Read up on Social Networks: Integrating Competitive Intelligence into Marketing: Part 3

In the cooperative spirit, today’s post provides books and blogs to help you spruce up your social networking skills, the key on-line communication and connection media. A targeted social networking strategy is a strong and essential ingredient to any research project!
In addition to this book list I suggest you follow blogs to stay up on the latest. All these authors have blogs. In addition I recommend Chris Brogan’s, Hubspot and Duct Tape Marketing. You have one last chance to attend this AMA workshop in Chicago on March 12. http://www.marketingpower.com/Calendar/Pages/2009IntegratedCompetitiveIntelligence-Chicago,IL.aspx

3 New Competitive Intelligence Books

Enjoy three 2015 competitive intelligence books: Business and Competitive Analysis: Effective Applications of New and Classic Methods, 2nd Edition by Craig Fleisher and Babette Bensoussan; The Guide to Online Due Diligence Investigations: The Professional Approach on How to Use Traditional and Social Media Resources by Cynthia Hetherington; and Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Market the Competition Irrelevant by W. Chan Kim and Renee Mauborgne.

The Enduring Importance of Communication & Curiosity

Short, shallow, frequent bursts of communication via Twitter, Facebook or texting do not develop deep and emotional relationships, whether among friends, parent to child or between business colleagues. I fear that people are losing their ability to hold a conversation in our infected society of social networks, which favors many forms of digital connection with numerous people who are practically strangers, rather than really getting to know fewer people a whole lot better.

Cooperative Communication: Digital versus Voice

A recent HBR blog post, “Just Call Someone Already,” focused on when to use the phone versus email, often used instead of the phone. I resonated with the author, Dan Pallota in his comment, “Much worse than the inefficiency of using email to set up phone calls are the missed opportunities and unnecessary misunderstandings that come when we use email instead of phone calls.” A best cooperative intelligence practice is to think about how the individual you want to reach likes to be communicated with, even if it’s not your preference. Another cooperative best practice is only send communication to those who will value it.

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.

Independence or Not?

How many times have you heard people say, “I am too busy. I am soooo busy.” Are most of us really busier than we used to be? Or are we imposing busyness by all the distractions of everyday 21st century life? Do people really need to know what you’re doing all the time and where you ate and what airline you’re flying? Knowing when to connect on social media is a competitive advantage for individuals and for companies. Knowing when not to connect gives you more independence.

Personality Profiling: Gauge Your Competitor’s Management Team

Another great analytical tool is personality profiling. Most often companies study their competitor’s management team or key employees such as the head of R&D. Usually their strengths and weaknesses follow them from job to job. It’s good to understand their predisposition; what mistakes they have made in the past; and what blind spots they might have. Don’t just focus on their professional experience as their personal life is just as important, and often highly influences their professional decision-making.

4 Steps to Plan for Successful Win Loss Interviews

While many people ask me to share the templates I have prepared over the years, when I conduct win loss interviews, actually it’s the upfront planning that matters more. If you don’t have all the salient facts around the sales situation or a good value proposition as to why the customer or prospect will want to talk to you, you’ll never get that communication off the ground!