CONTACTS 
0201 - O-0436 0301 Natkin & Weisbach          415 546 1292 fax 394 8752SUBJECTS
WMA Marketing Advertizing
Project Management Oversight

0704 -    ..
0705 - Got this from Alex
0706 -
070601 - It describes a new management level for major projects  Project
070602 - Management Oversight (PMO).
070603 -
070604 - There are two separate articles on this topic in the Newsletter. The
070605 - first begins on page 1 and is concluded on page 4; it gives a
070606 - historical explanation of the method.  The second begins on page 2
070607 - and is concluded on page 3.  It explains the specific ways PMO is
070608 - applied.
070609 -
070610 - PMO would be a good marketing target for WMA.  The objectives it has
070611 - can generally only be accomplished by application of WMA.
070612 -
070613 -
070614 -
070615 -

SUBJECTS
WMA Marketing Advertizing
Telemarketing procedures

0905 - Received ref DRT 2
0906 -
090601 - This is an internal HPS memo explaining ideas on how to effectively
090602 - use telemarketing techniques.
090603 -
090604 - Referrals
090605 -
090606 - This is the main theme.  Try to obtain referrals from existing
090607 - customers and people who expressed interest, but have not yet
090608 - purchased.
090609 -
090610 - Ask:  Who do you know who might benefit from improved management
090611 - capability?
090612 -
090613 - Use original contacts name when calling the referral.  Get the
090614 - correct pronunciation.  This indicates immediate endorsement to
090615 - referral, and if a new prospect calls the original, the latter will
090616 - give plenty of reasons why they made the referral:  they will help
090617 - with the selling job.
090618 -
090619 - Ask:  Why do you think think the referral would be a good candidate
090620 - for WMA?
090621 -
090622 -     1.  Have they had some difficult projects.
090623 -
090624 -     2.  Has the organization seemed to have difficulty
090625 -         getting work done?
090626 -
090627 -     3.  Do they use computers?
090628 -
090629 -
090630 - Inform the original contact about the results of the referral.  When
090631 - people believe you have taken their advice, they are more likely to
090632 - make further referrals.
090633 -
090634 -
090635 -
090636 -
0907 -
0908 -