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

1308 -    ..
1309 - Summary/Objective
1310 -
131001 - Follow up ref SDS 1 0000, ref SDS 21 0000.
131002 -
131003 - Visited with Merrill about Communication Metrics following tennis at
131004 - Golden Gateway.
131005 -
131006 - He has examined the Welch web site using the link in my letter, see
131007 - ref DIP 8 0000, sent on 980813. ref SDS 1 0000
131008 -
131009 -    [On 980916 Merrill called. ref SDS 26 0000]
131010 -  ..
131011 -
131012 - Merrill said "intelligence" in Communication Metrics is the best thing
131013 - he has seen on using computers for management work.
131014 -
131015 -  ..
131016 -
131017 - We did not discuss issues he has cited previously...
131018 -
131019 -     On 970523 businesses lose money because managers cannot align the
131020 -     work with contract requirements set by the sales department. see
131021 -     ref SDS 9 7592
131022 -
131023 -     On 970826 there must be a way to demonstrate Communication Metrics
131024 -     maintains alignment. ref SDS 14 6702 and at ref SDS 14 9672
131025 -
131026 -     Merrill suggests marketing Communication Metrics above Project
131027 -     Management level. ref SDS 14 5382
131028 -
131029 -
131030 -
131031 -  ..
131032 - Sales uses Leadership Communication Skills, Not Management Details
131033 -
131034 - Merrill said that salespeople are generally disorganized.
131035 -
131036 - Intelligence provides organization, alignment, analysis and summary,
131037 - ref OF 1 0582, which are less critical to sales because...
131038 -
131039 -    The goal of sales is leadership, ref OF 2 3499, getting people to
131040 -    say "yes," as explained by Roger Bush in the PMI meeting on 970910.
131041 -    ref SDS 17 3095
131042 -
131043 -    Leadership uses skills and activity that appeal to emotional
131044 -    drives, ref OF 2 2583, under "feel good" management practice, see
131045 -    ref SDS 1 1331, rather than to understanding and follow up which
131046 -    are the objectives of Communication Metrics.
131047 -
131048 -    Somehow a balance is needed in order to avoid leading people down
131049 -    the wrong path (see Covey on 921205, ref SDS 3 5940) which results
131050 -    in losses per above. ref SDS 0 5508
131051 -
131052 - Merrill related that his boss is constantly asking him if he has
131053 - completed these 2 things, these 3 things, these 4 things... --
131054 - suggesting the focus of sales is on the big picture, ref OF 2 5558
131055 - rather than on following up daily details, ref OF 1 6011, as related
131056 - in the New World Order... ref OF 2 2247
131057 -
131058 - This kind of diligence, which is advocated by Andy Grove at Intel, see
131059 - the record on 980307, ref SDS 23 3101, avoids the problems in contract
131060 - performance that Merrill discussed earlier. ref SDS 0 5508
131061 -
131062 -
131063 -  ..
131064 - Meetings Require Intelligence to be Productive
131065 -
131066 - Merrill recalled that notes of understandings from calls and meetings
131067 - prepared by his boss are hard to read, which is common due to the
131068 - shortage of time. (e.g., meeting on 961023. ref SDS 7 2079)  He said
131069 - his boss is very intelligent and can remember what the notes mean, as
131070 - discussed in the New World Order... paper. ref OF 2 3118
131071 -
131072 - Communication Metrics helps ensure consistent use of "intelligent"
131073 - management methods, in order to avoid the problem reported by the
131074 - Associated Press on 960205 that people are wasting 70% of day in
131075 - meetings. ref SDS 4 5902
131076 -
131077 -
131078 -  ..
131079 -
131080 - Merrill works from home and spends a lot of time on his computer.
131081 -
131082 - He gets and sends a lot of email.
131083 -
131084 - Merrill is able to find information he needs with conventional methods
131085 - for managing email, similar to Morris when we talked on 980722. see
131086 - ref SDS 24 4826
131087 -
131088 -
131089 -
131090 -