ºÝºÝߣ

Editor's Notes

• #3: Why spy school? I noticed a lot of similarities
• #9: additional training thru out that newly minted Intel agents will need
• #11: spying by nature is clandestine if they knew they would change behavior like the hawthorne effect
• #12: Spying gives us a model for information gathering that is inherently good
• #13: Today’s presentation will cover these three high-level themes:
• #14: we think this is our job. problem solving and documenting it
• #15: we assume you already good at the fundamentals of information architecture and experience design
• #16: It all comes down to getting to yes
• #17: this assumes nobody wants to get into a bar fight but the life of an Intel agent is unpredictable
• #18: Here are the many disciplines of intelligence collection there is no lack of work at the CIA
• #19: for our purposes we are only going to focus on these two
• #20: We are not talking about state secrets here open and freely available sources of information
• #21: Open source analysis is not much than what you are doing today. some might call it due dilligence
• #22: Let;s look at some examples of Open Source
• #23: what members of sr management dont have Linked In profile chock full of standard resume fodder
• #24: I happen to be friends with C-Level company officers although they are more reserved than your college buddies they still tend to put a lot of personal information online. A LOT.
• #25: when twitter is working, it too is an open source of intel Getting a bit more abstract but still a window into the soul Starbux and Zappos and other companies
• #26: If you have access to a flickr stream, bonus points for you
• #27: you might be surprised by what you learn if you haven’t been stalking them already
• #28: Look to your own company bios or if you are the agency of record the company you are providing service BASED on these sources alone, you should have a good baseline profile started
• #30: People watching being sociable but today we will look at taking it up to a new level
• #31: Let’s talk about your greatest info collection asset
• #32: every spy worth his or her salt keep their targets talking and talking
• #33: overt behaviors you should be looking for and of course writing all of this down
• #34: You are a living breathing recon sattelite
• #35: people like to do business with people they like and trust. when you encounter these decision makers, make them feel at ease
• #37: My own spy story of the mundane but it will illustrate my point
• #40: be perceptive, a good listener, team player I am done pounding on listening and we will move on but you can see how important it is to the process coming up
• #45: CEO handouts VP who worked with Duran Duran
• #46: even bosses have bosses
• #51: The primary tool of the intelligence agent is The Dossier. Everything we discuss can be expressed as a deliverable: The Dossier.
• #52: The primary tool of the intelligence agent is The Dossier. Everything we discuss can be expressed as a deliverable: The Dossier.
• #57: Whiz bang vs. number crunchers
• #60: The whole point of building up the Dossiers is to know your target
• #62: on the second bullet, let’s be clear that we are talking about tips on how to deal with certain senior managers
• #63: Here is a tip: boast for one another
• #64: studies show that we dont like it when we blow our own horn. boast for one another
• #65: if there is no show, gravel, dirt or friction inducing materials guard rails are good for slowing down. not so good for paint jobs
• #66: only slightly modified from some of the material in ch 16
• #67: Least desirable to most desirable How much you can control the situation
• #69: The other attendees can exert their politics on the situation so you really have to do your homework
• #70: Think steering committees. or standards bodies, etc
• #71: spend no time on this slide
• #72: there is a real life Jedi mind trick called the Labeling Technique
• #73: be careful. this is a form of manipulation and there can be consequences if you are caught
• #74: spend no time on this slide
• #75: Flanking is a military term You can choose to still apply direct influence or not
• #76: some decision makers are only comfortable hearing from several voices before making a decision
• #77: spend no time on this slide
• #78: Get a surrogate to make the request for you somebody that your target will listen to
• #79: Maybe you have burned a bridge or you just don’t have an in with this person
• #80: do not spend time on this slide
• #81: very powerful tip: politicians do it all the time Can I count on your support? the key is to get them to verbalize the agreement then they are likely to comply
• #82: Another tip: mirror your target MBA students were studied negotiating deals 67% versus a paltry 12.5%
• #84: Your good ideas, sea changing maybe need to compete well in the arena
• #85: Mostly Golden Rule material here Please police yourselves. you would not want to be policed
• #87: BE completely HONEST but frame your response in the following ways
• #89: Take your observations skills to the next level You can be really influential if you do it as part of a team The whole point of this is to influence those in power particularly in large enterprises
• #91: Actual recipe taken from Bond’s instructions to the bartender. Casino Royale 1953