corporate intelligence c. foglini partie 1
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Intelligence économique - un domaine sous-estimé par les entreprises et les dirigeants?
HEC Lausanne – CVCI
2 décembre 2014
Intelligence économique - un domaine sous-estimé par les entreprises et les dirigeants?
PROGRAMME - AGENDA
Corporate Intelligence: une posture essentielle pour faciliter les orientations stratégiques de l'entreprise et anticiper les risques.
Jean-Pierre Therre - Group Head of Corporate Security - Pictet & Cie.
L’avantage informationnel: opportunités et risques du renseignement économique
Claudio Foglini - Senior Manager - Scalaris Economic Crime Intelligence AG
Gérer compliance et intégrité dans l’organisation
Prof. Guido Palazzo - Professeur ordinaire en éthique des affaires - HEC Lausanne - UNIL
Une fenêtre de nouvelles connaissances et d'échange:Le cours "Corporate Intelligence”, proposé par HEC Lausanne
Isabelle Chappuis - Executive Director - Executive Education HEC Lausanne - UNIL
L’avantage informationnel: opportunités et risques du renseignement économique
Claudio Foglini
Senior Manager - Scalaris Economic Crime Intelligence AG
Thanks
Savoir dissimuler est le savoir des rois.Le secret est l'âme des affaires.
Richelieu
© Claudio Foglini
Competitve Intel
© Claudio Foglini
• Claudio Foglini is a Corporate Intelligence expert. He works as a senior manager for Scalaris Economic Crime Intelligence AG, a Swiss company serving large industrial and financial corporations.
• Claudio focuses on strategic, operational and reputation issues that require accurate information and complex analysis skills.
• He is particularly interested in the relationship between government and private intelligence services.
• His academic background is in international relations and management, and he started his business career with Reuters and Dow Jones, before joining the intelligence community.
• He teaches Corporate Intelligence at HEC Lausanne, Geneva and HEIG-VD Yverdon
About me
© Claudio Foglini
Different attitudes
USA France Switzerland
Name Competitive / Business Intelligence Intelligence Economique ?
Political system Federalism Centralism Federalism
Economic system Ultra-liberal Social Liberal Liberal
State role Federal state as promoter State as promoter Passive state
Perception State Role Aid Necessity Interference
Information Control Monopole sources information Alternative view Intermediate
Competitiveness Medium - High Medium-Low High
Orientation Offensive Offensive Defensive
© Claudio Foglini
You cannot convert the absence of information into a conclusion. Tom Clancy
© Claudio Foglini
Hostile IPO ?
Competitor's product release date
Is my CFO stealing ?
Next tech revolution ?
© Claudio Foglini
Per aspera ad veritatem
If only I knew…
Protection of plant’s designs
Screening of intermediaries
Looking for investors
A sudden price spike on rare earths
Who is the buyer’sdecision maker?
Is my shipping partner in financial straits?
What is the political risk in Gabon ?
What are the development plans of my competitor ?
© Claudio Foglini
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© Claudio Foglini
If only I knew…
Intelligence ?
“Knowledge and foreknowledge of the worldaround us, prelude to (presidential) decisionmaking”
Robert Gates
15th CIA Director 1991-93
© Claudio Foglini
(Corporate) Intelligence
Structured collection, analysis and dissemination ofstrategic information for decision making
© Claudio Foglini
© Claudio Foglini
(Corporate) Intelligence
© Claudio Foglini
Research
Disciplines Examples
OSINTIntelligence from publicly available sources
Human Intelligence HUMINTNews acquisition through the use of human beings as sensors; also information that comes from human sources.
CNE (Computer Network Exploitation)Intelligence acquisition by means of penetrating foreign networks and computer systems.
IMINTIntelligence acquisition by means of imaging optical, electro-optical, or radar sensors, as well as information that comes by way of images from photographic, electro-optical, infrared, or radar sources.
MASINTIntelligence acquisition through the measurement of physical sizes and recognition of characteristic features for certain objects, or of changes in the environment.
TECHINTIntelligence acquisition through experiments with foreign and own material, as well as the analysis of construction, materials, processes, mechanisms, electronic circuitry, and computer programs or intelligence-related technological developments,
© Claudio Foglini
Corporate Intelligence
TECHINT
MASINT
IMINT
SIGINT
HUMINT
OSINT
Intelligence disciplines
Hacking
© Claudio Foglini
Public doesn’t
mean easy to access
© Claudio Foglini
Intelligence services
Disciplines
Private Sector: Internal organisations
Private Specialized Intelligence Service
Governmental (Police / Secret
Services)
Private Individuals
OSI
NT
HU
MIN
T
SIG
INT
TEC
HIN
T
CO
MN
T/FO
REN
SIC
IMII
NT
Access / capability to perform
© Claudio Foglini
Who does what
© Claudio Foglini
Influence
© Claudio Foglini
Lobbying: so human
© Claudio Foglini
Disinformation: why not?
© Claudio Foglini
Protection
© Claudio Foglini
Is this intelligence?
Intelligence is never 100%
© Claudio Foglini
To spy or not to spy
Yes, my continental European friends, we have spied on you.……Get serious, Europeans. Stop blaming us and reform your
own statist economic policies. ……Then your companies can become more efficient and innovative, and they won't need to resort to bribery to
compete.
And then we won't need to spy on you.
R. James Woolsey, Lawyer and former director of central intelligence.
Training
© Claudio Foglini
Corporate Intelligence at HEC Lausanne
Tools
© Claudio Foglini
Case studies
© Claudio Foglini
Let's be wise
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Des questions?
© Claudio Foglini
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