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Training for CI End Users

Training for CI End Users

For the end users of CI, the training process must not only be ongoing, but it should actually broaden over time. For these end users, experience shows that the key areas to be covered by such training are CI techniques and ethical and legal issues.

Here, the explicit goal is to use both these subject areas to make these end users of CI into better customers. Thus, the goals of this regular training are to control, and eventually eliminate, unreasonable client expectations. Such training is also a significant aid in preventing improper (i.e., unethical or even illegal), intelligence requests from these end users.

One proposal is that, at a minimum, such a course provide a basic understanding of the entire CI process as well as an "awareness of the analytical capabilities of the [CI] under their control." [3] There are several reasons why this should be an ongoing, and not just a onetime, process:

  • Over time, the identity of the end users of CI will change.

  • The intelligence needs of existing end users will gradually develop as they benefit from the previous work of the CI unit (see Chapter 9).

  • The identity of competitors, and even the nature of competition, will change over time.

  • Information sources will vanish and appear, changing the nature of the data that can be collected for analysis.

  • Legal and ethical considerations governing the collection of the raw data may change.

[3]Raymond Ellis (Cortel Concepts), "Intelligence Analysis in the Business Sector," AIC Conferences, Competitive Intelligence Forum '94, Sydney, Australia, 1994, 6.

[4]Henry T. Cochran, "Strategic Business Intelligence," Competitive Intelligence Review 2, no. 1 (Spring 1991), 20.


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