Ethics in Competitive Intelligence
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1) The document discusses ethics in strategic intelligence and information security, outlining both ethical and unethical practices. 2) It provides definitions of environmental scanning as the acquisition and use of external information to help organizations understand changes and plan responses. 3) Guidelines are presented for ethical competitive intelligence activities like using public information sources, versus unethical practices like industrial espionage.
Ethics in Competitive Intelligence
- 1. ETHICS IN INTELLIGENCE AND INFORMATION SECURITY Lesson 8 – August 19th, 2011 LECTURER: Isabel Santos CURSO: “INTELIGÊNCIA ESTRATÉGICA GERIR A MUDANÇA OBSERVANDO OS SEUS SINAIS”
- 2. Discussing Ethics in SI/CI • “In Corporate Warfare an action of a competitor in one country may be construed as industrial espionage and in another country it may amount to terrorism, whereas in certain countries this may just be the usual practice in which they gather information on competitors”. Vivek Raghuvanshi, CI Practitioner Isabel Santos ©
- 3. DON’TS - Not false job interviews - Misrepresent ourselves - Compromise Proprietary information Isabel Santos ©
- 4. Fédération des Professionnels de l'Intelligence Economique (FEPIE) • N'accepter que des missions pour lesquelles nous disposons de la compétence professionnelle requise ou pour lesquelles nous sommes en mesure de monter les équipes de travail répondant au besoin • Ne fournir que des informations accessibles par des moyens légaux, quel que soit le lieu d'application de l'activité. • Ne délivrer et n'utiliser que des informations dont nous avons vérifié la véracité et la crédibilité de la source. • Assurer une totale confidentialité concernant les informations et données fournies par le client et celles recueillies à son profit au cours de la mission. • Ne pas travailler pour deux sociétés concurrentes sur des problématiques similaires risquant d'entraîner un conflit d'intérêt. • Ne pas porter atteinte aux intérêts fondamentaux de la France. Les termes de la mission doivent alors être modifiés ou la mission refusée. Isabel Santos ©
- 5. • Competitors’ brochures, Annual, Gov. Reports • Court Records, Articles and news on internet • Monitoring archives belonging to the competitor • Collecting open source information • Mapping competitors by finding their partners, vendors and customers by searching internet for pages with links to the competitor • Mapping competitors customers on social media platforms • Searching through archives and Google News and newspapers home pages for keywords that are connected to the company being monitored • Publications from competitors sometimes give very detailed information about what they have bought or sold or joint venture, M&A. Ethical Sources and Procedures in Intelligence Market surveys and consultants’ reports Financial reports, and brokers’ research surveys Trade fairs and competitors’ brochures Analysis of competitors’ products Overt surveillance Meetings with suppliers (‘grey area’ ) Trade shows Sales force meetings Seminar / conferences Recruiting ex-employees of competitors (‘grey area’ ) Discussion with shared competitors Social contact with competitors Advertising campaigns and Promotions Tenders and Patent applications SOURCE: Vivek Raghuvanshi Other sources and Ning CI community Isabel Santos ©
- 6. SI/CI Ethics(Competitors) • Grey Area: A ‘grey area’ is a Competitive Intelligence activity (normally related with information collection) that raises ethical doubts or questions for a practitioner. For example: What ethical questions emerge in these specific situations? • Elicitation of information using email and telephone calls in the form of disclosures made by competitors’ • Legitimate employment interviews with people who worked for competitor • Disguised questioning and ‘drawing out’ of competitors’ employees at technical meetings • Hiring competitors employees to acquire specific know how • Mapping competitors internal networks in connection with projects or consultancy Isabel Santos ©
- 7. • • Trespassing on competitors premises • Bribing competitors employees and suppliers • Inserting a fake employee in competitors organization • Blackmail • Extortion • Industrial Espionage (Proprietary Information) • Phony job interviews • Using private investigators and detectives to extract specific information • Fake negotiations with competitors for license • Covert surveillance • Accessing competitors internal pages on internet with a false identity or an identity used by the competitor’s customers Forbidden Practices in Intelligence (Conc.) Source: Ning CI and others Isabel Santos ©
- 8. Industrial Espionage: Some Methods • Hacking – System Hacking – Remote Hacking – Physical Hacking • Social Engineering – Managing/ Manipulating Human Behaviour (passwords, corporate information) Isabel Santos © • Dumpster Diving (company phone books, organizational charts, memos, company policy manuals, calendars of meetings, events and vacations, system manuals, printouts of login names and passwords, printouts of source code, disks and tapes, company letterhead and memo forms, and outdated hardware) • Phone Eavesdropping (fax and telephone transmissions) (SANS INSTITUTE, 2007)
- 9. SANS Institute Report (2007): • Marketing Plans • Source Code • Customers Profiles • Product Development Plans • Production Process Manuals • Data on Geographic Markets • Manufacturing Facility Plants and Plans • Location of Factories and Commercial Branches • Description of Organizational Process and Procedures • Corporate Web Sites • Suppliers, Distributors, others Stakeholders Isabel Santos © Information Target by Industrial Espionage Isabel Santos ©
- 10. • Contracts (details about pricing, costs, product delivery, distribution, etc) • Information about Mergers & Aquisitions • Advertising Campaigns. • Strategy and Strategic Goals • Organograms • Employees’s Salaries and Wages • Human Resources Policies and Procedures • Finantial Data: Profits Forecasts, Cost Structure, Departaments Bugdets. • Team Profiles, Skills and Competences and…. Isabel Santos © Information Target by Industrial Espionage Isabel Santos ©
- 11. Personal Data • Home Adresses • Phone Numbers • Names of Family Members • Medical Records • Tax Payer and National Insurance Numbers • Employees Performance Evaluation • Confidential Finantial Data (Credit Card Numbers, Bank extracts, etc) Isabel Santos © Information Target by Industrial Espionage Isabel Santos ©
- 12. Competitive Intelligence & Counterintelligence 1 - Identificar Necessidades de Informação 2 - Mapear Fontes; Recolher Informação 3 - Análise 4 - Comunicação 1 – Definir Requisitos de Protecção de Informação Avaliar a Concorrência Avaliar as Vulnerabilidades Desenvolver e Aplicar Contra medidas Análise Comunicação Isabel Santos ©
- 13. “The strategic goal of the Economic Security Program (PSE) is to defend and protect the portuguese economic assets and investments from foreign threats” Isabel Santos ©
- 14. LÍDER Obter Apoio e Recursos Para Onde Olhar? CONTEXTO AMPLO PEAST Ferramentas Definir os Parâmetros de Comunicação Colaboradores 5 Forças de Porter Questão de Invest. Fontes FCS KITs Para Onde Olhar? INDÚSTRIA Envolver a Organização Gestores I. . Investigador(es) de Intelligence (Requisitos) Sensibilizar Vender a ideia Captar Apoio • Conhecer a Organização • Conhecer a Indústria • Dominar Métodos • Apetência pela Pesquisa & Investigação • Curiosidade ‘Renascentista’ • Atento/ Interessado no que ocorre Fora das Fronteiras formais da Empresa • Criativo / Pensar ‘algo’ fora da Caixa • ‘Atitude’ e Apetência para pesquisar, descobrir informação exclusiva, trazer ‘novidades’ do terreno (sobre os clientes, sobre um fornecedor, a partir de eventos, etc.) • Capacidade de consumir e absorver grandes quantidades de informação 14 Apresentar logo um ‘Serviço’ Ex: Vigilância de um concorrente Análise INTELLIGENCE • Definir outros Focos: • Monitorizar sistematicamente um Concorrente (desempenho, vendas, promoção, canais de distribuição, etc.), Clientes existentes ou potenciais, Recursos Humanos, Fornecedores, Campanhas de Comunicação, • Aplicar Ferramentas & Técnicas Sensibilização e Cultura Organizacional Sensibilizar para a Partilha de Informação Sensibilizar para proteger informação sensível e evitar comportamentos de risco. Formação ‘in house’ ou fora. Recursos de Aprendizagem Definir procedimentos e meios: Identificação e Participação em Eventos Subscrição de Serviços/BD informação Orçamento? Tecnologias genéricas: Intranet Email, ‘caixa de ideias’ Wikis, outros Periodicidade de Pesquisa e Reporting Modo de Comunicar e Instrumentos de apoio - Quem? - Sobre o Que? - Periodicidade - Informação Actualizada - Forma - Canal Isabel Santos © IMPLEMENTING AN “INTELLIGENCE FUNCTION” What is needed?
- 15. 15 Environmental scanning is the (1) acquisition and use of information about events, trends, and relationships in an organization’s external environment, (2) the knowledge of which would assist management in planning the organization’s future course of action (Aguilar 1967, Choo and Auster 1993). Organizations scan the environment in order to understand the external forces of change so that they may develop effective responses which secure or improve their position in the future. (3) They scan in order to avoid surprises, identify threats and opportunities, gain competitive advantage, and improve long- and short-term planning (Sutton 1988). To the extent that an (4) organization’s ability to adapt to its outside environment is dependent on knowing and interpreting the external changes that are taking place, environmental scanning constitutes a primary mode of organizational learning. (5) Environmental scanning includes both looking at information (viewing) and looking for information (searching). It could range from a casual (6) or a conversation at the lunch table or a chance observation of an angry customer, to a formal market research program scenario planning exercise. (CHOO,2001) STRATEGIC INTELLIGENCE: Uma definição integrada enquanto actividade de Exploração do Meio Ambiente (ENVIROMENTAL SCANNING) Isabel Santos ©
- 16. Caso 1 –Concorrência Crédito ao Consumo (2007) Empresa do Crédito ao Consumo no mercado português actuando no Financiamento Automóvel, Crédito Pessoal e Crédito Consolidado (este último composto junto com o Crédito Habitação, o Crédito Hipotecário) Encomenda um Identificação da Concorrência do sector Bancos SFACs Marcas Automóveis Financeiras Concessionários Consultores Individuais Franchising (Banca Estrangeira) Clubes de Futebol Novos Concorrentes Produtos Condições Preços Produtos Condições Preços ATENÇÃO - Aumento da Pressão dos Consumidores - Volúme de Queixas em Reguladores e Associações - Directiva EU em aprovação “Protecção ao Consumidor” - REVISÃO + RESTRITIVA DA LEGISLAÇÃOIsabel Santos ©
- 17. REFERENCES • Chun, Wei Choo. “Environmental scanning as information seeking and organizational learning”. Faculty of Information. University of Toronto. Available at: http://choo.fis.utoronto.ca/ir/choo/choo.html • Fédération des Professionnels de l'Intelligence Economique (FEPIE). http://www.synfie.fr/ • Ning Competitive Intelligence Community. http://competitiveintelligence.ning.com • Programa de Segurança Económica. Available at: http://www.pse.com.pt • SANS Institute (2007) “Corporate Espionage 201”. Report. Isabel Santos ©