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Corporate Intelligence C. Foglini Partie 1
- 1. Intelligence économique - un domaine sous-estimé par les entreprises et les dirigeants? HEC Lausanne – CVCI 2 décembre 2014
- 2. 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
- 3. L’avantage informationnel: opportunités et risques du renseignement économique Claudio Foglini Senior Manager - Scalaris Economic Crime Intelligence AG
- 4. Thanks Savoir dissimuler est le savoir des rois. Le secret est l'âme des affaires. Richelieu © Claudio Foglini
- 5. Competitve Intel © Claudio Foglini
- 6. • 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
- 7. 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
- 8. You cannot convert the absence of information into a conclusion. Tom Clancy © Claudio Foglini
- 9. Hostile IPO ? Competitor's product release date Is my CFO stealing ? Next tech revolution ? © Claudio Foglini Per aspera ad veritatem
- 10. 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’s decision 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
- 11. 11 © Claudio Foglini If only I knew…
- 12. Intelligence ? “Knowledge and foreknowledge of the world around us, prelude to (presidential) decision making” Robert Gates 15th CIA Director 1991-93 © Claudio Foglini
- 13. (Corporate) Intelligence Structured collection, analysis and dissemination of strategic information for decision making © Claudio Foglini
- 14. © Claudio Foglini (Corporate) Intelligence
- 16. Disciplines Examples OSINT Intelligence from publicly available sources Human Intelligence HUMINT News 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. IMINT Intelligence 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. MASINT Intelligence acquisition through the measurement of physical sizes and recognition of characteristic features for certain objects, or of changes in the environment. TECHINT Intelligence 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
- 18. Public doesn’t mean easy to access © Claudio Foglini
- 19. Intelligence services Disciplines Private Sector: Internal organisations Private Specialized Intelligence Service Governmental (Police / Secret Services) Private Individuals OSINT HUMINT SIGINT TECHINT COMNT/ FORENSIC IMIINT Access / capability to perform © Claudio Foglini Who does what
- 21. © Claudio Foglini Lobbying: so human
- 22. © Claudio Foglini Disinformation: why not?
- 26. Intelligence is never 100% © Claudio Foglini
- 27. 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.
- 28. Training
- 29. © Claudio Foglini Corporate Intelligence at HEC Lausanne
- 32. Let's be wise 32
- 33. 33 Des questions? © Claudio Foglini
Notes de l'éditeur
- Le secret c'est des affaires Richelieu Chez Michelin Laissé ordi sans surveillance: Post-It: Préparez vos arguments pour récupérer ordi chez M. Michelin
- Le meme navire peut cacher des pirates ou des sirènes.... Vous êtes un pêcheur bretons de haute mer: prendriez-vous le large sans radar....? Avez vous besoin de calculer le ROI de ce radar ?
- Premiere règle: on ne peut pas ne pas faire de renseignement
- The problem is: how to access this data - can’t access travel data ? be smart and use open sources….. Highlights the importance of meta-data Not interesting in WHAT YOU SAY, but WITH WHOM YUO TALK Problem: the conclusions do not ALWAYS match reality
- 80 % des informations sont d’acces public: donnons-nous les moyens de ne pas les rater 20 % des informations sont classifiés: qui se donne les moyens d’y accéder ?
- Public ne veut pas dire: c’est sur le “web”….. Le web n’est pas une source, mais un véhicule….
- 20% information n’est pas manipulé…
- ne soyons pas moralistes, mais pas crétins non plus…..
- Michelin après bridgestone Choix "graves": - plus de brevets MAIS culture du secret - assemblage de machines spéciales : sous-traitance tjs partielle - désinformation
- La légende dit que si on ordinateur est laissé sans surveillance chez Michelin, la sécurité y appose un post-it: Vous pourrez récupérer votre laptop dans le bureau de M. Michelin
- Votre problème ce ne sont pas les chinois, ni les écologistes, ni les cartes mémoire... votre problème c'est d'être en retard par rapport à eux....
- Le renseignement est le règne de l'incertitude, du doute, du risque conscient... Ayez le cran de dire "je ne sais pas"
- Nous passons beaucoup trop de temps à nous demander s’il faut agir, au lieu d’agir… D’autres pas
- Can a company be stupid ? Humans can Oubliez: je vais me renseigner....c'est déjà trop tard je vais demander a mon ami consultant.... Il ne vont quand même pas oser voler nos plans... Mes employées sont tous dans la maison depuis plus de 10 ans....les divorces se font pas le lendemain du mariage.... Les pellicules vont jamais disparaître....le secret bancaire non plus Le mur de Berlin ne tombera pas