Intelligence économique - un domaine sous-estimé par les entreprises et les dirigeants?

HEC Lausanne – CVCI

2 décembre 2014

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

L’avantage informationnel: opportunités et risques du renseignement économique

Claudio Foglini

Senior Manager - Scalaris Economic Crime Intelligence AG

Thanks

Savoir dissimuler est le savoir des rois.Le secret est l'âme des affaires.

Richelieu

© Claudio Foglini

Competitve Intel

© Claudio Foglini

• 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

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

You cannot convert the absence of information into a conclusion. Tom Clancy

© Claudio Foglini

Hostile IPO ?

Competitor's product release date

Is my CFO stealing ?

Next tech revolution ?

© Claudio Foglini

Per aspera ad veritatem

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’sdecision 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

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© Claudio Foglini

If only I knew…

Intelligence ?

“Knowledge and foreknowledge of the worldaround us, prelude to (presidential) decisionmaking”

Robert Gates

15th CIA Director 1991-93

© Claudio Foglini

(Corporate) Intelligence

Structured collection, analysis and dissemination ofstrategic information for decision making

© Claudio Foglini

© Claudio Foglini

(Corporate) Intelligence

© Claudio Foglini

Research

Disciplines Examples

OSINTIntelligence from publicly available sources

Human Intelligence HUMINTNews 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.

IMINTIntelligence 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.

MASINTIntelligence acquisition through the measurement of physical sizes and recognition of characteristic features for certain objects, or of changes in the environment.

TECHINTIntelligence 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

TECHINT

MASINT

IMINT

SIGINT

HUMINT

OSINT

Intelligence disciplines

Hacking

© Claudio Foglini

Public doesn’t

mean easy to access

© Claudio Foglini

Intelligence services

Disciplines

Private Sector: Internal organisations

Private Specialized Intelligence Service

Governmental (Police / Secret

Services)

Private Individuals

OSI

NT

HU

MIN

T

SIG

INT

TEC

HIN

T

CO

MN

T/FO

REN

SIC

IMII

NT

Access / capability to perform

© Claudio Foglini

Who does what

© Claudio Foglini

Influence

© Claudio Foglini

Lobbying: so human

© Claudio Foglini

Disinformation: why not?

© Claudio Foglini

Protection

© Claudio Foglini

Is this intelligence?

Intelligence is never 100%

© Claudio Foglini

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.

Training

© Claudio Foglini

Corporate Intelligence at HEC Lausanne

Tools

© Claudio Foglini

Case studies

© Claudio Foglini

Let's be wise

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Des questions?

© Claudio Foglini