03.01.2017 Views

GLOBAL COURSE PROGRAM 2017

2hMLZr7

2hMLZr7

SHOW MORE
SHOW LESS

You also want an ePaper? Increase the reach of your titles

YUMPU automatically turns print PDFs into web optimized ePapers that Google loves.

GLOBAL COURSE PROGRAM 2017

EUROPE • ASIA • NORTH AMERICA


Contents

Upgrade Your Value Added 2

Open Source Intelligence 4

Advanced OSINT 6

Social Media Intelligence 8

Intelligence Analysis 10

Advanced Intelligence Analysis 12

Strategic Foresight 14

Scenario Planning 16

Risk Management 18

Intelligence Reporting 21

Cybersecurity 23

Competitive Intelligence 25

Intelligence for Sales Professionals 27

2017 Course Dates and Fees 29

Terms and Conditions 33

Course Logistics 34

Contact Us 36


Upgrade Your Value Added

i-intelligence is recognised as one of the world’s leading providers of training and

advisory services to public and private sector organisations wishing to improve their

intelligence capabilities. Since the company’s founding in 2010, we have trained

analysts and decision makers working in such fields as national security, law

enforcement, counterterrorism, humanitarian intervention, disaster management,

fraud prevention, competitive intelligence, and business development.

Our mission is to provide every professional, regardless of their background, with the

research and analytic capabilities needed to realise their fullest potential. To this end,

our course portfolio covers every step of the intelligence cycle, as well as related

disciplines such as information and knowledge management, risk analysis, and

strategic foresight.

Our public seminars offer an excellent opportunity to sample our approach to

professional training and capacity building. Over the next 12 months, we will be

running more seminars in more locations than ever before. Join us in Brussels,

London, Zurich, New York, Singapore, Hong Kong, or Phnom Penh and learn how to:

• Identify and manage your intelligence requirements

• Automate the collection of mission or business critical data from web and

social media sources using free web tools and technologies

2


• Improve your online privacy and security

• Monitor social media to support strategic and operational decision making

• Protect the physical and digital data assets of your organisation

• Enhance your information and knowledge management capabilities

• Identify and manage risks to your business assets

• Apply scenarios and strategic foresight to issues of concern

• Boost your efficiency and productivity in the workplace

Quality Education

Our seminars offer the perfect blend of theory and practice. Participants will be

introduced to the concepts, models and technologies that inform today’s best

practices, and will be given ample time to experiment with the tools and

methodologies that are taught. In addition to the course slides, participants will

receive a host of supplementary materials including cheat sheets, templates, software

tools and additional reading materials to enable self-study.

Professionally Relevant

Our seminars guarantee measurable outcomes. The curricula have been designed

around professional standards and best practices. We draw on the experience of the

world’s foremost practitioners and use real-world case studies and simulations to help

students internalise lessons learned and apply these skills in the workplace.

Cost Effective

We are committed to making instruction in intelligence and its related disciplines as

affordable as possible. Our seminars have been competitively priced to help

organisations and individuals of all backgrounds acquire and employ a 21st century

skillset.

Who Should Attend

Our seminars are relevant to all professionals, regardless of their background or career

ambitions.

3


Open Source Intelligence

This three-day seminar provides a detailed introduction to the discipline of Open

Source Intelligence (OSINT). Participants will learn how to identify their intelligence

needs and leverage a broad range of tools and sources to improve data collection,

analysis and decision-making in their organisation.

Course Outline

Day 1: Requirements Planning

Introducing OSINT • The varieties of OSINT (online, offline, etc.)

• The benefits and limitations of OSINT

• Strategic and operational dimensions of

OSINT

• Legal and ethical constraints

Managing Requirements • Working with intelligence customers

• Identifying collection requirements

• The Key Intelligence Topics (KITs) process

• Collection planning

• Collection frameworks

Day 2: Effective Web Exploitation

Automating Intelligence

Collection

• Establishing a keyword index

• Working with data aggregators

• Generating data from the web

• Generating data from social media

• Working with alert services

• Essential browser tools and extensions

Searching the Web • Search strategies

• Search operators

• Recommended search engines

• Searching the deep web

• Building a customised search engine

• Working with databases and directories

• Maintaining an audit trail

• Essential browser tools and extensions

4


Day 3: Security and Data Management

Safer Searching • Privacy, anonymity and proxy tools

• Developing a sockpuppet

• Working with Tor and the Dark Web

Data Management and

Exploitation

• Validating your search results

• Data processing and enrichment

• Organising data for analysis

• Working with data collation tables

• The pre-analysis checklist

Course Benefits

On completion of this course, participants will have acquired the ability to:

• Identify and manage their intelligence requirements

• Improve the quality, accuracy and relevance of their search results

• Automate the collection of data from the web and social media sources

• Build a personal monitoring system to support strategy and decision making

• Improve online privacy, anonymity and security

• Organise data to identify knowledge gaps and support effective analysis

Course Requirements

Participants are required to bring a laptop with them and to set up a Gmail and Twitter

account if they do not already have one.

5


Advanced OSINT

This three-day seminar builds on the content of our introductory OSINT course. The

objective here is to extend the OSINT professional’s skillset. In addition to enhancing

their knowledge of valuable search tools and intelligence resources, we will provide

guidance on the tools needed to conduct rigorous, legally compliant investigations

of organisations, individuals and websites.

Course Outline

Day 1: Advanced OSINT

Advanced Data Collection • Feed manipulation and processing tools

• Task automation tools

• Searching beyond Google

• Web rippers and scrapers

• XPath, regular expressions, DOM structures

• Working with open data and APIs

Open Source Geospatial

Intelligence

• Maps and mapping tools

• Working with geolocational data

• Leveraging data from social media

Day 2: Web Investigations I

Investigating Websites • Whois, DNS and IP tools

• Identifying site ownership

• Site mapping

• Metadata exploitation

• Unique identifiers on the web

Investigating Organisations • Due diligence frameworks

• Investigating ownership

• Investigating subsidiaries

• Identifying clients and business partners

• Monitoring an organisations online footprint

6


Day 3: Web Investigations II

Investigating Individuals • Finding people online

• Mapping an individual’s online footprint

• Screen name investigations

• Finding and validating email addresses

• Email tracing and traffic analysis

• Developing a digital profile

• Legal and ethical considerations

Working with Maltego • Set up and configuration

• Working with entities and transforms

• Running and editing a project

• Supporting tools

Course Benefits

On completion of this course, participants will have acquired the ability to:

• Apply a broader array of search tools and intelligence sources

• Leverage geospatial data for strategic and operational intelligence purposes

• Identify the ownership and provenance of websites and other resources

• Conduct investigations on organisations and individuals of interest

Course Requirements

Participants are required to bring a laptop with them and to set up a Gmail, Yahoo

and Twitter account if they do not already have one. Additional software requirements

will be sent prior to the start of the course.

We strongly recommend that participants on our Advanced OSINT program first take

our Open Source Intelligence seminar to ensure they understand the technical

standards and operating principles that underpin our approach to data collection and

analysis.

7


Social Media Intelligence

This three-day course will demonstrate how to generate strategic and operational

intelligence from social media sources. Participants will be shown how to collect,

process, and analyse social medial intelligence (SOCMINT) from a variety of networks

and platforms. Further, they will be shown how to identify and monitor specific voices,

issues and conversations. Finally, they will be shown how to conduct rigorous people

investigations using a broad range of social media services.

Course Outline

Day 1: Mining Social Networks

Establishing Your

SOCMINT Toolkit

• Configuring your browser

• Extending your search capabilities

• Developing keyword indices

• Research tools and extensions

• Content curation / management tools

Automating SOCMINT

Collection

• Monitoring frameworks and approaches

• Keyword / hashtag discovery and validation

• Source discovery and validation

• Recommended tools, apps and extensions

• Establishing a monitoring dashboard

Working with Social

Networks

• Working with Facebook, VK, LinkedIn, etc.

• Finding and monitoring users and groups

• Mining social networks for SOCMINT

• Using third party tools and search services

• Generating user stats and analytics

Day 2: SOCMINT II

Working with Twitter

and Instagram

• Finding, monitoring and geolocating users

• Monitoring geolocated content

• Generating user stats and analytics

• Automating data collection

• Search and content discovery tools

• Third party dashboards and extensions

8


Blogs and Discussions

Boards

• Mining blogging platforms for intelligence

• Working with visual blogs (Pinterest, Tumblr)

• Working with Reddit and discussion boards

• Determining reach and influence

Foreign Language SOCMINT • Mapping the SOCMINT universe

• Mining foreign language sources

• Working with translation tools and extensions

Day 3: Online Investigations

Getting Started • The investigative process

• Working with target profiles and templates

• Maintaining privacy and security online

Investigating Individual

Users

• Finding people online

• Mapping an individual’s online footprint

• Screen name investigations

• Unmasking hidden identities

Course Benefits

On completion of this course, participants will have acquired the ability to:

• Monitor a broad range of social media sources, including non-Western ones

• Identify and follow leading voices and opinion makers

• Track the evolution of critical conversations and ideas

• Apply free tools and standard office software to analyse the data collected

• Use SOCMINT to support strategic planning, risk management and crisis

response

• Conduct online investigations in a legal and ethically appropriate manner

Course Requirements

Participants are required to bring a laptop with them and to set up an anonymous

Gmail, Twitter, Instagram, V-Kontakte and Facebook accounts if they do not already

have them. Additional software requirements will be sent prior to the start of the

course.

9


Intelligence Analysis

Our introductory course to intelligence analysis provides a solid introduction to the

art and science of analytic reasoning. Participants will be given the foundational

knowledge needed to establish and grow their analytic toolkit. Attention is given to

descriptive and predictive modes of analysis, and the complimentary skills of trend

identification, pattern detection, evidential reasoning, and ideation. The guidance

provided by this course offers an essential prelude to our more advanced courses.

Course Outline

Day 1: Issue identification

Introduction to

Intelligence Analysis

Analytic Thinking and

Reasoning Skills

• What is analysis?

• The three modes of analytic reasoning

• The challenge of analysis

• The role of the analyst

• The critical disciplines of analytic work

• The current state-of-the-art

• Critical, creative and conceptual thinking

• Sensemaking and calibration

• Problem identification and solving

• Identifying trends, patterns and relationships

• Evidential reasoning

• Scoping and managing your uncertainty

• Measuring and monitoring your thinking

• Working with structured analytic techniques

Ideation Skills • Brainstorming techniques

• Idea enhancement techniques

• Mind mapping

• Concept mapping

Day 2: Descriptive Analysis

Descriptive Analytic

Techniques

• The 5W1H Model

• Causal mapping

• Causal factor chains

• Causal loop diagrams

• Actor / factor analysis

• Working with timelines

• Link / association charting

10


Day 3: Predictive Analysis

Predictive Analytic

Techniques

• Hypothesis generation

• Trend / impact analysis

• What if analysis

• Impact / probability analysis

• The futures wheel

• Consequence trees

Course Benefits

On completion of this course, participants will have acquired the ability to:

• Justify the importance of structured approaches to analytic thinking

• Apply a range of critical and creative thinking skills

• Develop causal narratives using descriptive analytic techniques

• Anticipate future outcomes using predictive analytic techniques

• Identify and explore cause-and-effect relationships

Course Requirements

Participants are required to bring a laptop with them and to set up a Gmail account if

they do not already have one.

11


Advanced Intelligence Analysis

Our Advanced Intelligence Analysis course looks to extend the toolkit provided in our

introductory program. Participants will learn how to identify and explore multiple lines

of analytic enquiry, most notably via the Analysis of Competing Hypothesis. Next,

they will be shown how to identify practical solutions to the issues they are dealing

with using prescriptive models such as roadmapping and cost-benefit analysis. The

course ends by showing analysts how to critique the work of their peers and manage

the cognitive biases common to all professionals.

Course Outline

Day 1: Predictive Reasoning

Predictive Analytic

Techniques

• Multiple hypothesis generation

• The Analysis of Competing Hypotheses

• Developing indicators and watchlists

Day 2: Prescriptive Analysis

Prescriptive Analytic

Techniques

• If / then analysis

• Opportunity analysis

• Developing roadmaps and solution pathways

• Feasibility analysis

• Course of action analysis

• Critical path analysis

• Cost-benefit analysis

Day 3: Challenge Analysis

Challenge Analysis

Techniques

Cognitive Challenges to

Analysis

• Structured self-critique

• Pre-Mortem analysis

• Red teaming

• Team A / Team B method

• Devils advocacy

• A typology of cognitive pathologies

• Perception, memory, and reasoning

limitations

• Dealing with mindsets, blind spots and biases

• Bias mitigation strategies

12


Course Benefits

On completion of this course, participants will have acquired the ability to:

• Generate and evaluate multiple hypotheses using the ACH methodology

• Identify and articulate viable policy prescriptions or problem solutions

• Engage in multiple forms of challenge analysis, including Red Teaming and

Devil’s Advocacy

• Understand the risks posed by bias and other cognitive pathologies

Course Requirements

Participants are required to bring a laptop with them and to set up a Gmail account if

they do not already have one.

13


Strategic Foresight

Our course on Strategic Foresight introduces participants to a unique portfolio of

analytic skills. Emphasis here is given to the many tools that support predictive

reasoning. Participants will be shown how to scan their operating environment for

indicators of change, and how to amplify and analyse these trends to help their

organisation anticipate future challenges and opportunities.

Course Outline

Day 1: Strategic Anticipation and Issue Identification

Strategic Anticipation • Sensing the future: how and why

• The four levels of proactiveness

• Outside in vs. inside out thinking

• Understanding the dynamics of change

Scanning the Future • Environmental Scanning

• Trend analysis

• Impact assessments

Cultivating Foresight • Perspective taking

• Mapping your uncertainty

• Precision questioning and answering

• The role of constructive confrontation

Day 2: Working with Weak Signals

Identifying Signals • Weak signal identification

• Weak signal amplification

Analysing Signals • Identifying critical uncertainties

• Weak signal analysis

• Establishing hypotheses

• Identifying key risk indicators

Monitoring Signals • Identifying intelligence sources

• Defining a monitoring strategy

• Maintaining a watchlist

14


Day 3: Analytic Techniques for Strategic Foresight

Analytic Tools and

Techniques

• Visioning

• Backcasting

• Shell’s seven questions

• What if analysis

• The futures wheel

• Consequence trees

• The Lidoli abacus

• Impact / probability analysis

Course Benefits

On completion of this course, participants will have acquired the ability to:

• Establish strategic foresight as an institutional / operational capability

• Identify, analyse and monitor weak signals and other change indicators

• Apply a range of foresight techniques to explore risk / crisis scenarios

• Think critically and creatively about future challenges to one’s organisation

Course Requirements

Participants are required to bring a laptop with them and to set up a Gmail account if

they do not already have one.

15


Scenario Planning

Our Scenario Planning program offers a structured approach to exploring alternate

futures and their potential impact on one’s organisation. Participants will be given

detailed guidance on how to identify and analyse those trends that are likely to shape

their market or operating environment. They are then shown how to use these trends

to construct plausible narratives of potential futures, and develop the necessary

contingencies, strategies or action plans to meet them with confidence.

Course Outline

Day 1: Identifying Strategic Trends

Introduction to Scenario

Planning

Scanning for Strategic

Trends

• A brief history of scenario planning

• Benefits and limitations

• Scenario thinking vs. scenario planning

• The varieties of scenarios

• Identifying and prioritising strategic trends

• Mapping drivers and potential impacts

• Causal loop mapping

• Identifying critical uncertainties

Day 2: Developing Scenarios

Developing Scenarios • The three futures calibration model

• Plotting timelines

• Selecting the key axes of uncertainty

• Working with consequence radars

• Defining stakeholder actions / reactions

• Drafting scenario narratives

Reporting Scenarios • The elements of effective storytelling

• Structuring your scenario reports

• Alternative scenario communication strategies

Day 3: From Scenarios to Strategies

Translating Scenarios into

Strategies

• From analytic insights to strategic objectives

• Identifying and analysing strategic options

• Identifying strategic opportunities

• Evaluating strategic fit

16


• Developing contingencies

• Action planning

• Means-End Analysis

• The Plan–Do–Check–Act model

• Resource planning

• Implementation

Course Benefits

On completion of this course, participants will have acquired the ability to:

• Identify, analyse and monitor the strategic trends that are likely to impact their

organisation or operating environment

• Imagine and explore multiple futures and their consequences

• Select a desired future and the steps needed to realise it

• Define contingency and action plans in preparation for an uncertain future

Course Requirements

Participants are required to bring a laptop with them and to set up a Gmail account if

they do not already have one.

17


Risk Management

This four-day program provides a comprehensive introduction to the discipline of risk

management. Participants will be shown how to identify and evaluate the risks to their

organisation. Thereafter, they will be given the tools they need to establish the

necessary risk controls and mitigation strategies. The program ends with detailed

guidance on effective risk communication to one’s stakeholders.

Course Outline

Day 1: Risk Identification

Understanding Risk • A brief history of risk

• Risk theory and definitions

• Understanding the many forms of risks

Risk Identification • Mapping the risk landscape

• Identifying risk sources and motivations

• Identifying key assets

• Identifying vulnerabilities and threats

• Generating risk intelligence

Day 2: Risk Analysis

Analytic Tools for Risk

Analysis

• What if analysis

• Fault trees

• Attack trees

• Decision trees

• Impact analysis

• Decision matrices

Risk Evaluation • Developing and maintaining a risk taxonomy

• Analysing impact, probability, severity and

urgency

• Qualitative and quantitative risk analysis

• Working with risk matrices

• Developing risk indicators

18


Day 3: Risk Management

Risk Management • Contemporary management theories

• Models, frameworks and approaches

• The risk management toolkit

Operationalising Risk

Management

• Risk prioritisation

• Defining and implementing risk controls

• Developing a risk management strategy

• Developing and maintaining a risk register

• Risk monitoring: methods and approaches

• Risk reviews and audits

Risk Intelligent Organisation • Characteristics of a risk intelligent organisation

• Building a risk-tolerant culture

• Learning to take risks

• The role of the risk officer

Day 4: Risk Communication

Introducing Risk

Communication

Developing a Risk

Communication Plan

• The many forms of risk communication

• Communication models and approaches

• Establishing and validating the risk

communication process

• Identifying stakeholders and their

requirements

• Structuring your message for effect

• Selecting your communication channel

• Communicating uncertainty

• Managing the response

• Best practices in risk reporting

19


Course Benefits

On completion of this course, participants will have acquired knowledge of:

• Best practices in risk identification, analysis, management and control

• The application of risk management models to identify internal and external

challenges to an organisation’s assets

• Frameworks for improving decision making and the management of

uncertainty

• Guidance on operationalising the techniques taught in the workplace

Course Requirements

Participants are required to bring a laptop with them and to set up a Gmail

account if they do not already have one.

20


Intelligence Reporting

This course provides a detailed introduction to the development and delivery of

intelligence products, both written and oral. Participants will be given a general

introduction to intelligence reporting and given guidance on drafting copy that is

crisp and clear. From there, they will be shown how to structure and develop long and

short-form intelligence products. The course goes on to provide guidance on the

delivery of effective oral briefings and presentations.

Course Outline

Day 1: Writing Skills

General Reporting Principles • Knowing your audience

• Constructing and testing your arguments

• Communicating risk and warning

• Communicating analytic confidence

Writing Skills • Effective writing skills

• Writing to the Minto Pyramid

• Referencing your work

• Self-editing and proofing

• Peer-editing and evaluation

Day 2: Developing Analytic Products

Analytic Products • The varieties of analytic product

• Developing and working with templates

• Drafting alerts

• Drafting briefs and situation assessments

• Drafting estimates, reports and forecasts

• Generating customer feedback

Making Recommendations • Developing options

• Generating SMART recommendations

21


Day 3: Briefings and Presentations

Presentations and Oral

Briefings

• Developing presentations

• Multimedia intelligence products

• Preparing for a briefing

• Effective presentation skills

• Handling questions and objections

• Managing your audience

Course Benefits

On completion of this course, participants will have acquired the ability to:

• Construct arguments that are logical and supported by evidence

• Employ simple rules to improve the quality and clarity of their writing

• Draft long and short form products that are support customer needs

• Develop and deliver oral briefings that address the audience’s descriptive,

predictive and prescriptive information needs

• Generate constructive feedback from one’s customers and peers

Course Requirements

Participants are required to bring a laptop with them and to set up a Gmail account if

they do not already have one.

22


Cybersecurity

This three-day program provides a detailed introduction to the discipline of

cybersecurity. Participants will be shown how to mitigate a range of cyber threats, and

how to improve their privacy and security online. Further, they will apply the tools and

techniques common to hackers to measure their own vulnerability and that of their

organisation. Guidance is also given on how to manage the physical threats to an

organisation’s information assets.

Course Outline

Day 1: Key Risks and Vulnerabilities

The Internet • The Internet: What it is and how it works

• Key protocols and standards

• Critical infrastructures and their vulnerabilities

• Internet security: thinking in systems

Cyber Risks • Malware

• Phishing

• Cyber espionage

• Cyber extortion

• Denial of service attacks

• Wireless and mobile vulnerabilities

• Minimising Internet surveillance

• Mitigating cyber risks

Day 2: The Hacker Threat

Hacking and Hackers • How hackers work

• The hacker’s mindset

• The hacker’s toolkit

• The hacker’s methodology

• Social engineering

• Reducing your exposure to hackers

Personal Cyber Security • Privacy and security online

• Working with proxy tools

• Effective password security

• Reducing your digital footprint

• The risks of oversharing

23


Day 3: Information Risk Management

Information Risk

Management

• The principles of risk management

• Asset identification and evaluation

• Identifying information vulnerabilities

• Implementing information risk controls

• Business continuity planning

Physical Security • Identifying vulnerabilities

• Testing your physical security

• The “insider threat”

• Mitigating non-digital risks

Course Benefits

On completion of this course, participants will have acquired the ability to:

• Understand the Internet, how it works and its vulnerabilities

• Mitigate the most prevalent cyber risks using essential best practices

• Apply the tools used by hackers to build a security / target profile

• Identify, evaluate and mitigate digital and physical risks to one’s information

assets

• Develop a business continuity plan in the event of a security incident

Course Requirements

Participants are required to bring a laptop with them and to set up an anonymous

Gmail, Twitter and Facebook account if they do not already have one. Additional

software requirements will be sent prior to the start of the course.

24


Competitive Intelligence

This three-day course provides a general introduction to the practice of competitive

intelligence (CI). Participants will receive training in a broad range of research and

analytic skills. These will help them to identify and manage their organisation’s

information needs; improve their primary and secondary research skills; use different

media monitoring tools; and employ a broad range of analytic techniques to profile

competitors, evaluate markets, anticipate risks, and improve decision-making.

Course Outline

Day 1: Requirements Planning

The Practice of CI • Understanding the value of CI

• The competitive intelligence cycle

• What CI can and can’t do

• Legal and ethical constraints of CI

Managing Requirements • Working with intelligence customers

• Identifying collection requirements

• The Key Intelligence Topics (KITs) process

• Collection planning

• Collection frameworks

Day 2: Data Collection

Effective Internet Exploitation • Working with keywords

• Search strategies

• Search engines and operators

• Automating data collection

• Alert services

• Working with the Deep Web

• Working with Social Media

• Building a customized search engine

• Essential browser tools and extensions

25


Investigating Competitors • Company profiling

• Identifying management and ownership

• Working with official records

• Working with satellite / imagery sources

• Sources of financial data

Day 3: Market and Competitor Analysis

Analysing Market and

Competitor Intelligence

• Analytical techniques to evaluate your

business, competitors and operating

environment

• Cognitive biases and business blindspots

• Learning from feedback and “failure”

Establishing a CI Unit • Guidelines for establishing and running a

CI practice in your organisation

Course Benefits

On completion of this course, participants will have acquired the ability to:

• Identify and manage their intelligence requirements

• Improve the quality, accuracy and relevance of their search results

• Automate the collection of data from the web and social media

• Employ simple frameworks to analyse data on competitors and markets

Course Requirements

Participants are required to bring a laptop with them and to set up a Gmail and Twitter

account if they do not already have one.

26


Intelligence for Sales Professionals

Whether you are a young entrepreneur or a veteran sales professional, the ability to

find and win new business is critical to the success of your organisation. This two-day

seminar provides a practical, intelligence-led approach to lead generation, key

account management and business growth. Participants will be taught how to identify

and monitor new leads, gather data using free online tools, generate lead maps, and

embed simple intelligence workflows into their key account processes.

Course Outline

Day 1: Scoping and Preparation

Planning Your Sales Research • The intelligence process and your sales

strategy

• Identifying your key intelligence requirements

• Developing your research plan

• Identifying relevant sources, data and trends

Intelligence for Key Account

Management

• Scoping your market(s)

• Identifying and monitoring customer’s needs

• Generating industry and regulatory insights

• Monitoring competitor strategies and tactics

• Establishing your key accounts / market

segments

• Building your target lists

• Defining your value proposition

• Developing your sales strategy and objectives

• Establishing an intelligence-led sales process

• Measurement, reporting and analytics

Day 2: Generating Sales Intelligence

Generating Actionable

Sales Intelligence

• The fundamentals of Internet research

• Identifying and validating leads and potentials

• Monitoring the web and social media

• Monitoring government sources for public

tenders

27


• Aggregating contact data with site scrapers

• Generating sales maps with Excel, Fusion

Tables and Google Maps

• Establishing an open-source CRM in the cloud

Course Benefits

On completion of this course, participants will have acquired the ability to:

• Identify and monitor new leads and business opportunities

• Gather sales intelligence using online tools and sources

• Embed simple intelligence workflows into their key account processes

• Generate lead maps so as to better coordinate client visits

• Establish a free, open source CRM solution in the cloud

• Use web-based tools to enhance productivity and effectiveness

Course Requirements

Participants are required to bring a laptop with them and to set up a Gmail account if

they do not already have one.

28


2017 Course Dates and Fees

Brussels

Seminar Dates Fee

Open Source Intelligence

20 - 22 March

9 - 11 October

Corporate: EUR 1,000

Non-Profit: EUR 800

Student: EUR 500

Advanced OSINT

23 - 25 March

12 - 14 October

Corporate: EUR 1,000

Non-Profit: EUR 800

Student: EUR 500

Social Media Intelligence

27 - 29 March

16 - 18 October

Corporate: EUR 1,000

Non-Profit: EUR 800

Student: EUR 500

Intelligence Analysis 30 March - 1 April Corporate: EUR 1,000

Non-Profit: EUR 800

Student: EUR 500

Strategic Foresight 3 – 5 April Corporate: EUR 1,000

Non-Profit: EUR 800

Student: EUR 500

Advanced Intelligence Analysis 19 - 21 October Corporate: EUR 1,000

Non-Profit: EUR 800

Student: EUR 500

Intelligence Reporting 23 – 25 October Corporate: EUR 1,000

Non-Profit: EUR 800

Student: EUR 500

Scenario Planning 26 – 28 October Corporate: EUR 1,000

Non-Profit: EUR 800

Student: EUR 500

29


Zurich

Seminar Dates Fees

Competitive Intelligence 29 - 31 May CHF 1,000

Intelligence for Sales Professionals 1 - 2 June CHF 800

Open Source Intelligence 4 - 6 December CHF 1,000

London

Seminar Dates Fees

Open Source Intelligence 26 - 28 June GBP 800

Advanced OSINT 29 June - 1 July GBP 800

Social Media Intelligence 3 - 5 July GBP 800

New York

Seminar Dates Fees

Open Source Intelligence 1 – 3 May US$ 1,000

Social Media Intelligence 4 – 6 May US$ 1,000

30


Hong Kong

Seminar Dates Fee

Open Source Intelligence 18 - 20 May HKD 8,500

Advanced OSINT 22 - 24 May HKD 8,500

Social Media Intelligence 25 - 27 May HKD 8,500

Competitive Intelligence 6 – 8 November HKD 8,500

Intelligence for Sales Professionals 9 – 10 November HKD 8,500

Singapore

Seminar Dates Fees

Open Source Intelligence 13 - 15 March SGD 1,500

Advanced OSINT 16 - 18 March SGD 1,500

Intelligence Analysis 3 - 5 April SGD 1,500

Advanced Intelligence Analysis 6 - 8 April SGD 1,500

Competitive Intelligence 10 - 12 April SGD 1,500

Intelligence for Sales Professionals 13 – 14 April SGD 1,000

Social Media Intelligence 9 – 11 October SGD 1,500

Scenario Planning 12 – 14 October SGD 1,500

Strategic Foresight 16 – 18 October SGD 1,500

31


Phnom Penh*

Seminar

Open Source Intelligence

Intelligence Analysis

Social Media Intelligence

Advanced OSINT

Advanced Intelligence Analysis

Competitive Intelligence

Intelligence for Sales Professionals

Risk Management

Scenario Planning

Strategic Foresight

Cybersecurity

Dates

2 - 4 March

6 - 8 March

9 - 11 March

5 - 7 June

8 - 10 June

3 - 5 July

6 - 7 July

10 - 13 July

14 - 16 August

17 – 19 August

21 – 23 August

*All seminars in Cambodia will be administered by our partner Plus 7 International

(www.plus7international.com). Please contact them for registration information.

Notes

Seminars outside of Switzerland are not charged VAT. All course fees are

inclusive of three months of post-course support for participants.

32


Terms and Conditions

Payment

Unless otherwise agreed, payment should be made in advanced of the course to an

account specified by the organisers. Late payments are liable to a 10 per cent charge.

Group Discounts

Organisations wishing to send two or more participants are eligible for a 10 per cent

discount on the course fee. Please contact us for more information.

Course Confirmation Policy

All courses will be confirmed one month prior to the start date. Participants are

advised not to make any travel arrangements until they receive notification that the

course will proceed. We recommend that any arrangements made before this time

be fully refundable.

Cancellation Policy

Participants cancelling within one week of a seminar’s start date will be charged 80

per cent of the course fee. Participants cancelling more than one week before the

start date will receive a refund minus an administrative fee of EUR 100.

If you cannot attend, you are welcomed to have someone attend in your place and

so avoid losing your registration fee.

Changes to the Course Agenda

i-intelligence reserves the right to cancel the course if there is an insufficient number

of registrations. You will be given adequate notice if this is the case.

33


Course Logistics

Number of Participants

The maximum number of participants per seminar is 15. This ensures a greater level

of engagement, collaboration and guidance from the instructor.

Technical Requirements

Participants are required to bring a laptop with them and should have administrative

rights access to this device. Detailed software requirements for each course will be

sent prior to the start of every seminar.

Course Hours

The seminars will run from 9:00 am to 5:00 pm. This includes a one-hour break for

lunch and two twenty-minute coffee breaks. Lunch, coffee and snacks will be provided

to participants.

Location

All seminars will take place in the central business district of the respective city with

convenient access to public transportation. The exact location of each seminar will be

communicated to participants prior to the course commencing.

Language of Instruction

The language of instruction, and all course materials, will be in English.

34


Organizer and Instructors

About i-intelligence

i-intelligence is a commercial intelligence consultancy based in Zurich, Switzerland.

Established in 2010, the company provides research, training and advisory services to

public and private sector organisations around the globe. Our course portfolio covers

the entire intelligence cycle as well as related disciplines such as information and

knowledge management, futures and foresight and risk and strategy analysis. The

company’s clients include EU and UN institutions, international organisations, NATO,

ministries of defence and foreign affairs, Fortune 500 companies and enterprising

SMEs.

About the Instructors

The courses will be led by Chris Pallaris, Aleksandra Bielska or Vytenis Benetis.

Chris Pallaris is Director and Principal Consultant of i-intelligence. He has over 15 years

of experience as an analyst and 10 as a teacher. In addition to client work, he is an

Associate Lecturer at Mercyhurst University's Institute for Intelligence Studies. He also

teaches courses in the domain of strategic intelligence and knowledge management

at the ZHAW's School of Management and Law, and ETH Zurich.

Vytenis Benetis is the Director of i-intelligence in Asia. Vytenis has worked as an

intelligence analyst for almost a decade. His professional experience covers a wide

range of missions and organizations including the Lithuanian Ministry of Defence,

NATO, and the European Union on both the operational and strategic level. Vytenis

has delivered training to public and private sector organisations around the world.

Aleksandra Bielska is an educator, analyst and consultant specialising in the collection,

analysis and management of intelligence. As an educator, she has taught intelligence

theory and practice to public and private sector organisations, including at NATO’s

Centre of Excellence in the Defence Against Terrorism in Ankara, Turkey, and at the

NATO School in Oberammergau, Germany. Her experience covers the entire gamut

of intelligence disciplines including data collection, information and knowledge

management, and strategic foresight.

35


Contact Us

i-intelligence | Europe

Chris Pallaris

Tel: +41 (0) 43 243 3849

Email: info@i-intelligence.eu

i-intelligence | Asia

Vytenis Benetis

Tel: +7 747 419 4165

Email: v.benetis@i-intelligence.eu

36

Hooray! Your file is uploaded and ready to be published.

Saved successfully!

Ooh no, something went wrong!