Elicitation Techniques Followup from SCIP’s Webinar

Elicitation Techniques #1: What are the ethical implications of Human Elicitation? Are there any techniques/framework (aka Scharff) more widely accepted? I believe the ethical implications for elicitation are similar to standard interviewing. With elicitation, one plans the interview with the end in mind and works his way back using conversational elicitation techniques to get there. The …

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Boost Your Win/Loss Program with Answers to 5 Questions

Last week, I gave a webinar for the Minnesota SCIP chapter entitled, Win/Loss Analysis: How to Capture and Keep the Business You Want. It was moderated by Michelle Winter of SCIP and Julie Johnson, Minnesota SCIP chapter leader. Check out my Win/Loss presentations to help boost your Win/loss program from my Slideshare presentations. There were …

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Blogging about Competitive Intelligence from #SCIP09 in Chicago

I will be blogging about competitive intelligence from SCIP’s annual conference in Chicago this week April 21 – 24. Read more about this on Twitter under #SCIP09. If you would like to connect at SCIP09, please connect with me at renaylor@wispertel.net or 720-480-9499. I will attend all networking receptions, and will be give two talks:

Build a Sustainable Early Warning Process through Cooperative Intelligence (1:40 p.m. Thu) AND Capture CI from Sales & Customers to Drive Lucrative Product Development (9:40 p.m. Fri)
I’ll be in the exhibit hall from 9:30 – 12:30 p.m. on Thu, and some time after my talk around 3 p.m. or so.

Win/Loss Analysis Q&A from July SCIP Webinar

Q & A from July 2015 SCIP Global Chapter Webinar: “Win/Loss Analysis: How to Clinch and Keep the Business You Want.” Competitor analysis comes from Win/Loss analysis (interviews) or comes from Win/Loss + research? If it comes from Win/Loss what is the weight? Competitor analysis comes from many sources, and Win/Loss interviews should be a key …

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How to become an expert in primary intelligence: Interviewing

The first step in primary collection regardless of whether it’s a standard interview, elicitation or some combination is preparation. Do not skimp on this upfront time. Often conversations and interviews don’t go as planned. If you have done your preparation, you can more easily be flexible. Lay aside your preconceived notions. Many of us listen for what we think is the ‘right’ answer or for what we want to hear. We don’t listen to the full story that the other person is telling us. Listen and put your ego aside if you want to be good in primary collection.

Competitive Intelligence in 1985

This is the first in a series about how I evolved in my career in competitive intelligence, and what I have learned over time. Overall I am glad I had a start back in 1985 for the critical thinking and deeper relationships I developed. I am glad to still be in this field today where I can reach out to sources quickly that I would never have dreamed even existed in 1985, thanks to social networking.

Real-Time Competitive Intelligence

Competitive Intelligence has historically focused on strategic and tactical forms of intelligence. While CI is an important input to strategic planning, and companies benefit from scenario planning, many companies miss the boat by not conducting and communicating CI in real-time.