How can we tap into internal sources of competitive insight and document what we capture for future analysis while conveying the rigor involved to elevate our information’s credibility with stakeholders? Many intelligence teams claim to use non-published information in their reporting, but definitions and processes vary widely. Are there best practices available? Taking advantage of our internal expert networks is about more than just talking to people. This discussion will explore the methodology to build and maintain a high-quality, sustainable network of experts you can call on to identify and fill gaps in your competitive knowledge. Benefiting from decades of successful experience leading strategic market and competitive intelligence activities, we'll discuss a range of approaches, philosophies, processes and methods to illuminate what role non-published information can play in CI and how to be more effective tapping into information that is so easily available to us. Specifically, we will discuss many of the benefits of a structured process, such as: - Identifying gaps in your knowledge (before your stakeholders do!) - Finding the right sources to fill those gaps while creating a ready pool of sources for future projects - Creating metrics and measuring each source’s contribution for continued improvement

1. How to Build and Maintain
Your Internal Expert Network
to Capture Actionable
Insights
A Complimentary Webinar from Aurora WDC
12:00 Noon Eastern /// Wednesday 9 January 2013
~ featuring ~
Jim Payne Derek Johnson
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2. Agenda
 Introduction
 The role of Human Intelligence (HUMINT)
 How to build the network
 Process
 Methodology
 Summary, Q&A, and Discussion
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3. The role of HUMINT
Human Intelligence (HUMINT)
Intelligence gathered through the use of interpersonal contact as opposed to other technical or secondary methods
Key Intelligence Questions
Secondary Secondary Secondary
HUMINT HUMINT
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4. Keys to Success – Internal Network
Relationships
Education Laws
Personal Brand Ethics
Relationships
Relationships
Tactical Stakeholders
Strategic Sources
Relationships
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5. Honing your elicitation skills
• Just because you carry the
same badge, doesn’t mean
everyone wants to share their
information.
• Why will they share?
• “Common good”
• Quid pro quo
• Your sparkling wit and
charming personality!
• Not all personalities are created
equal
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6. Demonstrating the Process
 Source Results
Responded with Information 2
No Information 0
No Response 0
Principal
Direct
Thickness of
Rectangle
Indirect
based on
quantity of
 Used in Analysis
information
provided
X Not Used in Analysis

Principal
Duration of Project
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7. Demonstrating the Process
 Source Results
Responded with Information 9
Specialist
X Leader No Information 0
No Response 1
Principal  Contractor
Senior Direct
 Manager
Thickness of
Rectangle
Indirect
based on
Specialist quantity of
 Leader
 Used in Analysis
information
provided
X Not Used in Analysis

 Director
Senior
 Consultant
Principal
 Director X Contractor
Duration of Project
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8. Demonstrating the Process
 X Specialist
Leader
Source Results
Responded with Information 21
Specialist
X Leader No Information 2
No Response 2
Principal  Contractor
Senior Senior Direct
 Manager X Consultant
Thickness of
Rectangle
Indirect
based on
Specialist quantity of
 Leader
 Used in Analysis
information
provided
 Manager
X Not Used in Analysis

 Director
Senior
 Manager
Senior
 Consultant  Director
Senior
Principal  Manager
Specialist
 Leader
Industry
 Director X Contractor  Analyst
Duration of Project
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9. Demonstrating the Process
 X Specialist
Leader
Source Results
Responded with Information 33
Specialist
X Leader No Information 4
No Response 2
Principal  Contractor
Senior Senior Direct
 Manager X Consultant
Thickness of
Rectangle
Indirect
based on
Specialist quantity of
 Leader
 Used in Analysis
information
provided
 Manager
X Not Used in Analysis

 Director
Senior
 Manager
Senior
 Consultant  Director  Manager
Senior Specialist
Principal  Manager  Leader
 Principal
Specialist Senior
 Leader  Manager
Industry Senior
 Director X Contractor  Analyst  Consultant
Duration of Project
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10. HUMINT Methodology
Capturing the Information
Custom built intelligence
technology
Collaboration software, Allows workflow and
e.g. SharePoint project related
information; keyword
Word document on the and topic searchable;
hard drive documentation
Allows broader use and of source background
Conversation only limited search techniques
Full Maturity
Can be
referenced later but
likely will not.
No documentation
Acceptable
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11. Key Attributes of Customized Intelligence
Technology
Project Source Collection Analysis
• Requestor • Professional • Date and • Keyword and
• Background Background Circumstances topical search
• Key Intelligence • Areas of • Significance • Ability to highlight
Questions Expertise • Narrative and/or annotate
• Source • Personality information
Management and Assessment • Portable to final
Tracking • Motivation document
• Biases
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12. Questions and Comments
Jim Payne
• http://www.linkedin.com/pub/jim-payne/0/144/946
Derek Johnson
• http://www.linkedin.com/pub/derek-johnson-cfa/0/893/190
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13. What’s Next?
Leadership to Act is
Based on Confidence
Intelligence Combats the Paralysis that
Accompanies Uncertainty
Aurora WDC is at work building the Intelligence Collaborative as a
destination from the web and mobile for sharing the best
intelligence ideas, fortnightly webinars with intelligence experts and
visionaries, high-intensity “interval training” via the exclusive
Technique of the Week with Dr. Craig Fleisher, opportunities for
networking and events, blogs and resource guides, and much more.
While we build IntelCollab.com please express your interest in joining us at
http://go.aurorawdc.com/intelcollab
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