Index

AABB Group, 26Actionable intelligence, 9, 10, 138, 153, 158Advertising

agencies, as source of data, 88, 92, 94, 122data as source of data, 47, 70, 113

Alliances, reliance on by competitors, 22, 79American Marketing Association, 164Analysis, 1

amassing data, 139assimilation of data, 140

corroboration of conclusion, 140enlightenment stage, 149incubation stage, 140overview of, 139–142

Analyst, security. See Security analystAnalyzing CI data, 141–142

organizing research results, 142–143Anomalies. See Data, anomalies in, 173AP, 173Archiving, 99Arizona Dude Ranch association, 32Arranging data, 57, 150Association for Strategic Planning, 164Association of Independent Information

Professionals, 164

BBaldrige Performance Excellence Program, 1,

21Barriers to Entry. See also Entry, barriers to, 1Barriers to Exit. See also Exit, barriers to, 1Battelle Pacific Northwest Laboratories, 27BCG matrix, 1, 152Benchmarking, 1, 152

CI’s use in, 25, 28

Benchmarks, 2Bensoussan, Babette-E., 165Best-case analysis, 36BI. See Business IntelligenceBiases. See also Blind spots and Blinders,

56–57, 103, 130–131Bing, 56, 98Blank screen process, 43, 47–49Blind spots, 24, 93Blinders. See Intectual blindersBlog, 2

as source of data, 100, 123Books

as a source of data, 88, 117Boston Consulting Group matrix, 1, 2, 152Building code, 32, 171Business conference, as source of data, 88,

102, 120, 124Business information services, as source of

data, 113Business Intelligence, vi, 2, 9, 17–18

CCached, 2, 99Call center, getting help from, 137Capital intensity, degree of, 82Career, advancing your, 163–164Case studies, as source of data, 88, 91, 112Cassandra Complex, 36Catalogs. See Competitor, catalogs ofChambers of commerce, as source of data, 11,

89, 90, 110Chat groups, Internet. See Internet, chat groupsChecklist, sample, 45–47

using, 44–45CI and Terrorism, 167–173

J. J. McGonagle and C. M. Vella, Proactive Intelligence,DOI: 10.1007/978-1-4471-2742-0, � Springer-Verlag London 2012

175

C (cont.)CI Cycle, 2, 10, 12CI, 2

education, additional, 164–165ethical issues in, 162–165, 168getting the right kind, 41–43legal issues in, 51, 62–65measuring the impact of, vi, 11, 13, 43suggested books ontraining, 164–165

CI. See also Competitive IntelligenceCI data, analyzing. See Analyzing CI dataCI needs, establishing, 2, 10, 11, 12, 44–49CI research, guidelines, 43

planning, 53–61tiering. See Tiering CI researchwhat do you need first, 54

CI toolbox, 35, 151–157CI tools, most commonly used, 152–153CI unit

getting help from, 127in-house, 127

CI vendorsdealing with, 128

Cisco Systems, 99Clark Robert M., 165Clauser, Jerome, 165Closing the Loop, 2, 8, 59, 68, 149CMP, 2, 27Colgate, 23Commodity markets, 84, 85Competition you face, centrality of

management, 76–77degree of concentration, 78–79level of cooperation, 77–78level of knowledge intensity, 79reliance on alliances, 79–80

Competition, nature of, 84–85Competitive benchmarking, 2, 7, 25, 28Competitive environment, 71–73

barriers to entry, 1, 72barriers to exit, 1, 72–73level of company regulation, 71

Competitive Intelligence. See also CI.definitions of, 2, 9–16other names for, 9

Competitive scenario, 2–3Competitive technical intelligence, 3, 9Competitor analysis, 3, 44, 154–157Competitor array, 3, 154, 156Competitor intelligence, 9, 14–15Competitor, catalogs of as source of data, 88,

91, 116–117, 125

dealing with former employeesof, 107–108

direct contact with as source of data, 119former employees of as source of data,

107–108news releases as source of data, 115websites of as source of data, 115

Concentration, degree of among competitors,78–79

Conclusions, drawing, 140, 143, 148, 149separating from data, 56, 142

Consumer Insights, 3getting help from, 137

Conventional wisdom, 37, 131, 163Cooperation, level of among competitors,

77–78Corporate security, 3

CI’s use in, 31, 108, 167Counterintelligence. See Defending against CI.Crisis management planning, CI’s use in,

27–28Crisis Management Program. See also CMP, 2, 3CTI. See also Competitive Technical

Intelligence, 3Customer service, 36, 46Customer, becoming a better one for

intelligence or data, 33, 129–133as source of data, 118in CI, 3number of, 83–84

DData gathering, limitations, 49–51

Supplemental, 60Data mining, 3, 5, 18Data sources

accuracy of, 110–117channels of collection, table, 85–86precision and reliability of, 145–146scoring to find, 86

Data warehousing, 3, 5Data, 4

accumulators of, 69anomalies in, 1, 147–148, 150collectors of, 68–69consistency of, 142, 146displacements in, 4, 146government & non-profit sources of

how much do you need, 57–59identification of patterns in, 146

identification of sources for throughscoring, 70–89

176 Index

identifying best sources of, 67–94internal resources for, 127media sources of, 92–93omission in, 146–147others with interest in, 69–70potential resources for, 67, 69private sector sources of, 91–92producers of, 68public, meaning of, 9–10relevance of, 148separating from conclusions, 56, 142starting with sources of, 89–93transfers of, 69users of, 69visualization of location, 67–70visualized as a commodity, 68–70

Decision-maker. See also end user, vi, 3, 9, 11Dedijer, Professor Stevan, 64–65Defending against CI, 166–167Denial of rationality, 36Desk research, 7Direct substitutes of products/services of

competitors, 73–74Directories, as source of data, 88, 92, 93, 116,

169, 189Disaggregation, 4, 69, 142Disinformation, 4, 97, 115, 139, 141, 143, 168Displacement, 4, 146–147Distribution channel, 4, 46, 61, 128Distributors, as source of data, 88, 92, 102, 121Divestitures, CI’s use in, 26–27Dodd–Frank Wall Street Reform and

Consumer Protection Act, 169Duncan, Rob, 165

EEarly warning, vi, 11, 17, 26, 41, 42, 126Economic Espionage Act of 1996. See also

EEAEducation, continuing, 164–165EEA. See also Economic Espionage Act of

1996, 4Elicitation, 4, 102, 107, 120, 128, 132, 135,

136Employees, your own, as source of data, 118End users. See also Customer, 3, 4Entry, barriers to, 1, 4, 45, 72, 81Environmental scanning, v–vi, 4, 17, 57EPA. See US Environmental Protection

AdministrationEspionage, 4, 62Ethical codes, Strategic & Competitive Intel-

ligence Professionals, 65

The Helicon Group, 65personal, 62–65your firm’s, 62

Ethical issues in CI, 62–65Exit, barriers to, 7, 72–73, 81Experts, industry. See Industry expertsExternal CI suppliers. See CI vendorsExternal constraints on data gathering, 51

FFacebook, 30, 98, 100Facility tour, as source of data, 88, 121Fahey, Liam, 165False confirmation, 4, 92, 144, 145, 146Fleisher, Craig S., 175FOIA. See also Freedom of Information Act, 4Fraud, 5, 168Freedom of Information Act. See also FOIA,

4, 5, 89, 101Fuld, Leonard M, 165Fuld-Gilad-Herring Academy of Competitive

Intelligence, 164Fundamental disconnect, v, 12

GGaming. See also War Gaming, 5, 7, 8, 24, 25,

153, 156Gilad, Ben, 157, 165Goldman, Jan, 165Google, 10, 30, 56, 98, 99, 100, 166, 171, 173Google Earth, 172–173Government files, as source of data, 111Government records, as source of data, 111Government reports, as source of data, 111Government sources of data, 89

HHelp, sources of, 125–137Hidden content, Internet, 98Historic Data, 5, 91Home Page, 5, 88, 91, 114, 141, 167HR. See also Human resources, 5Human intelligence, 97Human resources, CI’s use in, 25

IIndustry conference. See also business

conference, 120Industry experts, as source of data, 88, 92, 101,

105, 118

Index 177

I (cont.)Inferences, drawing, 114, 148–149, 150Information, 5Information center, getting help from, 136Innovation, level of among competitors,

72–73, 82–83Insights, consumer. See Consumer insights.Institute for Competitive Intelligence, 164Intellectual blinders, 36–39Intellectual property protection, CI’s use in,

29–31, 167Intellectual rigor, 58Intelligence, 5Internal Revenue Code, 33Internet Archive Wayback Machine, 99Internet, as source of data, 98–101, 122

chat groups as source of data, 123hidden content, 98tips and rules, 98–101

Interviewing, telephone, 103–107Interviews, as source of data, 122

locating potential interviewees, 98, 100telephone

IP, 5ISP, 5IT, 5

JJapanese R & D, 27Job listings, as source of data, 114

KKahaner, Larry, 99, 165KM. See Knowledge managementKMS. See also Knowledge

management, 5, 18Knowledge intensity, level

of competitors, 79Knowledge management, 2, 5, 18

LLaw firms, 33Legal issues in CI, 62–65Level of technology of production and

supply chain, 81–82Lexis-Nexis, 22Life cycle, 5, 76Likelihood of getting data, 50Linkage, 6, 55, 153LinkedIn, 30, 98, 100, 101

MM&A. See also Mergers and

Acquisitions, 6Macro-level data, v, 6, 44Magazines, local as source of data, 114–115Management, centrality of, 77–78Market intelligence, 6, 15–16Market, commodity, 84

geographic scope of, 84highly concentrated, 79moderately concentrated, 79slightly concentrated, 79

Market research, 19getting help from, 129, 135

Marketing, CI’s use in, 21getting help from, 135

Marketplace dynamics, 84–85geographic scope of market, 84nature of competition, 84–85number of customers, 83–84

Marketspace, 6, 23McKinsey & Co., 12, 23Media sources of data, 92–93Medice, Mark, 31Mergers and Acquisitions, CI’s use in, 26–27Meyer, Herb, viMicro-level data, v, 6, 44Miller, Jerry P, 165Mintz, Anne P, 165Mirror-Imaging, 6, 36Money, as a constraint on data gathering, 50

NNeed to know, 25, 41–50, 112, 129Network, establishing and using, 60–62, 160News, general publications as source of data,

88, 117Newspapers, local as source of data, 114–115NGO, 6, 90, 93Nice to know, 44Niche, 6, 37, 45, 65, 81, 82, 83, 84, 85, 120Nielsen Company, 6Nielsen. See Nielsen CompanyNolan, John, 165Non-profit sources of data, 89NutraSweet, 13

OOpen record laws. See also FOIA, 111–112,

161, 168–171Open Source Intelligence, 6, 151

178 Index

Outlines, using in organizing research results,48, 142, 150, 159

Outside CI vendors. See CI vendors

PParking bureau, 32Patent mapping, 6, 35, 152Paying attention, 130, 141Pergo, 25Perspective, in analysis, 73, 131, 149–151Physicians, 32–33, 35Pollyanna Complex, 37Porter, Professor Michael, v, 152Preconceptions, dealing with, 36, 37, 48, 59,

148, 150Presumption of unitary action by

organizations, 36Presumption that support for one hypothesis

disconfirms others, 36Price water house Coopers, 13Primary research, 6, 55, 97, 118–124Private sector sources of data, 91–92Proactive CI, 11, 25, 41, 44Product Development and Management

Association, 164Product development, CI’s use in, 15, 21–23,

156Production and supply chain-issues, 29, 46, 79,

80degree of capital intensity, 80level of innovation, 82level of technology, 80relative number of suppliers, 81–82

Products/services produced by competitors,46, 47, 73–76

level of regulation of product/service,74–75

life cycle of product/service, 76number of direct substitutes, 73–74time to market, 75

Professional meeting, as source of data, 88,121

Professional office, CI’s use in, 32–33Professional Pricing Society, 164Public domain, 6, 42, 60, 67, 71Purchases of products/services, as source of

data, 88, 120Services. See Products/servicesPushback, 6

demanding, 133working with, 133

QQualitative, 7, 15, 18, 120, 135Quantitative, 7, 15, 18, 19, 135Quantitative research, 15, 17, 19

RR&D. See also Researchand development, 7,

27, 47, 68, 135Reverse Engineering, 9, 28–29, 120, 152Radio, as source of data, 88, 122Rational-Actor Hypothesis, 36Raw data, analyzing, 10, 12

collecting, 10, 12, 50, 53–60, 67–70evaluating, 10, 12See also Data

Reagan, President Ronald, 147Reference aids, as source of data, 88, 116Regulation FD, 171Regulation of product/service, level of, 74–75Regulation, level of company, 71Reports, government. See Government reportsReports, security analyst’s. See Security

Analyst, reports ofResearch and development, CI’s use in, 27

getting help from, 135-136Research centers, 113Research, finishing, 59

managing, 53–64planning for future, 60, 93redefining your problem supplemental data

gathering, 60Research-oriented teams, getting help from

in-house, 127, 135Retailers, as source of data, 121Reverse engineering, CI’s use in, 7, 28–29Richard Goodman Award, 23

SSales force, 10, 16, 18, 96, 118Sales, CI’s use in getting help from, 24, 108,

134SBU, 7, 8, 15, 156Scenario Playing. See also Gaming

CI’s use in, 6, 7, 25, 26SCIP. See Society of Competitive

Intelligence Professionals and Stra-tegic & Competitive IntelligenceProfessionals

SEC. See US Securities and ExchangeCommission

Index 179

S (cont.)Secondary research, 7, 59, 97–101, 109–24Security analyst, as source of data, 119

reports of, as source of data, 112Self-imposed constraint on data gathering, 51Services, business information. See Business

information servicesShadow Benchmarking, 2, 7Small business, CI’s use in, 31–33Society for Insurance Research, 164Society of Competitive Intelligence Profes-

sionals, 7, 164Sources, data. See Data sourcesSpecial Libraries Association, 164Speeches, as source of data, 90, 122Strategic & Competitive Intelligence

Professionals, 7, 164Strategic intelligence, 7, 13–14Strategic Planning, CI’s use in, 15, 23–44Strategy, CI’s use in, v, 23Strength-Weakness-Opportunity-Threat

analysis. See SWOTSubstitute product/service, 14Suppliers, 7, 88

as source of data, 24, 92, 119–120, 125relative number of, 81–22

Supply chain, 7, 29, 46, 80–83Surveillance, 7SWOT, 7, 35, 151–152, 153–155SymphonyIRI Group, Inc., 8SymphonyIRI. See SymphonyIRI Group, Inc.

TTail chasing. See also Closing the loop, 2, 8,

59Target, 8Tax preparation, 32–33Technical Intelligence, 8, 16Technical meeting, as source of data, 88, 121Technical publications, as source of data, 88,

116Technology-oriented intelligence, viTelephone interviews, 63, 103–107, 166

keep moving, 106planning an approach, 105preparation, 103–104right attitude in, 106–107sensitive interviews, 105strategies, 104time constraints, 165

Tiering CI research, 55

Time constraintsAnalysis, 157data gathering, 49–129telephone interviewing, 105

Time horizoncompetitor intelligence’s, 15market intelligence’s, 16strategic intelligence’s, 14technical intelligence’s, 17

Time to market, 8, 41, 75Time, as a constraint on data gathering

in analysis, 49in data gathering, 157

Trade associations, as source of data, 88, 90,91, 110–111

Trade journals, as source of data, 30, 88, 110Trade secret laws, 4, 8, 29–31

Protection, 8, 167Trade show, 38, 50, 64

as source of data, 88, 102, 120TV, as source of data, 88, 122Twain, Mark, 151

UUniform Trade Secrets Act, 8, 29US Department of Homeland Security, 171US Environmental Protection Administration,

166, 169US International Trade Commission, 144US Patent and Trademark Office, 8, 22US Securities and Exchange Commission, 7,

94, 166, 169, 175USITC. See US International Trade

CommissionUSPTO. See US Patent and Trademark

OfficeUS SEC 7. See also US Securities and

Exchange CommissionUTSA. See Uniform Trade Secrets Act

VVisualization of location of data, 67–70

WWalle, Alf H. III, 165Want ads, as source of data, 114Want to know, 25, 41, 129–30, 136War games. See also Gaming, 8, 44, 156–157Waters, T.J., 165

180 Index

Webinars, 122, 164Websites, competitor’s. See Competitor,

websites ofWestlaw Next, 101WIPO. See World Intellectual Property

OrganizationWisdom, conventional. See Conventional

wisdom.See also Blindspots, Blinders, Biases

Wishful thinking, 37World Intellectual Property Organization, 8Worst-Case Analysis, 36

ZZoning, 32, 54, 98, 166, 171

Index 181