February 2012 | Vol. 4 Issue 2                   In Collaboration with the Frost & Sullivan Institute

CI Organization and Structure

When you read publications, attend conferences or otherwise participate in our profession, you constantly hear a debate on the optimal organizational structure for Strategy and Competitive Intelligence groups. Passionate arguments are made for centralized versus decentralized functions, and where the team should be embedded in the organization.

Determining the right structure or placement for intelligence really comes down to one issue: Where can your team most effectively participate in decision-making? The leaders of any organization have to move it forward. If your team is an integral part of that process, and your advice and analysis is sought after and carefully considered, you have the right structure and placement.

Does that position and structure change over time? Absolutely. When we add value to the conversation and are flexible enough to envision a new future, our function will grow and prosper as the environment changes.


Ken Garrison


Top 10 Trends in Intelligence

By Bonnie Hohhof
Director of Competitive Research

The SCIP LinkedIn group members shared their views on what top trends (macro, mini or micro) will affect the way strategic and intelligence professionals will do their job. Here is a summary of the discussion.


Tapping into Social Media
for Effective Competitive Intelligence

By Andrew Beurschgens
Head of Market Intelligence
everything everywhere

Not just another article on social media, Andrew Beurschgens has found that although many companies have social media accounts, most are still struggling with how to use the channel and turn the data into useful intelligence.


Let Their Words Do the Talking: Verbal Cues to Detect Deception Over the Telephone

By John R. "Jack" Schafer, Ph.D.
Law Enforcement and Justice Administration
Western Illinois University

Budget cuts have forced many companies to conduct business over the telephone rather than face-to-face. For CI professionals who conduct telephone interviews on a regular basis, mastering the skills to detect deception over the telephone is particularly helpful.


Take One Step Forward:
Involve Management When Starting a CI Function

By Dale Fehringer
Inkwell Productions

Starting a CI function requires more than just hiring staff and producing deliverables. More often, it takes extensive planning, educating and selling the function to management. Dale Fehringer shares the complex process.


2012 Market Research and
Competitive Intelligence Priorities Survey

By Holly Lyke Ho Gland
Research Lead, Growth Team Membership
Frost & Sullivan

Frost & Sullivan is now gathering data for its 2012 Executive Priorities Survey of Market Research and Competitive Intelligence professionals. Respondents will receive a detailed report on the findings including internal challenges, staffing and budget trends as well as Tools of the Trade. Participate in this comprehensive survey.


BRB's Guide to County Court Records
By Michael Sankey

Reviewed by John J. McGonagle
Consultant - Managing Partner
The Helicon Group

A comprehensive guide in a series designed for document retrieval companies and private investigators, this invaluable tool for CI professionals navigating the world of county court records includes county-specific nomenclature, document availability, and access.


Colorado, Connecticut, SW Ohio and Mercyhurst College Offer Local Networking Opportunities

Mining Local Sources for CI

By Tom Seward
Manager, Business Information
Ballard Spahr LLP
SCIP Colorado Chapter Chair

Local geographic sources can provide valuable insight into competitors, customers and the environment in which they operate. However, fewer sources cover local areas. Marcy Phelps shared tips and techniques for identifying and incorporating local sources into your CI projects.

Fred Wergeles
Integration of Competitive Intelligence and Business Analytics

By Fred Wergeles
Principal, Fred Wergeles & Associates LLC
SCIP Connecticut Chapter Chair

Speaker Jonathan Calof shared how integrating CI and other intelligence functions can assist with decision making and improve outcomes throughout your organization.


Julie Webb

Bridget Finn

Devin Langan
Sales: A Gold Mine For CI

By Julie Webb
Sr. Research Analyst
SCIP SW Ohio Chapter Chair

Bridget Finn
Student Analyst, Intelligence Studies
Mercyhurst College


Devin Langan
Student Analyst, Intelligence Studies
Mercyhurst College

Connect with your sales team and gain access to one of the best ongoing tactical competitive intelligence sources available. In a SCIP onsite eLearning webinar, Ellen Naylor provided practical tips for conducting win/loss interviews that can help your sales team close more sales.

SCIP Fellows Define Competitive Intelligence:
A Universal Elevator Speech

The SCIP Fellows Group—individuals who have received a SCIP award for their contributions to the profession—recently reviewed a number of possible CI "elevator speeches" in an effort to develop one that can be used by any intelligence practitioner. Here is their collective recommendation:

We are the corporate radar that gives you insight into opportunities and threats before others can figure them out.

Other suggestions can be viewed at the
SCIP LinkedIn group.



SCIP 2012 European Summit
Dublin, Ireland
November 6-8, 2012
More SCIP Hosted Events
More Frost & Sullivan Hosted Events

SCIP-CIP Certification Courses
March 19-23, 2012
Brussels, Belgium

Porter’s Four Corners Model: The Answer to the SWOT Dilemma
February 28, 2012
SCIP DC- Greater Metro Chapter
Using CI to Support Innovation: Tools to Help Organizations Compete with Intelligence
March 1, 2012
SCIP Austin, Texas Chapter
The Next Generation of Intelligence Analysis: Preparing your KITS+1 for the Journey
March 6, 2012
SCIP Connecticut Chapter
Be First to Know: Proven Tools for Early Warning
March 21, 2012
SCIP SW Ohio Chapter
SCIP Massachusetts Chapter
Share your professional views and experience in the field of Competitive Intelligence. See upcoming themes slated for the monthly SCIP Insight eBulletin below; choose a topic and submit an article:
 Mar  Analytics and Methodologies
 Apr  CI Professional Growth
 May  SCIP 2012 Conference Recap
Email Frank Smith for more
information and to contribute.
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 Highlights from past issues
 of SCIP's quarterly publication
The Roadmap to a World-Class Competitive Intelligence Program (Herring and Leavitt)
Implementing Intelligence Capability at the Organizational Level (Husar and Gayoso)
The Death of the Competitive Intelligence Professional (Sawka)
Analyst Briefings
Frost and Sullivan
  The Strategic and Competitive Intelligence Professionals (SCIP) merged with the non-profit Frost & Sullivan Institute in 2009. The partnership between Frost & Sullivan Institute and SCIP provides a powerful opportunity to enhance the benefits SCIP offers its members.
Industry White Papers and eBroadcasts
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Using Win/Loss to Build Competitive Advantage
Using Competitive War-Gaming  to Improve New Product Launch
From Macro-to-Micro: Translating Mega Trends into Strategy
Using Early Warning Intelligence To Anticipate External Threats and Minimize Strategic Risk
Seven Secrets to Guarantee
CI Impact and Longevity eBroadcast
Staying Ahead of Information in a Digital Age eBroadcast
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