Strategy Mapping Competitors, Customers and Suppliers: SCIP Silicon Valley Chapter April 24

Join members of the SCIP Silicon Valley chapter on Wednesday April 24 to hear Michael Sandman describe how to build a competitor strategy map. Strategy maps focus on what it takes to execute strategy – the financial, customer-facing, operations and human and technical resources elements of strategy execution. Hundreds of the world’s largest corporations use strategy maps to align operations with strategic goals. The latest thinking in the C-Suite is to apply strategy maps to assess other companies as well to guide their own execution of strategy.

Based on the pioneering balanced scorecard work of Harvard Business School professors Kaplan and Norton and a recent article in the HBS Balanced Scorecard Report, this session will describe how to build a competitor strategy map and demonstrate how one can use strategy mapping. This approach takes business intelligence into the realm of anticipating what another player in the market can accomplish and provides a framework for comparing your own organization’s execution of strategy with that of competitors and the suppliers and customers on whom you depend.

Key Outcomes
•    Insight into another company’s operational strengths and weaknesses and the implications for your organization
•    An approach to providing early warning on competitor initiatives
•    A guide to demonstrating to management where your own firm may need to make operational adjustments

Michael Sandman is Senior Vice President of Fuld & Company.   He has an extensive background in international business, including responsibility for the transfer of technology to partners in Switzerland, Mexico and Brazil.   He runs war games for Fuld’s clients worldwide and advises on how to build robust competitive intelligence capabilities inside companies.  He has been a guest lecturer at the business schools of Columbia, Boston University, University of Wisconsin, University of California-Irvine and Harvard Business School.  In 2006 Mike was elected as a Fellow of his professional association, Strategic & Competitive Intelligence Professionals (SCIP), and is one of only seven people who received the prestigious Faye Brill Award from SCIP.


Win/Loss Review: Creating a Continuous Learning Mechanism, SCIP Ft. Lauderdale Chapter, April 25

Join the SCIP South Florida Chapter on Thursday, April 25, to hear Rick Marcet of Citrix Systems discuss win/loss reviews (register here).  Traditional win loss review process models come in many forms.  Some of the challenges they all share is that information and analysis is often outdated, focus narrowly on products, is available to a select few in the organization, and is difficult to action.

Rick Marcet, author of “Win Loss Reviews: A New Knowledge Model for Competitive Intelligence, ” will describe how he successfully institutionalized a model at Microsoft and Citrix that makes information immediately available to a broad set of stakeholders, uncovering actionable insights from several sales influencers beyond products.  You’ll also hear from Rob Brown, win loss review program manager at Citrix on thought leading glimpses of how Citrix is taking things to the next level.  A note of caution: Be ready for an uphill battle that promotes transparency and challenges the barriers to information flow.

Rick Marcet, Sr. Director, Sales Productivity, Citrix  is an experienced sales professional and business architect who is passionate about enabling sales professionals reach their full potential. He has worked in the field of information technology for over 20 years, beginning his career in computer programming in the mechanical engineering industry, then in computer networking engineering for information system consultancies. This unique multidisciplinary background in science and business gives Rich unique perspectives for both the art and science of selling.  In his current role as Senior Director, Sales Productivity at Citrix, Rick’s focus is on the development of the core enterprise selling model, business architectures and processes that enable Citrix to directly engage enterprises of all sizes with our unique and compelling value proposition for enabling mobile workstyles and powering cloud services.

Framework Fight Club: SCIP SW Ohio Chapter Meeting, April 16

On Tuesday, April 16 the SCIP SW Ohio Chapter will host an onsite eSeries chapter meeting in Dublin Ohio.

“Analyze thyself” seems to be a mantra in any company of long standing. As a result, there are scorecards, dashboards, metrics, and even simple spreadsheets to meet the needs of any executive, director or manager. On the other hand, that rich universe of metrics often focuses attention only on internal operations and results, without the benefit of a broader industry or competitor perspective.  And obviously, it’s vital to understand the fickle, shifting market you’re a part of. There is really no choice; it’s not an exaggeration to say that your competitors are out to displace you, and even end your existence.

This fight club is for all those leaders who feel their organization has grown too myopic or simply too fond of staring in the mirror every morning instead of out of the window. Our goal is a simple one: to provide you with frameworks that will help you make better sense of your market and competitors. During this presentation you’ll learn about 10 frameworks you can use to better analyze your industry, competitors, or even your own company.  By the end you’ll see your own strengths in a broader perspective and uncover weaknesses you didn’t know you had.

The presenter, Sean Campbell of Cascade Insights,  founded his competitive intelligence work on many years of working with bleeding-edge hardware and software technologies long before they became mainstream. Sean has written several books for tech giants such as Intel and Microsoft and co-wrote Going Beyond Google: Gathering Internet Intelligence, listed as a must-read for 2009–2010 by the Strategic and Competitive Intelligence Professionals society (SCIP). As a recognized thought leader in the competitive intelligence space, Sean regularly speaks at national events on competitive intelligence and industry analysis. He received the Catalyst Award from SCIP and co-chaired the Oregon SCIP chapter. Additionally, Sean is a contributing assistant professor at Willamette University’s Atkinson Graduate School of Management, where he teaches industry analysis and competitive intelligence.

Why Strategies Fail: SCIP Minnesota Chapter Meeting, April 18

Strategies fail when strategists choose bad strategies. That sounds obvious until we consider that strategists never choose bad strategies. At least not on purpose.

Strategists are smart, experienced, industry-savvy, data-rich, and highly motivated to succeed. They want to choose smart strategies. Yet smart strategists can and do choose bad strategies. We know that because we see the ultimate strategy failure — bankruptcy — even among the world’s largest companies. Not to mention less-newsworthy failures to meet goals that cost careers as well as money.

Why do smart strategists choose bad strategies? More important, how can you avoid their mistakes? How can you know your strategy is smart? The answer has nothing to do with being the first with the latest factoids, calculating your spreadsheets to another decimal place, inspiring your troops with gallant leadership, establishing your social-media presence, dashing nimbly as “conditions” change, or SWOTing your competitors like flies. Gallantry and factoids are nice but the real answer goes deeper.

The presenter, Mark Chussil, is Founder and CEO of  Advanced Competitive Strategies, Inc. A pioneer in business war-gaming and strategy simulation, he has designed simulations and conducted business war games for dozens of Fortune 500 companies around the world, helping them make or save billions of dollars. He’s won a patent for simulation technology, and another is pending. A highly rated and entertaining speaker, Mark teaches programs in strategic thinking at conferences, business schools, and corporate universities.

Prior to founding ACS, Mark worked at The Strategic Planning Institute (The PIMS Program) and Sequent Computer Systems. He earned his MBA from Harvard and his BA from Yale.  Mark has been named a Fellow of the Strategic and Competitive Intelligence Professionals (SCIP) and will be recognized at the SCIP13 Annual Conference and Exhibition in May 2013.

Turbo-Charging Your KITS: Matching Analytical Methods, SCIP DC Chapter, April 17

On Wednesday, April 17, the SCIP DC Metropolitan Chapter is hosting this onsite eSeries chapter meeting. For registration information, please go here.

Intelligence practitioners have long recognized the importance of proper tasking in taking on important projects for their clients. What has often been overlooked, however, is the need to match up their KITs with analytical methods that can best support their client’s needs. In a number of key respects, pairing up analysis models and client’s needs is akin to on-line dating. Each analysis method has unique characteristics that make it better or worse meeting for the needs expressed by our clients. Practitioners need to take this relationship into account in order to optimize the other parts of their project cycles and to enhance the likelihood of  delivering desired results.

In this session, we’ll identify several demonstrated concepts that  “turbo-charge” the matching process, identify methods that match up particularly well with KIT/KIQ types, and share some new methods that you are probably not using presently that can be useful to you and your company’s ongoing intelligence efforts.
The presenter,Craig S. Fleisher is the Chief Learning Officer (CLO) at Aurora WDC, which since 1995 has established itself as one of the globe’s leading professional service firms specializing in the area of competitive, business and market intelligence. He is focused on how to enhance and lead intelligence-related activities in business; developing the culture, capabilities and processes that result in superior analysis, actionable decisions and market success. For more than 25 years, his expertise has been heavily cited in leading international publications and shared globally with many associations, public bodies, think tanks, as well as top companies including, among others, 3M, Bell, BHP, CIBC, EDS, Esso, GE, GM, IBM, J&J, Labatt, Levi Strauss, Merck, P&G and TSX.

You Can’t Manage Intelligence Unless You Track It: SCIP Multi-Chapter eSeries April 24

Join the SCIP Toronto and Massachusetts chapters on Wednesday, April 24, for a SCIP Multi-Chapter eSeries Onsite Live Webinar. This presentation will step the audience through identifying key intelligence indices for their company, grouping them into logical components, and establishing strategic and tactical tracking mechanisms. This presentation will allow the audience to begin defining their own Competitive Intelligence framework and put the necessary pillars in place to ensure success.

Key Take-Aways:
1.  Hierarchy of all intelligence components and strategic action items, as well as, their associated tactical actions
2.  Five lessons learned from Fortune 500 companies and what they deem as their top key intelligence indices
3.  Templates will be provided on how they identify strategic actions and associated tactical plans
4.  Metrics identifying all key intelligence components

SPEAKER: Glen Brynteson, SCIP Board member and  Chief Executive Officer of Market Awareness
In 1998, Mr. Brynteson built his first professional services firm into a multinational consultancy by developing unique solutions to clients’ unmet needs. Fifteen years later, he has never stopped working to get closer to his customers to better understand their challenges and identify solutions that work to complement the decision-making process. In 2006 Mr. Brynteson launched his second firm, Market Awareness, in response to his own constant and unmet need for reliable, data-driven insight into his clients’ perspectives and perceptions. Since launching their one-of-a-kind competitive intelligence solution, Market Awareness has been met with overwhelming support at all levels of clients organizations, for companies of all sizes across all industries.  Glen co-chairs the SCIP Austin, Texas chapter and was recently elected to serve on the SCIP Board of Directors 2013.

New Washington (Seattle) Chapter: Strategic Market Analysis, April 30

We are pleased to announce the launch of Strategic and Competitive Intelligence Professionals (SCIP)’s Washington state chapter!  Chapter co-chairs are Mark Huson and Ashley Rees.  We look forward to being a platform for best practices and shared learning. Whether you’re a current or prospective SCIP member, please join us for our official chapter launch event on Tuesday, April 30, where we’ll provide a glimpse of our plans for the chapter over the coming months and years.

The chapter launch will also feature a presentation by Larry Moores, a former U.S. Army officer and current Vice President of Consumer Mobile Analytics and Reporting at Opera Software. Larry is a trusted expert quoted in trade publications. His presentation will focus on market analysis at both the general and strategic level. He’ll cover topics such as understanding the impact of time, separating fact from fiction, processes and analytical frameworks, ethics, and the importance of focusing on action.


Lawrence (Larry) Moores is a marketing and product management executive with an entrepreneurial focus and over 14 years of experience in the mobile communications services market.  Prior to his career in the mobile industry, Larry served as a career U.S. Army officer with over 20 years of experience in a variety of command and staff positions.  Larry is currently Vice President of Consumer Mobile Analytics and Reporting at Opera Software. Prior roles include Vice President of Marketing and Product Management at RealNetworks, Vice President of Wireless Solutions at VeriSign, and Director of Market Planning and Analysis at Illuminet (VeriSign). In addition to a Bachelor of Arts degree from Wake Forest University, Larry holds Masters Degrees from Husson College and the U.S. Army School of Advanced Military Studies (SAMS).