ICSS - Integrated Corporate Strategic Services A team of intelligence professionals that use their knowledge and experience in the world of business to the benefit of companies seeking competitive advantage and business continuity and security. Consultants and trainers for leading organizations in various fields like: Banking, Financial Services (Big 4), Energy, Insurance, IT&C, Retail, Automotive, Legal Services, Manufacturing & Chemicals, Constructions, Embassies, Governmental Agencies, etc. The creators of the business intelligence expert and business intelligence manager occupational standards. The founders of the Association of Business Intelligence Professionals (ASIA) and Institute of Business & Competitive www.icssromania.ro

1. INTEGRATED CORPORATE STRATEGIC SERVICES

2. “Information costs money,
INTELLIGENCE makes money”
Robert Steele

3. WHO WE ARE
• A team of Intelligence professionals that use their knowledge and
experience in the world of business to the benefit of companies seeking
competitive advantage and business continuity and security.
• Consultants and trainers for leading organizations in various fields like:
Banking, Financial Services (Big 4), Energy, Insurance, IT&C, BPO, Retail,
Automotive, Legal Services, Manufacturing & Chemicals, Constructions,
Embassies, Governmental Agencies, etc.
• The creators of the business intelligence expert and business intelligence
manager occupational standards.
• The founders of the Association of Business Intelligence Professionals (ASIA)
and Institute of Business & Competitive Intelligence (IBCI - www.ibci.ro)

4. OUR TEAM - PARTNERS
SERGIU MEDAR
• Former Director of Military Intelligence;
• Former Chief of the National Intelligence Community and member of the Supreme
Council of National Defense;
• Career highlights: Diplomat, National Security Adviser for the Presidential Administration,
Deputy of Defense Attache in US, diplomatic missions in the US, Canada, Brazil and
Argentina, consultant in Business Competitive Intelligence for national and multinational
companies from 4 continents;
• Teaching Activity: Diplomacy, Intelligence and counterterrorism at the National
Intelligence Academy (ANI), Babes Bolay University from Cluj - Defense Diplomacy,
Business Intelligence/Competitive Intelligence, National Defense College – Defense
Diplomacy, Security Studies -„Lucian Blaga” University , Sibiu.
• Visiting Professor for: National Defense University, USA; NATO Studies Center,
Bucharest; Marshall – European Center for Security Studies; National Defense
Intelligence College, USA.
• Co – founder of ICSS.

5. ADRIEAN PARLOG
• Over 25 years of experience in Intelligence and Business Intelligence;
• Former Head of Analysis Department of Military Intelligence;
• Co – founder of ICSS;
• Teaching Activity: Associate professor at the Academy of Economic Studies in
Bucharest, National Intelligence Academy (ANI), Lucian Blaga University of Sibiu
and Babes Bolyai University in Cluj Napoca.
• Relevant experience in business, as a manager, but also a consultant for national
and multinational companies from Romanian, USA, Great Britain, Middle East and
Central Asia.

6. IONUT CORDUNEANU
• Over ten years of practice in Military Intelligence;
• Certified trainer, currently delivering courses in Business & Competitive Intelligence;
• Business and Competitive Intelligence Consultant for Romanian and multinational
companies that have benefited from Intelligence in order to develop business
operations in Romania, the Balkans, Middle East, Central Asia and Africa;
• Co-founder of ICSS.
AMIRA RADULESCU
• Over 15 years of experience in Human Resources Development, Training and
Recruitment, Business Development, Marketing and Business Communication
• BA in Psychology, BA in Economic International Relations, MA in Human Resources
Management and Development, MA Marketing and Business Communication.
• Certifications: Business Competitive Intelligence, Behavior Analysis and Assessment,
Body Language and Lie Detection (FACS – Paul Ekman Group Certificate), Business
Communication.
• Director of Institute of Business Competitive Intelligence, certified trainer and coach.

7. WHAT WE DO
Our team of Intelligence experts provides customized training and intelligence
support to organizations and selected business leaders, both in Romania and
abroad, creating actionable Intelligence and helping companies by transferring
some methods, techniques and good practices specific to the Intelligence
field in the Business field, in order to:
• Reduce risk and identify opportunities, providing a competitive edge;
• Improve strategic planning and make better decisions;
• Develop internal intelligence and counter-intelligence functions as strategic
assets for competitiveness and security;
• Train employees in Business and Competitive Intelligence (open and
custom).

8. SERVICES
• Business & competitive intelligence CONSULTING for both local and
multinational clients.
• Business & competitive intelligence TRAINING:
• the only certified training provider in business & competitive
intelligence in Romania;
• Custom made Intelligence training programs.

9. SERVICES – CONSULTING:
• Country entry intelligence and operational support in: Romania,
Europe, Asia, Africa;
• Current intelligence and monitoring: African and Asian countries;
• Strategic Intelligence; Market Intelligence; Financial Intelligence;
• Detailed Client or Competitor Profiling – Deliverables: Summary/detailed
profile of competitor, supplier or customer;
• Studies regarding external environment of the company –
Deliverables: Reports about risks and opportunities, medium and long-term
forecasts;
• Monitoring companies or fields in real time – Deliverables: Early
warning reports about ownership change, participation in creditors masses,
insolvency declaration, etc.;
• Business Intelligence services for M&As;
• Implementing Business & Competitive Function in a company, etc.

10. SERVICES – CONSULTING - Competitive Intelligence :
• Market opportunities;
• Evaluating market niches;
• The impact of globalization on a company;
• The impact of the political and security environment on one’s own business;
• Future development of the political and security environment and its impact
on one’s own business;
• The impact of the competitors’ ability of predicting the development of one’s
own business;
• The investment risk;
• The risk regarding the providers and their relationships with the competitors;
• The risk regarding the creditors and the evaluation of their current and future
financial available funds;

11. • The risk of possible associations with other companies;
• The risk factor brought about by the appearance of new companies;
• The resources in one’s own company;
• The specialized personnel on the market.
Counter Competitive Intelligence focuses on:
• Projects to ensure physical security; Programs to ensure a safe circulation of
the company’s sensitive documents;
• Specialized training support for the staff in order to be able to protect
themselves against the competitors’ intelligence collecting attempts;
• Support for implementing protection systems for the company’s
communications to prevent illegal access to its data and information from the
company, etc.

12. TRAINING
Why you need Business Competitive Intelligence Training?
By using the Business Competitive Intelligence perspective, you will be able to:
• Become more competitive;
• Get more clients;
• Make better and more rapid decision;
• Enhance early warning and forecast competitive threats;
• Gain strategic perspective and avoid “blind spots”;
• Manage and reduce risks;
• Conduct counter-intelligence and prevent “leaks”.

13. Training Programs examples:
1. Intelligence in Leadership
2. Business Protocol & Cultural Intelligence
3. Intelligence for HR
4. Intelligence for Recruiters
5. How to be perceived as a trustworthy individual in business – Body Language and Lie
Detection
6. ”Own your client” training program
7. Exploiting Human Resources - Elicitation Training
8. Business and Competitive Intelligence Expert – Certified;
9. Business and Competitive Intelligence for Top Management;
10. Defensive Intelligence for companies;
11. Cybersecurity for regular users;
12. OSINT – How to better exploit Open Sources Intelligence;
13. Intelligence in Negotiation;
14. IT Requirements Elicitation for IT Experts.

14. 1. INTELLIGENCE IN LEADERSHIP
Audience: This course is designed for senior and top management level only.
Description: Business & Competitive Intelligence (B&CI) has a great value for leaders,
as it enables sound decisions to be made. The average value of decisions taken by a
leader depends directly on the quality of information to which he has access and his
processing capability. In the business environment of the 21st century, ignorance or
misunderstanding of B & CI field is a real obstacle in achieving superior performance.
Objectives: Through interactive lectures and practical exercises participants will
experience the Intelligence field applied on the business environment from the
leaders’ point of view.
Duration: 1 day.

15. 2. BUSINESS PROTOCOL & CULTURAL INTELLIGENCE
Audience: this training is addressed to any person with work attributes that implies
organizing and/or participating to protocol activities or interacting with people from different
cultures (management, sales, business development, HR, marketing, PR, etc.).
Description: Successfully carrying out the activities of the personnel within a company
implies complex interactions with persons from diverse backgrounds (financial-banking,
politic, administrative, economic, diplomatic, cultural, etc.), both native and international.
The binder that allows the communication and networking with people from such diverse
backgrounds is the concept of Business Protocol & Cultural Intelligence.
The Business Protocol & Cultural Intelligence training program ensures knowledge
formation and consolidation concerning protocol in business and society, both in Romania
and other countries.
Objectives: Participants will be able to understand the benefits of correctly applying
protocol in business and society, respectively the risk of protocol blunders; they will
develop their abilities to relate and work efficiently in culturally diverse situations.
Duration: 1 day

16. 3. INTELLIGENCE FOR HR
Audience: HR professionals
Description: HR Intelligence is the new key concept of HR world. A modern HR
Professional has increased responsibilities in the company's strategic decision making
process, in improving operations by increasing the competitiveness of labor force, in the
professional and personal development of employees, regarding personnel security
issues or in the increasingly complex regulatory compliance etc.
The Intelligence Course for HR was tailored to meet these needs by providing a range of
preventive tools and solutions to manage these situations that can become real
vulnerabilities for the organization. This program adapts the concepts, the methods
and techniques specific to the Business Competitive Intelligence in order to be
used by HR Professionals in their modern role.

17. Program objectives:
• To understand some key concepts (Data, Information, Intelligence, Knowledge,
Vulnerability, Threat, Risk) and the Intelligence Process (how to make Intelligence
products);
• To understand and apply Planning in Intelligence;
• To understand and apply a basic/advanced set of information Collection
methods/techniques: Elicitation Method, P.E.A.C.E Interview method; Reading body
language, Gaining people’s trust in a multi-cultural environment;
• To understand and apply a basic/advanced set of Analysis methods/techniques:
• Critical thinking, Early-warning system, Lateral thinking;
• To understand and adopt the core professional traits and values: professional
modesty, curiosity, healthy skepticism, knowing human biases, BI/CI ethics.

18. 4. INTELLIGENCE FOR RECRUITERS
Audience: HR Professionals, entrepreneurs, managers.
Description: Recruiters are facing a lot of challenges that are increasing at a rapid pace. Hiring
volume is aggressive (short deadlines) and needs are changing all the time. Turnover is often
high and the competition is taking your potential candidates and employees. How can they do
that and how can you prevent it? This training will help recruiters meet the new challenges by
providing the latest tools, techniques, and ideas on what it takes to hire top people, tools and
techniques provided from the Intelligence point of view.
Objectives:
• To Understand how Intelligence can help HR decision-making and improve recruiting
activities: understand some key concepts and the Intelligence Process (how to make
Intelligence products);
• to Find and hire more top people, faster (OSINT, HUMINT): understand and apply a
basic/advanced set of information Collection methods/techniques: Elicitation Method,
P.E.A.C.E Interview method; Reading body language, Gaining people’s trust in a multi-
cultural environment; Open Sources (OSINT, e.g. internet);

19. 5. HOW TO BE PERCEIVED AS A TRUSTWORTHY INDIVIDUAL IN BUSINESS –
BODY LANGUAGE AND LIE DETECTION
Audience: Management, Sales, Customer Care, Business Development, HR, etc.
Description: This training program resorts to Competitive Intelligence methods and
techniques applied in perception building in order for it to be transmitted to the speaker. It
is addressed to all company employees who want to be perceived as being trustworthy
persons by colleagues, partners, clients or competitors. This is a personal development
course that teaches what to do and what not to do in the verbal or nonverbal
communication.
Objective:
• recognizing the importance of body language in communication;
• self-control in body language;
• building the profile of the person we communicate with or that is being analyzed;
• detecting the difference between what the person we communicate with (or that is
being analyzed) says and what he is thinking.

20. 6. ”OWN YOUR CLIENT” TRAINING PROGRAM
Audience: Business Development, Sales, Customer Care, entrepreneurs, managers, etc.
Description:The program is designed to provide your staff (who has direct contact with
clients) with an insight on Competitive Intelligence domain applied on the networking
process with potential or current clients. Intelligence specific methods on gathering
information, analysis and human interaction will make a difference, whether it's about
identifying people of interest, building a relationship or more complex negotiations.
Benefits:
• Increased understanding of the client's perspective, goals and interests related to your
organization or to which your organization can contribute - how you can add value to a
client or prospective client;
• Increased level of trust offered by your clients to your organization;
• A more proactive relationship with your clients, as your representative/employee is taking
the initiative;

21. Objectives:
Participants will have the opportunity to become aware of how to apply an interpersonal
relationship model with their clients, based on the following principles:
• Getting to know your client in a continuous and thorough manner, discovering his / her
interests (personal and business);
• Developing a privileged relationship between the client and the organization, generated
by the behavior and attitude of the organization's representative during client meetings.
Acquired competences:
• Getting to know your client: Identify and exploit information sources regarding your
client
• Analysis and interpretation of gathered information
• Managing Client information (using the "Client Profile Card").
• Networking process: Applying a system of understanding the values and the client's
decision-making mechanism; Preparing meetings with clients; Techniques for building
the inter-personal relationship with the client;
• Post-meeting debriefing Technique.

22. 7. EXPLOITING HUMAN RESOURCES - Elicitation Training
Elicitation = information-gathering process from human sources by using a guided
discussion in order to hide the collector's intention to obtain information, and the fact that
they were provided.
Description:
Elicitation Training consists of a set of lectures and individual and group exercises
designed to introduce the participant in applying a basic set of elicitation techniques, as
well as to acquire the information-gathering skills, through individual effort and with the
help of course materials. Elicitation Course graduates will be able to use their skills in any
interpersonal contact of a professional or private nature.
Objectives: Graduates of the course will be able to:
• Identify the partner's vulnerabilities in relation to each elicitation technique;
• To apply at least six distinct elicitation techniques;
• Be aware of the scope of the elicitation process in relation to other methods of
collection;
• Recognize the intended use of elicitation techniques against him or others.

23. Agenda:
• The use of elicitation for collection purposes;
• Human characteristics to be exploited through elicitation;
• The elicitation process;
• Elicitation techniques;
• Web-elicitation (application of the process with virtual contacts)
• The identification of elicitation attempts and ways to respond (Counter elicitation)
• Ethical aspects of the elicitation method.
Audience: Due to the vast applicability of the elicitation method, both professionally and
personally, this course is addressed to anyone with a function involving contacts with
people outside the company (management, Cl, human resources, sales, public relations,
marketing, etc.) or want to develop personal skills in collecting information from the
interlocutors (without their awareness).

24. Get in touch!
Amira Radulescu
Phone: +40 21 314 65 56
+40 721 764 305
Email: amira.radulescu@icssromania.ro
www.icssromania.ro