Hady is a good source in
142007 - Unisys to consider these ideas for projects.
142008 -
142009 -       [See follow up discussion with Merrill, ref SDS 48 line 131.]
142010 -
142011 -     My sense is that Max views "communication" as talking, listening
142012 -     and being pursuasive, and he feels he is successful because he is
142013 -     good at these skills.
142014 -
142015 - I asked if it would be appropriate for Pete to submit a report to Max
142016 - on the results of his review?
142017 -
142018 - Max said that Pete and he are on the same level and they both report
142019 - to the same VP, so it would not be appropriate for Pete to submit a
142020 - report to Max.  He said Pete is out this week, but suggested that I
142021 - contact him next week to ensure he received the report, and if not to
142022 - send it to him with a proposal to follow up.
142023 -
142024 - Pete Hady can be reached at:
142025 -
142026 -                       215 986 7417
142027 -
142028 -
142029 -
142030 -
142031 -