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
Paperless Office, SDS
Automated Filing
Paperless Office

1108 -    ..
1109 - Summary/Objective
1110 -
111001 - Followed up work at ref SDS 13 line 60, ref SDS 11 line 72.
111002 -
111003 - Submitted copy of article on executives not having enough time to
111004 - think.  Merrill has not had time to follow up with Pete. ref SDS 0
111005 - 8385  Information on Pete's management practice, ref SDS 0 5154,
111006 - indicates he may not be a good channel for evaluating Communication
111007 - Metrics at Unisys. see ref SDS 0 8640
111008 -
111009 -
111010 -
111011 -
111012 -
111013 -
1111 -
1112 -
1113 - Discussion
1114 -
111401 - We played tennis.  Play was interrupted by listening to the Giant's
111402 - and Dodgers game, which went into extra innings when the Giant's won
111403 - on a home run.  This moved the Giants into a tie for the league lead
111404 - with the Dodgers.
111405 -
111406 -
111407 -
111408 -  ..
111409 - Growing Demand for New Type of Support for Business Intelligence
111410 -
111411 - When we finished, I gave Merrill a copy of the article on Roger Bush's
111412 - presentation to PMI about communication, since it deals with key issue
111413 - of the need for a new player because managers do not have enough time
111414 - to think, ref OF 5 line 60, due to information overload, ref OF 5 line
111415 - 52.
111416 -
111417 -
111418 -
111419 -  ..
111420 - Merrill Has Not Followed Up with Pete Hady
111421 -
111422 - I asked Merrill if he called Pete Hady about Communication Metrics, as
111423 - we considered on 970903, ref SDS 11 0000.
111424 -
111425 - Merrill said he has not had time to call Pete on Communication Metrics
111426 - because of some major deals he has going that have taken up all of his
111427 - time.
111428 -
111429 - Merrill said he was in the Unisys Philadelphia offices last week, and
111430 - looked in Pete's office.  Evidently Pete was not in his office on this
111431 - particular occassion.
111432 -
111433 -
111434 -  ..
111435 - Pete Hady Uses Informal Management Methods, Fears Improvement
111436 -
111437 - Merrill found Pete's desk is stacked high with a lot of documents.
111438 -
111439 - This is reflective of the article I gave Merrill today, reporting on
111440 - the growing problem of manager's not having enough time to think
111441 - because they are overwhelmed by information, ref OF 5 3778.
111442 -
111443 - On 960418 similar challenge is at U.S. Army Corps of Engineers, see
111444 - ref SDS 2 8840, who issued the report that says Communication Metrics
111445 - solves this problem by providing organization, analysis and instant
111446 - access to information when needed, but otherwise it does not clutter
111447 - the desk, ref DRP 3 5733.
111448 -
111449 - Merrill commented that his glimpse of Pete's information management
111450 - style may suggest that Pete's project management methods are less
111451 - rigorous than Merrill had thought when he suggested Pete would be a
111452 - good avenue to expose Communication Metrics for improving productivity
111453 - and earnings at Unisys.
111454 -
111455 - This interpretation is consistent with Pete's expression of worry that
111456 - Communication Metrics is a formal, structured system different from
111457 - the "informal" methods Pete is using now, when we talked on 970825,
111458 - ref SDS 8 line 140.  Communication Metrics is troubling in raising
111459 - the specter of accountability and disruption of managing by guess and
111460 - gossip that relies on conversation which is fast and easy.
111461 -
111462 -
111463 -
111464 -  ..
111465 - Other Marketing Channels for Communication Metrics??
111466 -
111467 - Merrill noted the record indicates Pete is not interested in
111468 - Communication Metrics.
111469 -
111470 - This may point to a change in strategy by marketing Communication
111471 - Metrics above Pete's head, as Merrill suggested in our discussion on
111472 - 970826, ref SDS 9 line 237.
111473 -
111474 - The line of inquiry must be to locate someone who feels the pressure
111475 - to improve earnings and has the authority to take action on the
111476 - problems Merrill cited in our discussion on 970513 where Unisys is
111477 - losing a lot of money because understandings and agreements from
111478 - routine daily business activity. cannot be readily aligned with
111479 - contract requirements? ref SDS 4 line 201.
111480 -
111481 -
111482 -
111483 -
111484 -
111485 -