How Internal Human Intelligence Networks (HUMINT) Develop External Primary Sources

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How Internal Human
Intelligence Networks
(HUMINT) Develop External
Primary Sources
A Complimentary Webinar from Aurora WDC
12:00 Noon Eastern /// Wednesday 30 April 2014
~ featuring ~
Todd Gleghorn Derek Johnson

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Todd Gleghorn
Todd Gleghorn is a civilian Staff Intelligence Officer serving in the Department of Defense
(DoD) in Washington, D.C. Todd, a former Naval Intelligence Officer and Cryptologic
Linguist, has served in various Analyst, Indications and Warning (I&W), Signals
Intelligence, Liaison, and Operational/Collection roles over a 16+yr career in DoD, to
include assignments with Defense Intelligence Agency, the Chairman Joint Chiefs of Staff
Intelligence Directorate, the Chief of Naval Operations Intelligence Staff, and as an at-sea
Intelligence Officer aboard the USS George Washington (CVN 73). A noted Middle East
specialist, he is a graduate of the Defense Language Institute’s multi-dialect Arabic
program, received his B.A in Middle East Studies from University of Utah in 1998, and
received his M.A. in National Security Affairs from the Naval Postgraduate School’s
prestigious Middle East Security Studies program in 2003. Todd received numerous
awards for his civilian expeditionary/war zone deployment as a DoD Foreign Liaison
Officer in support US Forces-Iraq during the waning months of Operation Iraqi Freedom.
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Disclaimer: the contents of this brief, and the views and/or comments presented during
this webinar reflect the personal views of the author and do not represent or reflect
those of the Department of Defense, the U.S. Navy, or the Intelligence Community.

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Agenda
► Business Application of HUMINT
► HUMINT’s Value Add
► Effective & Efficient Employment
► Establish collection modalities maximize
ROI for HUMINT investment
► Traditional vs. Alternate Collection
Paradigm
► Methodically mapping internal Subject
Matter Expert (SME) Network
► Using SME Map results
► Moving beyond the SME Map

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Business Application of HUMINT
► Applying HUMINT within the private sector
context requires some modifications:
► Commercial HUMINT = Primary Source collection
► Structured interviews of willing, witting participants
► Not clandestine; no surreptitious activity
► True representation (SCIP code of ethics)
► Monetary compensation requires
careful consideration
► e.g. payments for-fee-services from legally
authorized provider; may require
independent legal review by General
Counsel

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HUMINT’s Value-Add
► Provides value-add as both an:
► Independent intelligence discipline, and
► Means to support other Market Intel activities
► Traditional valuation of ROI is notoriously
difficult to calculate for HUMINT
► Monetizing the value of HUMINT is potentially misleading
► However, arraying investments on basis of capability balanced
against anticipated outcomes is necessary…
► Holistic measures of value must be
developed that highlight the human context:
► Underlying value is in projection: plans & intentions
► Underestimated value is in enabling: tipping & cueing

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Effective & Efficient Employment
► Effective employment of HUMNT means:
► A HUMINT capability that is both arrayed against external
entities and aligned with internal entities
► Remember Sun Tzu’s dictum: “Thus it is said if you know
them and know yourself, your victory will not be
imperiled.” [The Complete Art of War, translated by Ralph D. Sawyer]
► Efficient employment of HUMINT resources:
► Using a combination of three HUMINT
collection modalities:
► Passive: Opportunistic
► Active: Research enabled
► Directed: Target-specific

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HUMINT Collection Modalities
Target-
Specific
Research Enabled
Opportunistic
 Closely Managed
 Resource dependent
 Best ROI
 Generalized searching
 Minimal Investment
 Focusing Collection
 Low Hanging Fruit
 Existing Resources
 Builds Foundation
~ P A S S I V E C O L L E C T I O N ~
~ A C T I V E C O L L E C T I O N ~
~ D I R E C T E D ~

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Traditional Paradigm: Requirements
► Traditional Paradigm:
► Requirements driven HUMINT collection
► Focus:
► Answer Key Intelligence Topics (KIT) / Key Intelligence
Questions (KIQs)
► Results:
► Often generates breadth of information surrounding discreet
requirements (KIQs) iteratively
► Tends to only partially address or minimally satisfy the
entire requirement (KIT)
► Requires frequent collection re-visits & KIQs/KITs
modification….

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Alternate Paradigm: Access
► Alternate Paradigm:
► Access-based HUMINT collection
► Focus:
► Develop collection opportunities with the aim of facilitating long-
term access to specific industry/business sector
► Results:
► Establishes a strategic foothold to enable recurrent collection
against enduring targets
► Key nodes identified; assists in highlighting SMEs
► Potentially positions against broader requirement set (evolving
KIQs/KIQs) within a particular industry
► Internal sources likely most legally feasible; external experts with
indirect ties best positioned (“voyeurs” vs. “insiders”)

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Mapping the Internal Network:
Part I – Formal Structure
► Mapping should
begin with the
formal
organizational lay-
out
► Identifies the
designated
leadership
► All-levels and
internal
organizational
reporting structure
key
President/CEO
Marketing
DIV Head
Branch Mgr
Project Mgr
Sales
DIV Head
Branch Mgr
Project Mgr
Production
DIV Head
Branch Mgr
Project Mgr
General
Counsel
COO/Strategy
Office

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Part II – Informal Structure
► Progresses to
mapping the
informal
organizational
construct
► Identifies the
Thought
leaders,
Subject Matter
Experts
(SMEs), or
Fixers within
the organization
(company)
President/CEO
Marketing
Advertising Mgr
Publications /
New Media Rep
Sales
External Sales
Foreign Sales Rep
Production
Product A
Quality Control
Officer
GC’s Due
Diligence
Investigator
CEO’s Executive
Assistant

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Part III – Key Relationships
► Begin to identify
informal relationships
between:
► SMEs
► Thought Leaders
► Fixers
► Formal leaders
► Articulate Lines of
Effort (LOEs) in
support of Business
Mission
► Key nodes emerge
► LOE convergence
creates potential:
► Cross Functional
Collection
Business
Mission
Due
Diligence
Investigator
Advertising
Mgr
Foreign
Sales Rep
Quality
Control
Officer
CEO’s
Executive
Assistant
Marketing
Div Head
New Media
Rep
COO
Strategy
Office

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Using SME Mapping Results
► Develop Key Nodes into established internal
sources
► Fully exploit SME knowledge base and external rolodex
through recurrent, structured interviews
► ID external sources to enable long-term access
► Points of convergence between separate LOEs
used to create unique, cross-functional collection
opportunities
► Establish project-specific, non-traditional HUMINT
collection teams
► Internal sources are most effective when trained and
cognizant of end state

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Moving beyond the SME Map
► Establish mechanisms to capture external
engagements and to share key info resources
► Example: After-Action Reports & Share Point sites
► Enable company-sponsored outlets for Thought
leaders/SMEs/Fixers to capture hard-to-get
info:
► Establish a “Business Laboratory” or “Innovation Exhibit” to
showcase employee creativity focused on business LOEs
► Ask employees to invite outside experts to visit
company – create collection opportunity
► Encourage colleagues to contribute to shared SME
database and help create SME map

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Thank you!
Now how about a little Q&A?
Email: todd.gleghorn@gmail.com
The Intelligence Collaborative is the online learning and networking
community powered by Aurora WDC, our clients, partners and other friends
and dedicated to exploring how to apply intelligence methods to solve real-
world business problems.
Apply for a free 30-day trial membership at http://IntelCollab.com or learn
more about Aurora at http://AuroraWDC.com – see you next time!
Todd Gleghorn

How Internal Human Intelligence Networks (HUMINT) Develop External Primary Sources

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