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Building a high performance CI team

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Building a high performance CI team

  1. 1. BUILDING A HIGH PERFORMANCE INTELLIGENCE TEAM MATHIEU GUERVILLE
  2. 2. COMPETITIVE INTELLIGENCE EXPERIENCE 5 YEARS OPERATING TRADE ATTACHE @ FRENCH TRADE COMMISSION INTELLIGENCE ANALYST @ PROACTIVE WORLDWIDE 7 YEARS MANAGING CI + STRATEGY MANAGER @ UL STRATEGY DIRECTOR @ UL SC&S
  3. 3. AGENDA WHAT? HOW? WHO?
  4. 4. ETHICS WHAT KEY #1 KEY #2 DECISION SUPPORT WHAT IS HIGH PERFORMANCE COMPETITIVE INTELLIGENCE
  5. 5. Sales win/loss pricing field guides Marketing projections/trends competitive position analysis channels & location analysis Finance P&L benchmark Balance Sheet benchmark funding / burn / cash flow analysis Legal IP/patents analysis litigation support financial forensics R&D pipeline benchmark technology scouting innovation and alternatives monitoring HR compensation benchmark talent evaluation & acquisition succession planning IT vulnerability assessment infrastructure benchmarking technology assessment M&A diligence comparable multiples analysis Strategy wargaming scenario planning analytical frameworks (BCG, SWOT.) Operations manufacturing cost benchmark supply chain mapping process mapping Customer service after-sales service comparison mystery shopping Advertising / Branding competitive campaign measurement trade show comparisons retail and channel analysis
  6. 6. THE INTELLIGENCE CYCLE FOUNDATION OF GOOD INTELLIGENCE
  7. 7. PROCESS + PEOPLE = CAPABILITY (ENHANCED BY TOOLS) KITS/KIQS + SCOPING AND PRIORITIZATION ▶︎ PLANNING AGGREGATION + CURATION ▶︎ COLLECTION STRUCTURE + ORGANIZATION ▶︎ PROCESSING FRAMEWORKS + STRATEGIC THINKING ▶︎ ANALYSIS PLATFORM + EDITORIAL ▶︎ DISSEMINATION
  8. 8. FLEXIBILITY HOW KEY #1 KEY #2 REPEATABILITY PROCESS THE MAIN INGREDIENT
  9. 9. secondary(ad-hoc+ongoing)+primary curation+filtering *(connecting+analysis) = newsletters+reports+advice [ ] INTELLIGENCE PROCESS 101
  10. 10. Source: Aqute Intelligence
  11. 11. Signal vs. Noise So what?
  12. 12. pyramid text and striking graphs device and medium agnostic grow your speck of dust into a rock embrace and educate on fuzziness
  13. 13. QUALITATIVE HOW KEY #1B KEY #1B QUANTITATIVE PEOPLE THE OTHER INGREDIENT
  14. 14. –Pareto’s law
  15. 15. WHICH ONE DO YOU NEED?
  16. 16. ? ! Ö # > CURIOUS ASSERTIVE CREATIVE RESOURCEFUL STRATEGIC

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