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
Obtain Names of Prospects, Unisys
Unisys, Sales discussions

0705 -    ..
0706 - Summary/Objective
0707 -
070701 - Followed up work at ref SDS 5 line 102, ref SDS 4 line 97, r
070702 - 3 line 96, ref SDS 2 line 99.
070703 -
070704 - Merrill has talked to Pete and set up for me to call him.  He provided
070705 - some ideas for the introduction call.
070706 -
070707 - Submitted this record via ref DIT 1 line 30, asking Merril to offer
070708 - any comments.
070709 -
070710 -     [See follow up making the call to Pete, ref SDS 6 line 66.]
070711 -
070712 -
070713 -
0708 -
0709 -
0710 - Disussion
0711 -
071101 - Merrill advised of having talked to Pete Hady about the U.S. Army
071102 - Corps of Engineers' report on Communication Metrics, ref DRP 2 line
071103 - 108, which he submitted to another Unisys, Max Skaare, via ref DRP 1
071104 - line 21, per ref SDS 4 line 131.
071105 -
071106 - Merrill said Pete indicated he has not had time to review the report,
071107 - so Merrill asked if Pete would take a call from me.  Pete agreed to
071108 - do this.
071109 -
071110 - Pete Hady can be reached at:
071111 -
071112 -                       215 986 7417
071113 -
071114 - Merrill suggests following strategy:
071115 -
071116 - Develop a 5 - 10 minute discussion with an introduction, and benefit
071117 - statement, then suggest a follow up call, after Pete has time to
071118 - review the Corps of Engineers' report and consider our discussion.
071119 -
071120 - Merrill advised that Pete is active in Boy Scouts.
071121 -
071122 -
071123 -  ..
071124 - Introduction
071125 -
071126 - We considered the introduction could simply explain findings in the
071127 - U.S. Army Corps of Engineers' report that Communication Metrics is a
071128 - new business method to apply the Boy Scouts motto:
071129 -
071130 -                         Be Prepared
071131 -
071132 -    .., see page 6 para 2, ref DRP 2 line 346, ref DRP 2 line 180.
071133 -
071134 - This is a challenge for scouts who become managers, executives and
071135 - commanders.  The military, for example, spends a lot of time preparing
071136 - to go to war.  Similarly, a football team prepares 6 days a week for
071137 - the game on Sunday.  Actors and muscians spend hours, weeks and months
071138 - preparing for performances.
071139 -
071140 - Yet managers do not have enough time to prepare for their work.
071141 -
071142 - The Associated Press reports that managers waste 70% of their day in
071143 - meetings.  A major cause of poor productivity is that no one is
071144 - prepared, ref SDS 1 line 117.
071145 -
071146 - Like the Mad Hatter in Alice in Wonderland, nobody has time to
071147 - prepare because everybody is late for an important date.
071148 -
071149 -
071150 -
071151 - Benefits Discussion
071152 -
071153 - The benefit of Communication Metrics is that it empowers managers to
071154 - prepare so meetings and decisions are effective.
071155 -
071156 - It supplements traditional project management methods of cost and
071157 - schedule control, by adding controls to communications.  Since
071158 - communication is a predicate to performing the work, adding "metrics"
071159 - greatly reduces the mistakes that lead to cost and schedule overruns.
071160 -
071161 -     [Will not cite Merrill's observation on 970523 that failure to
071162 -     align daily work with contract requirements is a source of losses,
071163 -     and this is what Communication Metrics solves. ref SDS 3 7592
071164 -
071165 -     But, if Pete asks how Communication Metrics works, I will use
071166 -     this.]
071167 -
071168 - General Hatch calls Communication Metrics "business intelligence," in
071169 - the Corps of Engineers report, and says this is a missing ingredient
071170 - in the way managers conduct business.
071171 -
071172 - So this is something new and powerful that can have a big impact on
071173 - the success of your team.
071174 -
071175 - If necessary...
071176 -
071177 - Intelligence organizes and analyses information to discover cause and
071178 - effect and identify actions needed to maintain progress.
071179 -
071180 -
071181 -
071182 -
071183 -