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Table of Contents
Harnessing the Power of Intelligence,
Counterintelligence and Surprise Events

By: Alain Paul Martin
Special Collaboration
Dr. Brian Morrissey

ISBN: 0-86502-924-5

"Alain Martin has presented several important concepts within a single volume which will be beneficial whether utilized together or separately. The first is a strategy, structure and sources for the critical task of actionable strategic intelligence gathering and analysis, which is vital in the fast moving, highly competitive world of global consumer products. The second part is a framework for creating the circumstances in which things can happen, not just as result of new intelligence, but for any necessary change in business. This book should be compulsory reading for senior executives."
Howard Mann, President and CEO
McCain Foods

Part One
Intelligence and Counterintelligence:
Mission, Organization and Leadership;
Collection Sources, Platforms and Tools

Chapter 1
Mission-Critical Intelligence, Vital Goals
and Insights from the Battlefield

1. What Is Intelligence?
2. Your First Line of Defense and Attack
  . The New Landscape Demands Agility
  . A Powerful Weapon in Every Business Function
  . Human Intelligence (HUMINT) in Context
  . Mapping Our Unconventional Journey
3. Mission-Critical Intelligence: Ten Vital Goals
4. Intelligence Insights from the Battlefield
  . GlaxoSmithKline and Bristol-Myers Squibb
  . Harnessing Tacit Intelligence at Nippon Roche
  . IBM Advanced Scout Rescues Orlando Magic
  . Amazon, Honda and Other Dark Horses
  . Intelligent Organizations in the Third Sector
  . Further Research
5. Conclusion

Chapter 2
Building A High-performing Organization:
Focusing on Talent, Teams and Culture

1. Building A Culture of Ethical Intelligence and Critical Thinking
  . The Challenges
  . The Framework for a Practical Solution
2. Intelligence-Centric Organization
  . Resources
  . The Chief Intelligence Officer
  . Issue Managers
  . IT Professionals
  . Monitors, Intelligence Collectors and Other Scanning Resources
  . Critical-Thinking and People Skills for Intelligence Professionals
  . Coaching and Rewarding Intelligence Professionals
  . Structure: Further Tips to Keep it Simple
  . Experience of Southwest Bell
  . Orientation Sessions and Ongoing Learning
3. Conclusion

Chapter 3
Building Intelligence Capital: A Road Map
1. The Foundation of Intelligence Capital
  . Environmental Scanning
  . Economic Intelligence
  . Market and Competitive Intelligence
  . Counterintelligence and Intelligence Security (IS)
2. Competitive-Intelligence Road Map
  . Intelligence Planning and Direction
  . Intelligence Production
    a. Asking the Right Questions
    b. Broad Scanning
    c. Focused Inferential Scanning and Information Validation
    d. Analysis: Sketching the Forest From the Trees
    e. Interpretation: Advancing to Harvest the Forest
    f. Seeding the Future: Nurturing the Knowledge Repository
    g. Communicating Actionable Intelligence
    h. Measuring Success
3. Case Studies
  . Glainard - Then and Now
  . Bell Canada: Translating Intelligence into Front-Line Dividends
4. Conclusion

Chapter 4
Intelligence Tools and Platforms
1. How to Formulate Queries
  . Simple Navigational Search
  . Elaborate Queries
  . Risks and Time-Wasting Traps to Avoid
  . Spelling Variants, Synonyms, Connotations, Errors and Other Terminology Traps
  . Avoid Web Stress Syndrome
2. Search Engines Versus Directories
  . Directories
  . Google Directory
3. Important General Search Engines
  . MSN Search Engine
  . Google Advanced Search
  . AltaVista and AllTheWeb
  . Teoma: A Virtual Community Drill-Down Search Engine
4. Specialized Engines and Directories
  . Science, Engineering and Technology
  . Health, Legal and Communications
5. Intelligence on Stem-Cell Migration Case
  . The Issue
  . The Search-Engine Route
  . The Directory Route
  . Human-Intelligence: The Ultimate Validity Test
  . Further Tips for Intelligent Search
6. Meta-Engines
7. Enterprise Knowledge Platforms
8. Conclusion

Chapter 5
Internal and External Sources of Business Intelligence
1. Internal Sources of Business Intelligence
2. The Informal External and Internal Networks
3. External Sources: The Information Universe
4. Public Libraries and Google Answers
5. The Visible Web Is Growing Fast. But in the Minor League!
6. The Invisible Web: Mushrooming and Elusive
7. Directories
  . Business and Trade Directories
  . Gateways to Think Tanks and Specialty Experts
8. Free-Access Web Sites and News Aggregators
  . News Aggregators
9. Online Discussions: Chat, Conferences, Lists, Public Usenet and Private Newsgroups
10. Tracking Discontinuity and Other Change
11. Governments and Congress
12. Universities
13. Other Public-Domain Providers
14. Proprietary Media, Databases and Online Libraries
  . Paper-Based Publications
  . Online Libraries
  . Online Education and Digital-Campus Providers
15. Conferences and Trade Fairs
  . Early-Adopter Symposia
16. Surveys and Other Research
17. Best Sources of Information: Crafting Your Current List
18. Mining the Internet: Some Caveats
  . Beware of Tipping Off Adversaries
19. Conclusion

Chapter 6
Counterintelligence and Intelligence Security in Business and Government
1. A Deterrent and a Golden Shield
  . Definition
2. How Good Organizations Lose Intelligence
  . The Predators
  . Sources and Propagation Vectors of Leaks
  . Dumpster Diving: How Rivals Can Intimately Map Your Business from Small Nuggets in Your Trash
  . A Preventable But Costly-to-Ignore Trap
  . Hotels and Meeting Places: Hot Beds for Leaks
  . The Friendly Visitors with a Hidden Agenda
  . Posting Ads for Non-existent Jobs
  . A Growing Threat: Your Lap Top and PDA
3. Where to Find Reliable Expertise
  . Government
  . Private Providers
  . Getting Inexpensive Intelligence
4. Counterintelligence Road Map
  . Target Risks
  . 20 Practical Steps to Build Counterintelligence Throughout Your Value Chain
  . Summary
5. Conclusion

Part Two
Intelligence Analysis and Interpretation: Neglected Issues and Breakthrough Tools

Chapter 7
Value Incubation: A Proven Framework for Early Detection of Threats and Opportunities
1. Introduction
2. The Current Paradigm Trap
3. Incubation of Threats and Opportunities The Embryo Phase
  . Isolated Events
  . Case to Remember: Why the Power of Isolated Events Should Never Be Underestimated in Intelligence
  . The Case of Millennium Pharmaceuticals
  . Scanning for the Future
  . Watching eBay
  . Scanning at Nike, TRW, Siemens and Anheuser-Bush
  . $30-Million Lesson from Banking
  . From a Cluster of Isolated Events to a Phantom Trading Scheme in Government Securities
  . From Isolated Events to Stock-Market Bubbles
4. The Surprise Event Phase
5. The Quarantine Phase
  . The Issue Champion: A Necessary But Not Sufficient Agent of Change
  . The Issue Tag
  . The Victims and Beneficiaries
  . The Conductor: A Pivotal Agent and Catalyst of Change
6. The Critical Mass Phase
  . Darwin: The Brilliant Strategist
  . Mackenzie King at the Rockefeller Foundation
  . Dell's Linux Strategy
  . Ford and Toyota
  . The Critical Mass for the Next Paradigm Shift
7. The Issue-Rider Phase
8. The Constituency Phase
9. The Decision and Objective-Setting Phases
10. Conclusion

Appendix - Mad-Cow Issue Incubation Lessons by Dr. J. Brian Morrissey
1. Mad-Cow Issue Incubation Cycle
2. Lessons Learned

Chapter 8
Hitch-Hiking on Surprise Events and Tidal Waves to Create Unique Opportunities
1. Analogy from Thermodynamics
2. Investment Cases
3. The Potency of Surprise Events
  . GE-Honeywell Aborted Merger
  . American Express Cause Celebre
  . Public Affairs Events
  . Lance Armstrong's Wake-up Call
  . Craig Kielburger's Galvanizing Event
4. Surprise Events Drive Policy
5. Orchestrated Surprise Events
  . Strategic Initiatives in Business
  . Provocative Advertising at Benetton
  . The Art of Orchestration at the Pasteur Institute
  . Surprise Events Fuel Social Marketing
6. Tidal Waves
  . Financial Tidal Waves
  . Boeing: Impact of F-35 Joint Strike Fighters
  . Longevity of Tidal Waves
7. Hitch-Hiking on Surprise Events
8. The Surprise-Event Driven Society
  . Canalsur World Premiere
  . Crafting High-Visibility Reports and Publications
9. Impact on Personal Lives and Careers
  . Ivan Reitman: The Journey from a Surprise Event to a Tidal Wave of Blockbusters
10. Conclusion

Chapter 9
The Change-Makers Their Power, Status and Role
1. The Champion (or the Change Advocate)
  . The Training Ground For Leaders
  . Nobel Laureate Kim Dae Jung: From a Champion to a Great Architect of Change
2. The Issue Rider (or Sponsor)
  . The Daring Rider
3. The Conductor: an Architect of Change
  . Raoul Wallenberg: A Selfless Role Model Beyond Comparison
  . Greg Watson: Leading Without the Benefit of Authority
  . Nobel Laureate Jody Williams: A Lifesaver and a Shining Beacon of Hope for Civil Societies
  . Conductors in Business and International Organizations
    - Maurice Strong
    - Peter Uberroth and Dick Pound
    - William H. Gross
    - Gregory Pincus
    - Mikio Sasaki at Mitsubishi
    - Boeing: From Wilson to Shrontz, Condit and Mullaly
4. Synthesis
5. Conclusion

Chapter 10
Assessing Stakeholders' Perceptions With The Factional ScaleT
1. The Seven Factions
  . F1 - Family
  . F2 - Friends
  . F3 - Fellow Travelers
  . F4 - Fence Sitters or Foreigners
  . F5 - Foes
  . F6 - Fools or Fly-By-Nights
  . F7 - Fiascos or Fanatics
2. The Factional-Scale Road Map
  . Strategic Positioning of Stakeholders
3. Synthesis

Chapter 11
Mining Constituencies with Deeper Insights, Better Intelligence
1. Demographics
2. Psychographics
  . Intelligent Targeting
  . Psychographics in Tourism
  . Brand-Cluster Analysis
  . Collaborative Filtering
  . LIVESTM Analysis
  . TechnographicsTM
  . VALSTM Psychology of Markets
  . Regular Users of Psychographics
3. Conclusion

Appendix - VALSTM
1. VALS Framework
  . Innovators
  . Thinkers
  . Achievers
  . Experiencers
  . Believers
  . Strivers
  . Makers
  . Survivors
2. Application Examples of VALS Intelligence
  . Positioning New Products for Internet Delivery
  . Fast-Tracking Development and Marketing
  . Finding and Capturing Lucrative Markets
  . Tailoring Strategies For Distinct Consumer Segments
  . Crafting Communications Strategy

Chapter 12
A Final Word
1. From the Military Realm to the Worlds of Business and Government
2. Intelligence Lessons at the Personal Level

About Alain Paul Martin
About Dr. J. Brian Morrissey

Alphabetical Index


  - Books and Web Sites in English and French

1. Suggested Readings on Intelligence and Counterintelligence
2. Courtesy of CIA Web Site
3. Recommended Web Sites
4. Books in French
5. Web Sites in French

Notes and References

"At present, one of the most important strategic management challenges is understanding and enhancing the process of transforming vast amounts of information into useable knowledge. Alain Martin's book is an excellent guide to meeting this challenge. He provides a structure and format that enhances our understanding and creates useable knowledge. I highly recommend that all managers and leaders read this book with a view to gaining informational insights and practical knowledge that can be applied to either everyday or crisis situations."
George Kolisnek, Director Strategic Intelligence
Department of National Defence

More Reviews More Reviews and Praise from Executives, Business School Professors,
     and Military and Government Leaders

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