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

SUBJECTS
SDS Marketing, Sales
Obtain Names of Prospects, Unisys
Unisys, Sales discussions

0705 -    ..
0706 - Summary/Objective
0707 -
070701 - Followed up work at ref SDS 10 line 48, ref SDS 9 line 102, 
070702 - line 97, ref SDS 5 line 96, ref SDS 4 line 99.
070703 -
070704 - Reviewed benefits of Communication Metrics.  Pete recognizes the
070705 - problems Communication Metrics fixes, but is concerned about how it
070706 - works and whether this is better than sending staff to classes on
070707 - interpersonal skills.  He will try to review portions of the Corps of
070708 - Engineers' report, and I will call him in a few days to follow up.
070709 -
070710 - Submitted ref DIT 1 line 30 to Merrill advising him of these results,
070711 - and suggested he pass along the email to Pete.
070712 -
070713 -
070714 -
070715 -  ..
0708 -
0709 -
0710 - Discussion Pete Hady               215 986 7417
0711 -
071101 - I explained discussions with Merrill that he talked to Pete about the
071102 - U.S. Army Corps of Engineers' report on Communication Metrics, ref DRP
071103 - 2 line 108, which he originally submitted to another Unisys executive,
071104 - Max Skaare, via ref DRP 1 line 21, per ref SDS 8 line 131.
071105 -
071106 - Pete said he has still not had time to review the report.  He asked
071107 - about the basic idea.
071108 -
071109 -
071110 -
071111 -  ..
071112 - Communication Metrics Helps Managers "Be Prepared"
071113 -
071114 - I explained findings in the U.S. Army Corps of Engineers' report that
071115 - Communication Metrics is a new business method to apply the Boy Scouts
071116 - motto:
071117 -
071118 -                         Be Prepared
071119 -
071120 -    .., see page 6 para 2, ref DRP 2 line 346, ref DRP 2 line 180.
071121 -
071122 - This is a challenge for scouts who become managers, executives and
071123 - commanders.  The military, for example, spends a lot of time preparing
071124 - to go to war.  Similarly, a football team prepares 6 days a week for
071125 - the game on Sunday.  Actors and musicians spend hours, weeks and months
071126 - preparing for performances.
071127 - ..
071128 - Yet managers do not have enough time to prepare for their work.
071129 -
071130 - Pete agreed this is a problem.
071131 -
071132 - I noted the Associated Press report that managers waste 70% of their
071133 - day in meetings.  A major cause of poor productivity is that no one is
071134 - prepared, ref SDS 3 line 117.
071135 -
071136 - Henry Kissinger has observed that, like the "Mad Hatter" in "Alice in
071137 - Wonderland," nobody has time to prepare because everybody is late for
071138 - an important date, ref SDS 1 line 192.
071139 -
071140 -
071141 -
071142 -  ..
071143 - Benefits Discussion
071144 -
071145 - Followed up work at ref SDS 10 line 116.
071146 -
071147 - I explained the benefit of Communication Metrics to empower managers
071148 - to prepare so that meetings and decisions are effective.
071149 -
071150 - It supplements traditional project management methods of cost and
071151 - schedule control, by adding controls to communications.  Since
071152 - communication is a predicate to performing the work, adding "metrics"
071153 - greatly reduces the mistakes that lead to cost and schedule overruns.
071154 -
071155 - General Hatch calls Communication Metrics "business intelligence," in
071156 - the Corps of Engineers report, and says this is a missing ingredient
071157 - in the way business is conducted.
071158 - ..
071159 - This can have a big impact on the success of Pete's team.
071160 -
071161 -  ..
071162 -
071163 - Pete said his group is struggling to implement formal cost and
071164 - schedule control.  At this time their work is managed more informally
071165 - through daily communication. (see plans for training. ref SDS 0 6088)
071166 - He feels reluctant to add another control system, until they can do a
071167 - better job with cost and schedule.
071168 -
071169 - We considered that communication is the informal means by which all
071170 - business is conducted.  Therefore, improving communication could be
071171 - more useful and also support implementation of effective cost and
071172 - schedule control, as noted in the Corps of Engineers' report.
071173 -
071174 - Pete feels his Project Managers are highly focused, and that problems
071175 - in communication arise because others need better alignment of
071176 - understandings to follow through on their commitments.
071177 -
071178 -     [On 970826 analysed difficulty of penetrating ignorance, fear and
071179 -     denial that communication is a major problem. ref SDS 12 6526]
071180 - ..
071181 - I explained Communication Metrics builds and maintains shared
071182 - meaning among all participants in meetings and calls by creating
071183 - business Intelligence that organizes and analyses information to
071184 - discover cause and effect and identify actions needed to maintain
071185 - progress.
071186 -
071187 - Pete asked how the technology does this?
071188 -
071189 - I explained SDS integrates the schedule function of keeping a list
071190 - action items, and a diary that keeps track of what gets done and how
071191 - it aligns with requirements.  Automated linkages in the technology
071192 - emulate human thought, but avoid the slippage in human memory that
071193 - causes the work to drift off course, as explained in the Corps of
071194 - Engineers' report.
071195 -
071196 -  ..
071197 -
071198 - Pete asked if this might apply to the sales side.  He feels alignment
071199 - between customer requirements and objectives, and actual contract
071200 - language which the Project Management team must implement, is a big
071201 - problem, which correlates with Merrill's concern in our discussion on
071202 - 970523, ref SDS 5 7592.
071203 -
071204 - I explained Communication Metrics applies equally to all aspects of
071205 - business.  It would be helpful for sales; however, Project Management
071206 - is a good place to start with a pilot program to evaluate its wider
071207 - application, because projects are focused on particular objectives and
071208 - requirements that are specified in contracts.
071209 -
071210 -  ..
071211 -
071212 - Pete advised that he wanted to send some of his Project Managers to a
071213 - class on interpersonal skills to improve speaking and listening, but
071214 - this had to be cancelled due to budget constraints.  He feels he does
071215 - not have budget to try a new method of Communication Metrics.
071216 -
071217 -     [On 980826 Merrill recognizes that communication has two parts,
071218 -     one is leadership which is improved by talking skills, and the
071219 -     other is understanding and follow up, which is improved by
071220 -     Communication Metrics. ref SDS 12 8492]
071221 -
071222 - I suggested that Pete read the Executive Summary on page 1 of the
071223 - Communication Metrics report, and look at a couple of the one page
071224 - memos in Appendix A.  Pete found the Executive Summary and said he
071225 - will read it.
071226 - ..
071227 - I will call him in a few days about whether he would like to see
071228 - a demonstration of the technology, or possibly he might suggest the
071229 - best place in Unisys to evaluate Communication Metrics.
071230 -
071231 -
071232 -
071233 -
0713 -
0714 -
0715 - 1441 called Merrill
0716 -
071601 - Left voice mail of having submitted results of the discussion with
071602 - Pete.
071603 -
071604 -
0717 -
0718 -
0719 - 1715 Merrill called back
0720 -   ..
072001 - He left voice mail that sounded like he had not seen my email,
072002 - but may have gotten the voice mail.  He asked me to call him about the
072003 - results of the discussion with Pete.
072004 -
072005 - This evening I received the following email from Merrill.
072006 -
072007 -    It sounded like you had a good conversation with Pete Hady.  Did
072008 -    you get a sense of future opportunity during you discussion?  What
072009 -    is the next step?
072010 -
072011 -    I'm glad you went after this.
072012 -
072013 -
072014 -
072015 -
0721 -
0722 -
0723 - 2043 called Merrill
0724 -   ..
072401 - Left message advising Merrill again that the results of the
072402 - discussion are in the email I sent him.  I asked him to review the
072403 - record and then I would like his comments.
072404 -
072405 -
0725 -
0726 -
072601 -
0727 -

SUBJECTS
Disallusioned by Technology Failed Promise
Talking Seems Fast and Easy Knowledge,
Complexity Requires Technology/Specialists
Complexity Managed by Power of Microcosm
Risk Management Avoid Mistakes on
Project Office
Communication 90% Time Key Success Factor
Competence Challenged by Com Metrics

1711 -
1712 - 2100 Merrill called back
1713 -   ..
171301 - I explained my general sense that Pete was wary about the
171302 - ability of Communication Metrics to improve management, since he feels
171303 - he and his team are already good communicators and are intelligent, as
171304 - cited in the Corps of Engineers' report, ref DRP 2 line 515.
171305 -
171306 -     [On 970826 analysed managers disallusioned by technology.  see at
171307 -     ref SDS 12 0440.]
171308 -
171309 -
171310 -  ..
171311 -
171312 - Pete's indication that a class on interpersonal skills would be the
171313 - kind of improvement provided by Communiation Metrics, indicates an
171314 - initial disconnect about the benefits of Communication Metrics.
171315 -
171316 -     [On 970826 anlaysed Merrill's comments ref SDS 12 8445.]
171317 -
171318 - Merrill recognized Pete's point about the advantage of using
171319 - Communication Metrics for the sales effort that results in a contract.
171320 -
171321 - He described the process of developing a sale that includes review by
171322 - a Project Manager.  The number of participants involved in the sales
171323 - process creates significant chance of error and consequent opportunity
171324 - for Communication Metrics to improve the process, including discovery
171325 - of solutions that make the customer happier, and yield bigger sales
171326 - and/or earnings for the vendor.
171327 - ..
171328 - Will suggest that Pete support a trial of Communication Metrics
171329 - applied to sales phase.
171330 -
171331 -  ..
171332 -
171333 - Merrill explained that Pete has a matrix responsibility.  Project
171334 - Managers are assigned to and are paid by other functional departments.
171335 - They receive training and coordination from Pete.  This reflects the
171336 - Project Office role described in recent PM Network articles reviewed
171337 - on 970822. ref SDS 11 2950.
171338 -
171339 -      [On 970826 analysed Project Office practices at ref SDS 12 6526.]
171340 -
171341 -  ..
171342 -
171343 - I mentioned the article on "Turning Failure into Success" that says
171344 - failed communication is the major cause of cost and schedule overruns
171345 - that lead to losses and even failure on projects, ref SDS 7 line 344.
171346 - The author says "overoptimistic" promises lead to difficulties, ref
171347 - SDS 7 line 186.
171348 -
171349 - Merrill seemed to suggest this is a part of the coordination between
171350 - sales and project management that needs support.  He suggests sending
171351 - the article to Pete.
171352 -
171353 -      [On 970826 analysis applying Communication Metrics to sales and
171354 -      Project Management, ref SDS 12 6526, and ref SDS 12 6702
171355 -
171356 - ..
171357 - If Pete does not have enough time to read the Corps of
171358 - Engineers' report, how will he have time to read the article in PM
171359 - Network?
171360 -
171361 -
171362 -
171363 -
1714 -

SUBJECTS
Lotus Notes & IBM, 910625

1804 -
1805 -    ..
1806 -
180601 - Merrill asked if my email is created in Lotus Notes?  I explained SDS
180602 - is more useful for management, for the reasons at ref SDS 2 line 94.
180603 -
180604 - I asked Merrill to write out his comments in my letter and send me the
180605 - file.  He asked how I would use this, and was concerned I would not be
180606 - able to see his comments.  While we talked he entered comments
180607 - reflecting some of our discussion, per above, and submitted them, via
180608 - email.
180609 -
180610 -     [See follow up receiving Merrill's comments and sending a reply so
180611 -     he can see how his comments get integrated into the SDS record,
180612 -     ref SDS 12 line 50.]
180613 -
180614 -
1807 -
1808 -
1809 - 2242 submitted letter to Merrill
1810 -   ..
181001 - I submitted via ref DIT 2 line 30, the records reviewing article
181002 - on the Project Office showing the role of communication, ref SDS 6
181003 - line 763, and ref SDS 7 line 345.
181004 -
181005 - It illustrates the difference between SDS and Lotus Notes, ref DIT 2
181006 - line 49.
181007 -
181008 -
181009 -
181010 -
181011 -
181012 -
181013 -
181014 -
181015 -
181016 -