How To Become an All-Source Intelligence Sourcer
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How To Become an All-Source Intelligence Sourcer

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Presentation from Sourcecon 2011 NYC, presented by Paul Houston

Presentation from Sourcecon 2011 NYC, presented by Paul Houston

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How To Become an All-Source Intelligence Sourcer Presentation Transcript

  • 1. Unlock the competitive intelligence in your workforce! How to Become an“All-Source Intelligence” Sourcer Paul K. Houston, President Rivalscape Denver, CO 303.730.2296 phouston@rivalscape.com
  • 2. My Goal for Today 2Build your awareness and get you thinking in a new way about Competitive Intelligence (CI) and… Get you to take action on the new thinking. …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 3. "Kid" Houston Badge # 4225 3…unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 4. Our Agenda Today 4  Take a few audience surveys as benchmarks  Define what is and what isn’t CI  Let you know how Shally and Maureen have weighed-in on the subject  Show you what “All-Source Intelligence” sourcing could look like …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 5. Our Agenda Today 5  Get your take on CI and sourcing  Suggest additional resources for you  Administer a written exam …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 6. 6 Just kidding!I’ll give you a “Take Away” exercise.…unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 7. Our Theme for Today 7 To live a creative lifeyou have to lose your fear of being wrong. ~ Anonymous Artist …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 8. “I found him! I found him!” 8…unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 9. George Washington Plunkitt 9I seen my opportunities and I TOOK em. …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 10. 10 Recruiting Intelligence. Recruiting Community. TM What does this mean to you?…unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 11. The RivalScape Matrix 11 You Know You Don’t Know Facts, assumptions,You Know Known intelligence gaps beliefs…and blind spots Unknown but not alwaysYou Don’t Know Hidden internal knowledge unknowable This matrix is a variation of the famous “Johari Window” created by psychologists Joseph Luft and Harry Ingham. Credit for the original intelligence adaptation is due to Liam Fahey of Babson College. …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 12. Vladimir PutinThere’s no such thing as a former KGB officer. …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 13. What Is Truly Confidential or Proprietary “Trade Secrets” Information? 13  Internal documents that are marked “Confidential” and kept in some type of secure environment  Starwood Hotels W Chain and Hilton’s Denizon Brand Development  Non-public information about publicly-traded companies that would give “in the know” investors an advantage …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 14. What Is Truly Confidential or Proprietary “Trade Secrets” Information? 14  Hedge Funds and “Expert Networks”  Secret Formulas that are revealed on a “need to know” basis and protected in a secure environment  Thomas English Muffins baking process …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 15. What Is Truly Confidential or Proprietary “Trade Secrets” Information? 15  Coke ingredients formula  Taco Bell: “88% Ground Beef, 12% Secret Formula”  Red Lobster recipe for those delicious cheese biscuits …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 16. Anna Chapman. She is a spy. 16…unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 17. What You Can Expect to Find 17…unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 18. What You Can Expect to FindCredit: Shally Steckerl, EVP, Arbita, Inc. Educational Webinar Series, 9.30.10 18Disclaimer: CRI sources information within the publicdomain or via ethical conversation—it is not espionageWith CRI you can identify competitors’organizations’: Employment ecosystem SWOT (strengths,weaknesses, opportunities and threats) Human resources weaknesses and gaps …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 19. What You Can Expect to FindCredit: Shally Steckerl, EVP, Arbita, Inc. Educational Webinar Series, 9.30.10 19  Recruitment strategy and employment trends  Marketing trends, and how it could cross your company and change hiring  What motivates people to join or leave (good people tend to leave and join in groups)  Changes in management, and products, and people who support them …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 20. What You Can Expect to FindCredit: Shally Steckerl, EVP, Arbita, Inc. Educational Webinar Series, 9.30.10 20  Who influences decisions within their organization  Who creates new intellectual property  What decisions will likely be made in the future  What kind of decisions are made …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 21. Recruiting Belongs Under Finance 21ERE, September 10, 2009by Maureen SharibExcerpt:“Recruiting is such a vital function in anorganization because it touches every person inthat organization. Not every department can besaid to do this. We all know a company is as goodas its people.” …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 22. Recruiting Belongs Under Finance 22Excerpt continued:“Recruiting belongs under finance because itis basically a competitive intelligence function.Yes, recruiting involves talking to people in theoutside world, and if you’re doing it right, you’regathering intelligence along the way.” …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 23. Pertinent Follow Up Thread to Maureen’s Article 23Todd Lukasavitch“In my experience, Recruiters I have worked with oftenhad much more competitive intelligence (includingfinancial) on companies considered potential skilltargets than their peers sitting in Finance.”Steve Levy“Having competitive intelligence and knowing what to dowith them are two sides of a very large ocean…” …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 24. Pertinent Follow Up Thread to Maureen’s Article 24Joshua Letourneau“In terms of the author’s notes on sharing information,this comes down to a question of how knowledge isshared . . . which is a challenge among a truemultinational corporation. The bigger issue, however, isthe perceived value that is being shared by Recruiting inthe first place.” …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 25. Pertinent Follow Up Thread to Maureen’s Article 25Joshua Letourneau (cont.)“The only thing our industry can truly control is our ownactions, so instead of hopping onto some negativegroupthink about the other business functions, weshould be the “better group” and extend an olive branchof cooperation and mutual respect. It might just beextended back to us :)” …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 26. Pertinent Follow Up Thread to Maureen’s Article 26John Hughes“Good Recruiters typically share more competency setswith Ops, Marketing or sales than HR. ExceptionalRecruiters can fit into Strategy groups well. Theappropriate department would be dependent largely onthe type of company. Good post Maureen.” …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 27. How CI Leaders Define CI 27 The process of applying knowledge to a practical situationthat helps build sustainable competitive advantage. …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 28. How CI Leaders Define CI 28“I do recommend broadening the definitionof CI—it is just too narrow and if it remainsthat way in the future, it may not survive inthe long run.” …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 29. How CI Leaders Define CI 29“Todays decision maker relies on researchand analysis on a broad variety of variablesincluding competitor, financial,environmental, internal, personnel,regulatory, geographic, and cultural issues.” …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 30. How CI Leaders Define CI 30“The decision-support professional, in myview, will only become more and morevaluable to the decision maker when thescope of his work encompasses all ofthese variables.” …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 31. What Is“All Source” Competitive Intelligence?? 31  Targeted secondary research  Review of internal competitive databases  Competitor resume mining  Interviews with competitor talent …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 32. 32…unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 33. What Is“All Source” Competitive Intelligence?? 33  Competitor alumni program interviews during onboarding  Trade show and conference intelligence  Regular sourcer/recruiter discussions of competitive learnings  Regular discussions with your external recruiters …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 34. What Is“All Source” Competitive Intelligence?? 34  Discussions with your CI Director  Reporting from internal source network  Counterintelligence (Information Protection) Analysis  Primary collection from external human sources, usually by phone …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 35. A Few Words about Primary Collection by Phone 35 InterviewInterrogation Conversation Structured …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 36. Resources you Can use to Become a Better All-Source Intelligence Sourcer 36   Take the British MI6 online instrument for the “Operational Officer” role just for fun: www.sis.gov.uk/ Careers | Roles | Operational Officers | Test Your Skills (scroll down page for this link) …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 37. Resources you Can use to Become a Better All-Source Intelligence Sourcer 37   Watch the NewsHour with Jim Lehrer every day   Read Confidential: Uncover Your Competitors Top Business Secrets Legally and Quickly—and Protect Your Own by John Nolan   Read Real World Intelligence: Organized Information for Executives by Herbert E. Meyer   Read Early Warning: Using Competitive Intelligence to Anticipate Market Shifts, Control Risk, and Create Powerful Strategies by Ben Gilad …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 38. Resources you Can use to Become a Better All-Source Intelligence Sourcer 38   Read my interview with competitive intelligence attorney Richard Horowitz at: www.rivalscape.com/thought-horowitz.htm   Join the Society of Competitive Intelligence Professionals (SCIP) at www.scip.org   Attend the upcoming SCIP Conference in Orlando, FL, March 9-12 …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 39. What’s the takeaway on all this? 39 …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape
  • 40. 40Exercise with Discussion to Follow Use reverse side of your paper.  Paul K. Houston, President Rivalscape Denver, CO 303.730.2296 phouston@rivalscape.com …unlock the competitive intelligence in your workforce! Copyright 2011 RivalScape