Brosura Cursuri ICSS

INTEGRATED CORPORATE SECURITY SERVICES
intelligence professionals in the world of business
ABOUT US
ICSS is a team of intelligence professionals that uses their

knowledge and experience in the world of business to the benefit of
companies seeking competitive advantage and
security.
business
CONSULTANCY
intelligence
Our team of trusted advisors provides customised

support to selected business leaders, both in Romania and abroad.
ICSS helps companies to develop internal intelligence and counterintelligence functions, which are a strategic asset for any companys
competitiveness and security.
TRAINING
ICSS
certified
is the only
training provider in business &
competitive intelligence in Romania (COR code 242217). Our team
offers a full range of courses - novices and experts - under the guidance
of professional instructors.
www.icssromania.ro
Pachet cursuri informaii pentru afaceri
A. Senior& Top management - Curs de informaii pentru afaceri

B. Curs de iniiere expert informaii pentru afaceri
C. Curs de culegere informaii prin metoda Elicitation
D. Curs de analiza informaiilor*
E. Curs de analiza informaiilor*
- Metoda ipotezelor concurente - Metoda competitor profiling F. Curs de exploatare surse deschise
G. Curs Patent Analysis
(OSINT)
H. Curs de informaii pentru afaceri dedicat managerilor de proiect
*La solicitarea Beneficiarului se poate oferi un curs dedicat de Analiza informaiilor,
incluznd un set complet de metode de analiz (Brainstorming, Generarea Scenariilor,
Metoda ipotezelor concurente, Metoda drumului critic, Analiza legturilor, Competitive
Blind-spots, Echipa Roie, Grafice/Diagrame Evenimente, Metoda gndirii critice .a.). De
asemenea, pot fi oferite i alte cursuri dedicate n domeniul informaiilor pentru afaceri,
potrivit nevoilor Beneficiarului.
Informaii pentru afaceri (business&competitive intelligence) = activitate legal, derulat
n sprijinul procesului decizional i al operaiunilor unei companii/organizaii, ce urmrete
gestionarea INCERTITUDINII prin definirea nevoilor de informaii, culegerea i
prelucrarea lor, precum i raportarea/diseminarea de produse specifice.
Elicitation= Un proces de culegere a informaiilor din surse umane prin folosirea unei
discuii dirijate astfel nct s fie mascat intenia culegtorului de a obine informaii,
precum i faptul c acestea au fost furnizate.
OSINT= Open-source intelligence este un proces de colectare de informaii relevante din
surse disponibile n spaiul public (surse deschise) i prelucrarea lor n forma de produse
informative finite (care sprijin procesul decizional i operaiunile).
Analiza informaiilor = proces sistematic de validare, grupare, procesare, interpretare i
prezentare a informaiilor provenite dintr-un singur tip de surs, sau din surse diverse, n
vederea fundamentrii unei decizii.
S.C. Integrated Corporate Security Services SRL

C.I.F. RO28063793, R.C. J40/1881/2011
Bucureti, str. Al.S. Pukin nr. 10, et.4, C30, sector 1
Tel/Fax: +40-213.144.333; Mail: office@icssromania.ro
A. Senior&Top management - Curs de informaii pentru afaceri

Descriere:
Cursul de informaii pentru afaceri dedicat managerilor* a fost proiectat pornindu-se de la
premisa c orice decizie de business trebuie s fie bazat pe un set de informaii supuse unui
proces cognitiv. Valoarea medie a deciziilor luate de un manager depinde n mod direct de
calitatea informaiilor la care acces i de calitatea procesrii acestor informaii.
Cursul ofer o perspectiv concentrat asupra rolului informaiilor pentru afaceri i a
modelelor profesionale n care pot fi aplicate. n mediul de afaceri al secolului XXI,
necunoaterea sau nelegerea greit a domeniului informaii pentru afaceri reprezint un
obstacol real n realizarea unor performane superioare.
Prin prelegeri interactive i exerciii practice participanii vor experimenta perspectiva
domeniului intelligence asupra mediului de afaceri.
*Not:
Exist dou mari categorii de manageri: (a) cei care, intuitiv, i asum efortul de fundamentare a
deciziilor, gestionnd o reea proprie de surse, verificnd i procesnd informaiile, fr pregtire
specializat i ca o funcie secundar atribuiunilor de baz ale managerului; (b) cei care au delegat
funcia de informaii pentru afaceri unei persoane sau unui compartiment specializat, pstrnd
controlul asupra acesteia (n acelai mod n care controleaz i celelalte funcii din organizaie).
Obiective:
Participanii vor:
- nelege potenialul informaiilor pentru afaceri pentru dezvoltarea, securitatea si
continuitatea afacerii;
- cunoate dou modele funcionale ale activitii de informaii pentru afaceri;
- aplica la nivel personal unul dintre modelele funcionale ale informaiilor pentru afaceri;
- nelege i facilita identificarea nevoile reale de informaii ale organizaiei, n raport cu
viziunea proprie, strategia de afaceri, obiectivele i aciunile n mediu de afaceri
- nelege procesul de implementare a unei funcii de informaii pentru afaceri n cadrul
propriei companii;
- nelege cadrul optim de relaionare ntre lider/manager i specialitii n informaii pentru
afaceri;
- cunoate cadrul etic i legal al domeniului informaii pentru afaceri.
Agenda:
- relaiile dintre propria organizaie i elementele din suprasistem (mediul extern), respectiv
subsistem (mediul intern)
- aspecte introductive privind informaiile pentru afaceri (Business&Competitive
Intelligence);

C.I.F. RO28063793, R.C. J40/1881/2011
- modele funcionale ale procesului de intelligence (Intelligence Cycle, Target Centric

Approach);
- identificarea nevoilor de informaii ale organizaiei;
- modele de implementare a unei funcii specializate de informaii pentru afaceri n
organizaie;
- analiza cost/beneficii a implementrii unei funcii de informaii pentru afaceri;
- produse informaii pentru afaceri (intelligence);
- relaia beneficiar/furnizor de materiale de intelligence;
- noiuni de protejarea si control ale organizaiei de ofensivele competitorilor n spaiul
informaiilor pentru afaceri (Competitive Counter-Intelligence);
- aspecte etice i legale ale informaiilor pentru afaceri.
Audien: Cursul se adreseaz persoanelor de nivel senior si top management. Numrul de
participani este ntre 6 i 12.
Durata: 3 zile (sau flexibil 2+1zi).

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B. Curs de iniiere expert informaii pentru afaceri

Descriere:
Cursul de iniiere expert informaii pentru afaceri este primul (i singurul) curs acreditat de
ctre Autoritatea Naional pentru Calificri (ANC), prin care se recunoate calitatea
profesional a unei persoane de a ocupa poziia de expert informaii pentru afaceri ntr-o
companie (cod COR 242217).
Cursul const ntr-un pachet de prelegeri i exerciii individuale sau de grup, menite s
introduc participantul n domeniul informaiilor pentru afaceri, s-i dezvolte competenele
i abilitile de baz aferente ocupaiei expert informaii pentru afaceri (identificarea
nevoilor de informaii, culegerea de informaii din surse umane, surse deschise .a., analiza
profesional a informaiilor i ntocmirea de produse de informaii pentru afaceri
(intelligence), distribuirea acestora ctre beneficiari, protejarea companiei fa de tentativele
competitorilor de a culege informaii despre aceasta .a.) i s-i ofere o perspectiv asupra
dezvoltrii sale profesionale ca element vital pentru o organizaie companie adaptat
secolului XXI.
Cursul se ncheie cu o sesiune de examinare (component teoretic+practic), n urma creia
se va obine o diplom de atestare profesional emis de ANC (n cazul promovrii
examinrii) sau un certificat de participare la curs (dac nu este promovat examinarea).
Obiective/Competene: Absolvenii cursului vor:
- nelege potenialul informaiilor pentru afaceri pentru dezvoltarea, securitatea si
continuitatea afacerii;
- cunoate i aplica un model funcional al activitii de informaii pentru afaceri;
- facilita identificarea nevoile reale de informaii ale companiei, n raport cu viziunea
liderului, strategia de afaceri, obiectivele i aciunile companiei n mediu;
- utiliza un set de baz de metode de culegere a informaiilor de interes, att din surse
deschise, ct i din surse umane;
- utiliza un set de baz de metode de procesare (evaluare, stocare, analiz i sintez) a
informaiilor;
- disemina/distribuii ntr-o manier adecvat produse informative beneficiarilor interni
(top/senior/middle management);
Agenda:
- aspecte introductive privind informaiile pentru afaceri (Business&Competitive
Intelligence);
- modele funcionale ale procesului de intelligence (Intelligence Cycle, Target Centric
Approach);
- identificarea nevoilor de informaii ale organizaiei;
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- culegerea de informaii prin exploatarea surselor umane;

- culegerea de informaii prin exploatarea surselor deschise;
- metode de evaluare i procesare primar a informaiilor;
- analiza informaiilor (set de metode de baz);
- ntocmirea materialelor informative finite (produse de intelligence);
- relaia cu beneficiarii (management);
- noiuni de protejarea si control ale organizaiei de ofensivele competitorilor n spaiul
informaiilor pentru afaceri (Competitive Counter-Intelligence);
- aspecte etice i legale ale informaiilor pentru afaceri;
- nfiinarea unei funcii specializate de informaii pentru afaceri n organizaie.
Audien: Cursul se adreseaz n special persoanelor care intenioneaz s activeze n
domeniul informaiilor, fiind un prim pas profesional obligatoriu. Dei domeniul este nou la
noi n ar, perspectivele sale excepionale, demonstrate de parcursul su n mediul de afaceri
occidental i est-asiatic, l fac o opiune atrgtoare att pentru specialitii din mariile
companii naionale si multi-naionale, precum si pentru angajatii ntreprinderiilor mici si
mijlocii i chiar liber-profesionisti Numrul de participani este ntre 8 i 16.
Durata: 5 zile (3+2) + 4h sesiunea de examinare (flexibil)

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C. Curs de culegere informaii prin Elicitation

Elicitation= Un proces de culegere a informaiilor din surse umane prin folosirea unei
discuii dirijate astfel nct s fie mascat intenia culegtorului de a obine informaii,
precum i faptul c acestea au fost furnizate.
Descriere: Cursul de Elicitation const ntr-un pachet de prelegeri i exerciii individuale sau
de grup, menite s iniieze participantul n aplicarea unui set de baz de tehnici de elicitation,
precum i s-i ofere cadrul dezvoltrii abilitilor de culegtor de informaii, prin efort
individual i cu ajutorul materialelor de curs. Partea practic a cursului (exerciiile) se
desfoar att n sal, ct i pe teren, fiind parial documentat audio-video pentru analiz i
dezbateri ulterioare. Cursul se finalizeaz cu un test practic. Absolvenii Cursului de
Elicitation vor putea s foloseasc abilitile dobndite n orice contact interpersonal de ordin
profesional sau privat.
Obiective: Absolvenii cursului vor:
- putea identifica vulnerabilitile unui interlocutor n raport cu fiecare tehnic de elicitation;
- putea aplica cel putin 6 tehnici distincte de elicitation;
- contientiza aria de aplicabilitate a procedeului elicitation n raport cu alte metode de
culegere de informaii;
- recunoate intenia de utilizarea a unei tehnici de elicitation mpotriva propriei persoane sau
a altora.
Agenda:
- utilizarea procedeului elicitation n culegerea de informaii;
- caracteristici umane exploatabile prin elicitation;
- procesul de elicitation;
- relaia personal culegtor-surs n elicitation;
- tehnici de elicitation;
- web-elicitation (aplicarea procedeului n contactele din mediu virtual)
- identificarea tentativelor de elicitation i forme de rspuns;
- aspecte etice ale utilizrii procedeului elicitation.
Audien: Datorit aplicabilitii foarte vaste a procedeului elicitation, att n plan
profesional ct i personal, acest curs se adreseaz oricror persoane cu atribuii de serviciu
care implic contacte cu persoane din exteriorul companiei (management, informaii pentru
afaceri, resurse umane, vnzri, relaii publice, marketing etc.) sau care doresc s-i dezvolte
abilitile personale n obinerea de informaii de la interlocutori (fr ca acetia s
contientizeze divulgarea informaiilor). Numrul de participani este ntre 8 i 24.
Durata: 2 zile

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D. Curs de exploatare surse deschise (OSINT)

OSINT= Open-source intelligence este un proces de colectare de informaii relevante din
surse disponibile n spaiul public (surse deschise) i prelucrarea lor n forma de produse
informative finite (care sprijin procesul decizional i operaiunile).
Descriere: Cursul de OSINT const ntr-un pachet de prelegeri i exerciii individuale sau de
grup, menite s dezvolte capacitatea participantului de a culege mai eficient informaii din
mediul virtual (Internet), precum i s-i ofere un cadru de analizare a acestora. De asemenea,
participanii sunt nvai cum s navigheze n spaiul cibernetic fr a lsa urme (amprenta
electronic individual sau a organizaiei de care aparin). Partea practic a cursului
(exerciiile) se desfoar n sal (conectat la Internet). Cursul se finalizeaz cu un test
practic.
- nelege potenialul Internetului din perspectiva informaiilor pentru afaceri;
- deveni mai eficieni n folosirea Internetului ca surs de informaii i investigaii;
- putea evalua sursele disponibile pe Internet;
- putea organiza i arhiva eficient informaiile culese din surse disponibile pe Internet;
- pstra sigurana i confidenialitatea pe timpul culegerii informaiilor
Agenda:
- nelegerea modalitilor de indexare i prioritizare specifice diferitelor motoare de cutare;
- planificarea culegerii de informaii i investigare n spaiul cibernetic;
- strategii i unelte de cutare n Surface sau Deep Web;
- evaluarea surselor disponibile pe Internet;
- exploatarea reelelor sociale, blogosferei, bazelor de date de tip wiki etc;
- anonimizarea prezenei n spaiul cibernetic;
- aspecte etice i legale n folosirea Internetului;
- tehnici de colaionare, organizare i arhivare a informaiilor;
- tehnici i metode de analiz a informaiilor.
Audien: Acest curs se adreseaz persoanelor care ndeplinesc n organizaie funcii
orientate ctre informaie (informaii pentru afaceri cu toate atribuiunile domeniului, due
diligence, protecia brandului, managementul reputaiei, profilul angajailor etc.) sau care
doresc s-i dezvolte abilitile personale n obinerea de informaii prin exploatarea legal a
surselor deschise. Numrul de participani este ntre 8 i 24.
Durata: 2 zile

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E. Curs de analiza informaiilor (Metoda ipotezelor concurente)

Metoda ipotezelor concurente = metoda structurat de analiz a informaiilor ce const ntro succesiune algoritmic n opt pasi, n urma aplicrii creia se va justifica selectarea unei
ipoteze de evoluie a unui fenomen sau proces de interes pentru compania/organizaia care o
solicitat sprijin decizional.
Descriere: Cursul const din prelegeri (aproximativ 30% din perioada cursului) i aplicaii
practice prin care participanii dobndesc abilitile necesare aplicrii metodei ipotezelor
concurente, instrument derivat din metoda tiinific prin care se ierarhizeaz mai multe
scenarii concurente n funcie de improbabilitatea acestora.
Metoda ipotezelor concurente are o larg aplicabilitate n identificarea raional, informat i
verificabil a celor mai paluzibile scenarii, ce vor fi incluse n materiale informative de tip
predictiv, critice pentru fundamentarea deciziilor pe termen mediu i lung. Metoda ipotezelor
concurente este folosit de peste 30 de ani, cu rezultate remarcabile, de servicii
guvernamentale pentru informarea decidenilor politici.
Obiective - Absolvenii cursului vor putea:
- dezvolta un set de abiliti, cunotine i tehnici eseniale legate de analiza informaiilor;
- contientiza aria de aplicabilitate a metodei n raport cu altele;
- putea aplica cu succes metoda ipotezelor concurente pentru a gestiona incertitudinea fa de
mai multe posibile scenarii de evoluie a unui proces;
- prezenta beneficiarilor rezultatele analizei proprii ntr-o form uor de neles.
Agenda:
- descrierea metodei ipotezelor concurente i a ariei sale de aplicabilitate;
- tehnici de generare a ideilor, ipotezelor i scenariilor;
- aplicarea metodei ipotezelor concurente: bune practici, capcane;
- dinamica influenrii unui sistem, proces sau fenomen de ctre concretizarea unei ipoteze;
- realizarea raportului final de analiz i metode de prezentare ctre beneficiar.
Audien: Datorit aplicabilitii extinse a procedeului de analiz a ipotezelor concurente, n
orice domeniu care presupune luarea unor decizii raionale pe termen mediu sau lung (deci cu
grad sporit de incertitudine), acest curs se adreseaz persoanelor cu atribuii de serviciu care
implic realizarea de analize (management, informaii pentru afaceri, resurse umane, vnzri,
relaii publice, marketing etc.) sau care doresc s-i dezvolte abilitile de decident. Numrul
de participani este ntre 8 i 24.
Durata: 1 zi

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F. Curs de analiza informaiilor (Metoda competitor profiling)

Metoda competitor profiling = metoda structurat de analiz a informaiilor ce const n
evaluarea informaiilor disponibile proiectarea cu un grad sporit de acuratee a profilului unui
competitor sau agent economic, n raport cu propria organizaie. Metoda mai este cunoscut
i sub denumirea de analiz situaional.
Descriere: Cursul este proiectat n formatul prelegere+exerciii practice (studii de caz) astfel
nct participanii s exerseze individual i n grup metoda competitor profiling. Pentru
eficien sporit a cursului este recomandat ca acesta s fie orientat ctre un domeniu de
activitate agreat nainte de nceperea cursului (pentru orientarea studiilor de caz i a
exerciiilor).
- cunoate aria de aplicabilitate a metodei n raport cu altele;
- putea aplica cu succes metoda pentru ntocmirea profilului entitilor competitoare studiate,
dar i a profilului propriei organizatii companii;
- putea analiza profilul competitorului n raport cu interesele propriei companii, identificnd
oportuniti, vulnerabiliti, ameninri poteniale i riscuri;
- prezenta beneficiarilor rezultatele analizei proprii ntr-o form uor de neles.
Agenda:
- descrierea metodei competitior profiling i a ariei sale de aplicabilitate;
- descrierea sistemic a relaiilor dintre entitile mediului de afaceri (oportuniti,
vulnerabiliti, ameninri poteniale, riscuri, ameniri concrete);
- exersarea unor tehnici specifice de realizare a matricilor SWOT ;
- analiza matricii oportunitilor, respectiv a riscurilor i ameninrilor concrete prin prisma
probabilitilor de manifestare a acestora;
- realizarea raportului final de analiz i metode de prezentare ctre beneficiar.
Audien: Datorit aplicabilitii procedeului de analiz a tehnicii competitor profiling n
orice mediu competitiv, acest curs se adreseaz oricror persoane cu atribuii de serviciu care
implic realizarea de analiz competitiv (management, informaii pentru afaceri, vnzri,
marketing etc.) sau care doresc s-i dezvolte abilitile personale n analizarea situaiilor de
competitivitate (inclusiv n mediul extra-profesional).
Numrul de participani este ntre 8 i 24.
Durata: 1 zi

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G. Curs Patent Analysis

Patent Analysis = Component a informaiilor pentru afaceri ce rspunde nevoilor strategice
ale managementului companiei privind dezvoltarea tehnologic a produselor i serviciilor
proprii sau ale altor juctori din pia.
Descriere: Cursul Patent Analysis const ntr-un pachet de prelegeri i exerciii individuale
sau de grup, n urma crora participantul dobndete cunotinele i abilitile necesare pentru
identificarea celor mai recente evoluii tehnologice ntr-un domeniu specific de activitate i
ntocmirea de materiale informative referitoare la acestea. Participanii au acces la resurse
legislative i informaionale (liste de surse) la care se vor putea raporta n activitatea viitoare.
- cunoate principalele elemente legislative privind proprietatea intelectual;
- cunoate i exploata un set de surse specifice proprietii intelectuale tehnologice;
- putea utiliza diferite instrumente software de Patent Analysis;
- putea redacta produse informative finite de tip Patent Analysis
- putea ininia o funcie de informare periodic a managementului companiei cu privire la
cele mai recente dezvoltri tehnologice din domeniul de activitate a firmei, respectiv din
domeniile conexe.
Agenda:
- rolul Patent Analysis n obinerea de avantaje competitive de tip tehnologic;
- elemente legislative privind proprietatea intelectual;
- Patent Analysis ca proces i subsistem al informaiilor pentru afaceri;
- surse de informaii: exploatare direct, exploatare prin instrumente software;
- analiza informaiilor;
- materiale finite de tip Patent Analysis;
- bune practici n Patent Analysis.
Audien: Cursul este destinat persoanelor cu atribuii de serviciu n domeniul informaiilor
pentru afaceri, R&D sau celor care sunt interesate de a-i eficientiza dezvoltarea personal
ntr-un domeniu tehnic. Numrul de participani este ntre 8 i 24.
Durata: 1 zi

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10
H. Curs de informaii pentru afaceri dedicat managerilor de proiect

Descriere:
Cursul de informaii pentru afaceri dedicat managerilor de proiect este conceput pentru a
oferi participanilor, ntr-o form condensat, cunotinele i abilitile gestionrii domeniului
informaii pentru afaceri la nivelul unui proiect individual. Din acest motiv cursul este
puternic orientat ctre dimensiunea operaional a intelligence, cel mai bine reprezentat de
paradigma Abordrii Centrate pe int (Target Centric Approach).
Prin prelegeri interactive i exerciii practice participanii vor experimenta perspectiva
domeniului intelligence asupra managementului proiectelor.
Obiective:
Participanii vor:
- nelege potenialul informaiilor pentru afaceri pentru conceperea, planificarea, execuia,
controlul performanei i ncheierea unui proiect;
- cunoate i aplica modelul funcional Target Centric Approach;
- nelege i facilita identificarea nevoilor reale de informaii ale echipei de proiect n raport
cu obiectivele, termenele, costurile, controlul calitii, riscurile i beneficiile proiectului;
- gestiona cu un grad sporit de eficien resursele disponibile pe linie informaional, att pe
componenta de culegere, ct i de analiz;
Agenda:
- relaiile dintre propria echip i elementele din suprasistem (mediul extern), respectiv
subsistem (mediul intern);
- eficientizarea componentei operaionale prin informaii pentru afaceri;
- un model funcional al procesului de intelligence (Target Centric Approach);
- identificarea nevoilor de informaii ntr-un proiect;
- resurse pe linie informaional n cadrul proiectelor;
- gestionarea culegerii de informaii n cadrul unui proiect;
- gestionarea resurselor analitice n cadrul unui proiect;
- analiza cost/beneficii a implementrii unei funcii de informaii pentru afaceri;
- noiuni de protejarea si control a proiectului n spaiul informaiilor pentru afaceri
(Competitive Counter-Intelligence);
- aspecte etice i legale ale informaiilor pentru afaceri.
Audien: Cursul se adreseaz managerilor de proiect (ntre 8 i 16 participani).
Durata: 2 zile

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Competitive Intelligence training

A. Competitive Intelligence for Senior & Top Management (3 days)
B. Initiation in Competitive Intelligence (5 days)
C. Exploiting human sources Elicitation (2 days)
D. Open Source Intelligence (OSINT) (2 days)
E. Intelligence analysis*
F. Intelligence analysis*
- Analysis of Competing Hypotheses - Competitor Profiling Method Method (1 day)
(1 day)
G. "Patent Analysis"
H. Competitive intelligence for project managers (2 days)
At Client's request, a custom made Intelligence Analysis training pack can be offered,
including a full set of Analytical tools (Brainstorming, Scenario Generation, Analysis of
Competing Hypotheses, Critical Path, Competitive Blind-spots, Red Team, Link Analysis,
Event Charts/Pies, Critical Thinking and others). Other custom made trainings within the
CI area or national security and governmental intelligence can be the negotiated, according
to the needs of the Client.
Competitive Intelligence (CI) = a systematic and ethical programme for gathering,
analyzing, and managing any combination of Data,
Information, and Knowledge concerning the Business environment in which a company
operates that, when acted upon, will confer a
significant Competitive advantage or enable sound decisions to be made. Its primary role is
Strategic early warning. Although narrower in
scope, it is commonly employed as a synonym for Business intelligence.
Intelligence analysis = a systematic examination of any combination of relevant Data,

Information, and Knowledge for applicability or significance, and the transformation of the
results into actionable Intelligence that will improve Planning and decision-making or
enable the development of strategies that offer a sustainable Competitive advantage.
Competitive Counterintelligence refers to those activities that are concerned with
identifying and counteracting the threats to own
organization, its assets and security, posed by competitors or by individuals engaged in legal
(Competitive Intelligence) or illegal (Espionage,
sabotage or subversion) hostile activities.

C.I.F. RO28063793, R.C. J40/1881/2011
12
A. Competitive Intelligence for Senior & Top Management

Competitive Intelligence (CI) = a systematic and ethical programme for gathering,
analyzing, and managing any combination of Data,
Information, and Knowledge concerning the Business environment in which a company
operates that, when acted upon, will confer a
significant Competitive advantage or enable sound decisions to be made. Its primary role is
Strategic early warning. Although narrower in
scope, it is commonly employed as a synonym for Business intelligence.
Description:
Competitive Intelligence for Senior & Top Management* was designed based on the
premise that every business decision should be based on a set of information subject to a
cognitive process. The average value of decisions taken by a manager depends directly on the
quality of information to which he has access and his processing capability.
The course provides a focused perspective on the role of CI and the professional models that
can be applied. In the business environment of the 21 st century, ignorance or
misunderstanding of CI field is a real obstacle in achieving superior performance.
Through interactive lectures and practical exercises participants will experience the
intelligence field applied on the business environment.
* Note:
There are two main types of managers: (a) those which, intuitively, assume the effort to base
their decisions through the management of their own network of sources, checking and
processing information, without specialized training and as a secondary function of the
manager's main attributions; (b) those who delegated the CI function to a person or a
specialized compartment, while retaining control over it (in the same way that control the
other functions in the organization).
Objectives:
The participants will:
- Understand the potential of CI for the development, security and business continuity of an
organization;
- Be able to identify two working models of CI activity;
- Apply on a personal level one of the functional models of CI;
- Understand and help identify the real information needs of the organization in relation to
their vision, business strategy, objectives and actions in the business environment;
- Understand the process of implementing a CI function within their company;
- Understand the optimal relationship between the leader / manager and CI specialists;
- Know the ethical and legal framework of CI.
Agenda:
- The relation between their own organization and the elements of supra-system (external
environment) and subsystem (internal environment);
- Introductory issues regarding CI;
C.I.F. RO28063793, R.C. J40/1881/2011
13
- Functional models of the process of intelligence (Intelligence Cycle, Target Centric

Approach);
- Identifying information needs of the organization;
- Models for the implementation of a CI function in the organization;
- Cost / benefits analysis of the implementation of a CI function;
- CI products CI;
- The relationship between the beneficiary and the CI practitioner;
- Notions of protection and control of the organization against offensives in the information
environment from business competitors (Competitive Counter-Intelligence);
- Ethical and legal aspects of CI.
Audience: This course is designed for senior and top management level. The number of
participants is between 6 and 12.
Duration: 3 days (or flexible 2+1 days).

C.I.F. RO28063793, R.C. J40/1881/2011
14
B. Initiation in Competitive Intelligence

Description: Initiation in Competitive Intelligence is the Romanian only course
accredited by the National Qualifications Authority (NQA), which recognizes the
professional quality of a person to occupy the position of CI expert in a company.
The course consists of lectures and a package of individual and group exercises designed to
introduce the participant to the CI domain, to develop his competences and basic skills in
the profession of CI expert (identifying intelligence needs, collecting information from human
sources, open sources etc, professional analysis and preparation of intelligence products,
intelligence dissemination to beneficiaries, protecting the company from competitors
attempts to collect intelligence about own organization) and to offer a perspective on his
professional development as a key element in a modern organization/company, adapted to the
21st century.
Objectives: Graduates of the course will:
- Understand the potential of CI for the development, security and business continuity of an
organization;
- Be able to identify and apply one working model of CI activity;
- Help identify the real intelligence needs of the organization in relation to the leaders vision,
business strategy, objectives and actions in the business environment;
- Be able to use a set of basic methods of collection, both from open and human sources;
- Be able to use a set of basic data and information processing methods and skills (evaluation,
storage, analysis, synthesis, intelligence writing).
- Be able to distribute intelligence products in an adequate manner to internal beneficiaries
(top/senior/middle management);
Agenda:
- Introduction in CI field;
- Functional models of the intelligence process (Intelligence Cycle, Target Centric
Approach);
- Identifying the intelligence needs of the organization;
- Human sources exploitation;
- Open sources exploitation;
- Assessment and primary processing of data and information;
- Intelligence analysis (core set of methods);
- Preparation of intelligence products;
- CI relation with the beneficiaries (management);
- Basic protection of the organization against intelligence offensives from business
competitors (Competitive Counter-Intelligence);
- Ethical and legal aspects of CI;
- Establishing a CI function in the organization.
Audience: The course is a must as a first professional step for the individuals who intend to
work in CI. The number of participants is between 8 and 16.
Duration: 5 days
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C. Exploiting human sources - Elicitation

Elicitation is an information-gathering process from human sources by using a guided
discussion in order to hide the collector's intention to obtain information, and the fact that
they were provided.
Description: The course of elicitation consists of a set of lectures and individual and group
exercises designed to introduce the participant in applying a basic set of elicitation
techniques, as well as to acquire the information-gathering skills, through individual effort
and with the help of course materials. Elicitation Course graduates will be able to use their
skills in any interpersonal contact of a professional or private nature.
Objectives: Graduates of the course will be able to:
- Identify the partners vulnerabilities in relation to each elicitation technique;
- To apply at least six distinct elicitation techniques;
- Be aware of the scope of the elicitation process in relation to other methods of collection;
- Recognize the intended use of elicitation techniques against him or others.
Agenda:
- The use elicitation for collection purposes;
- Human characteristics to be exploited through elicitation;
- The elicitation process;
- The relationship between the collector and his source;
- Elicitation techniques;
- Web-elicitation (application of the process with virtual contacts)
- The identification of elicitation attempts and ways to respond;
- Ethical aspects of the elicitation method.
Audience: Due to the vast applicability of the elicitation method, both professionally and
personally, this course is addressed to anyone with a function involving contacts with people
outside the company (management, CI, human resources, sales, public relations, marketing,
etc.) or want to develop personal skills in collecting information from the interlocutors
(without their awareness). The number of participants is between 8 and 24.
Duration: 2 days

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D. Open Source Intelligence (OSINT)

OSINT = Open-source intelligence is a process of collecting relevant information from
publicly available sources (open sources) and processing the information in the form of finite
intelligence products (which support decision-making and operations).
Description: OSINT course consists of a set of lectures and individual and group exercises
designed to develop participant's ability to efficiently collect information from the virtual
environment (the Internet) and will provide a framework for analysis. In addition, the
participants are taught how to navigate in cyberspace without leaving "footprints" (individual
electronic footprints or those of the organization they belong to). The practical part of the
course (exercises) takes place indoor (connected to the Internet).
Objectives: The graduates of the course will be able to:
- Understand the potential of the Internet in terms of CI;
- Become more efficient in using the Internet as an information and investigation source;
- To assess the sources available on the Internet;
- Effectively organize and archive the data collected from sources available on the Internet;
- Ensure the security and privacy during collection.
Agenda:
- To understand the specific indexing and prioritizing methods of various search engines;
- To plan the collection and investigation in cyberspace;
- Strategies and tools for Surface and Deep Web search;
- Evaluation of the sources available on the Internet;
- Exploiting social networks, blogosphere, wikis databases etc.
- Anonymous presence in cyberspace;
- Ethical and legal use of the Internet;
- Techniques of collating, organizing and archiving information;
- Techniques and methods of data analysis.
Audience: People who interact with open sources while exercising their professions(CI
functions, due diligence, brand protection, reputation management, employee profile, etc.) or
those who want to develop personal skills in collecting information by exploiting open
sources. The number of participants is between 8 and 24.
Duration: 2 days

C.I.F. RO28063793, R.C. J40/1881/2011
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E. Intelligence analysis (Analysis of Competing Hypotheses)

Analysis of competing hypotheses = a method of intelligence analysis consisting of an
algorithmic sequence of eight steps, whose application will justify the selection of a
hypothesis for the evolution of a process or phenomenon of interest for the
company/organization, which requested support in decision-making.
Description: The course consists of lectures (approximately 30% of the courses time) and
practical applications through which participants acquire the necessary skills in applying the
analysis of competing hypotheses, a tool derived from the scientific method which ranks
several competing scenarios according to their improbability.
The analysis of competing hypotheses method has a wide applicability in rational, informed
and verifiable identification of the most plausible scenarios that will be included in materials
of a predictive type, critical to support decisions on a medium- and long- term. The analysis
of competing hypotheses method has been used for more than 30 years, with remarkable
results, by the government services in order to inform policy makers.
Objectives - Course graduates will be able to:
- Develop a set of essential skills, knowledge and techniques related CI analysis;
- Be aware of the scope of the method in relation to other methods;
- To apply the analysis of competing hypotheses method successfully in order to manage
uncertainty, over several possible scenarios for the evolution of a process;
- Present to beneficiaries their analysis results in a comprehensible form.
Agenda:
- Description of the analysis of competing hypotheses and its range;
- Techniques to generate ideas, hypotheses and scenarios;
- Analysis of competing hypotheses method application: best practices, pitfalls;
- The dynamic of system influence, of a process or a phenomenon towards the fulfilling of a
hypothesis;
- Execution of the final analysis and presentation methods in front of the beneficiary.
Audience: Due to the extended applicability this method in any area that requires rational
decision making on a medium- or long-term (with a high degree of uncertainty), this course is
aimed at individuals with tasks involving the development of analysis (management, CI,
human resources, sales, public relations, marketing, etc.) or those who wish to develop
decision-maker skills. The number of participants is between 8 and 24.
Duration: 1 day

C.I.F. RO28063793, R.C. J40/1881/2011
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F. Course on information analysis (Competitor Profiling Method)

Competitor profiling = the systematic Analysis of competitors in order to learn from their
strengths and exploit their weaknesses. The knowledge acquired is used to gain and maintain
a Competitive advantage. The method is also known as situational analysis.
Description: The course is designed in the lecture + practical exercises format (case studies)
so that participants will practice individually and as a group the competitor profiling method.
For an increased efficiency of the course, it is recommended to direct it towards an industry
approved before the course starts (in order to guide the case studies and exercises).
Objectives: The graduates of the course will:
- Know the scope of the method in relation to other methods;
- Successfully apply the method for preparing the profile of competing entities, as well as the
profile of their own organization / company;
- Be able to analyze the competitors profile in relation to the interests of their own company,
identifying opportunities, vulnerabilities, potential threats and risks;
- Present to beneficiaries their analysis results in a comprehensible form.
Agenda:
- Description of the method of competitive profiling and its range;
- Systemic description of the relationships between entities in the business environment
(opportunities, vulnerabilities, potential threats, risk, actual threats);
- Practice specific techniques to achieve the SWOT matrix;
- Matrix analysis of opportunities, risks and threats that are concrete in terms of the
probability of their manifestation;
- Execution of the final analysis report and presentation methods for the beneficiary.
Audience: Due to the applicability of the process analysis technique of competitor profiling
in any competitive environment, this course is aimed at any individual with tasks involving
the development of competitive analysis (management, CI, sales, marketing, etc.) or those
who want to develop personal skills in analyzing competitive situations (including the extraprofessional environment). The number of participants is between 8 and 24.
Duration: 1 day

C.I.F. RO28063793, R.C. J40/1881/2011
19
G. Course on "Patent Analysis"

Patent Analysis = A component of business intelligence fulfilling the strategic needs of the
companys management regarding the technological development of their own products and
services or of those held by other market players.
Description: The course on "Patent Analysis" consists of a set of lectures and individual and
group exercises, after which the participant acquires the knowledge and skills needed to
identify the latest technological developments in a specific area of activity and preparation of
information materials regarding those developments. The participants have access to legal
and information resources (list of sources) that will be used as benchmarks in future work.
Objectives: The graduates of the course will:
- Know the main pieces of legislation on intellectual property;
- Know and use a set of sources specific to the technological intellectual property;
- Use different software tools of "Patent Analysis";
- Be able to write informative finite products of the "Patent Analysis" type;
- Initiate a function of periodic briefing of the companys management on the latest
technological developments in the companys field of activity, as well as in related fields.
Agenda:
- The role of "Patent Analysis" in obtaining competitive technological advantages;
- Pieces of legislation on intellectual property;
- "Patent Analysis" as a process and subsystem of business intelligence;
- Sources of information: direct exploitation; exploitation through software tools;
- Information analysis;
- "Patent Analysis" type of finite materials;
- Good practices in "Patent Analysis".
Audience: This course is aimed at individuals with tasks in CI, R&D, or those interested in
an effective personal development within a technical domain. The number of participants is
between 8 and 24.
Duration: 1 day

C.I.F. RO28063793, R.C. J40/1881/2011
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H. Competitive intelligence for project managers

Description:
Competitive intelligence for project managers is designed to provide to the

participants, in a condensed form, the knowledge and skills necessary to manage the CI
function in an individual project. For this reason the course is heavily oriented towards the
operational dimension of intelligence, best represented by the paradigm of Target Centric
Approach.
Through interactive lectures and practical exercises the participants will experience the CI
perspective on project management.
Objectives:
The participants will:
- Understand the potential of CI for the design, planning, execution, performance control and
completion of a project;
- Know and apply the Target Centric Approach functional model;
- Understand and facilitate the identification of real intelligence needs of the project team in
relation to the objectives, deadlines, costs, quality control, risks and benefits of the project;
- Manage with greater efficiency data, information and the available informational resources,
both in collection and analysis;
Agenda:
- Relations between your own team and the elements of supra-system (external environment),
respectively the sub-system (internal environment);
- Efficiency of the operational component through CI;
- A functional model of the intelligence process (Target Centric Approach);
- Identifying intelligence needs in a project;
- Intelligence sources within projects;
- Collection management within a project;
- Management of analytical resources within a project;
- Cost / benefits analysis of implementing a CI function;
- Notions of project protection and control in a competitive environment (Competitive
Counter-Intelligence);
- Ethical and legal issues of CI.
Audience: The course is aimed at project managers (between 8 and 16 participants).
Duration: 2 days

C.I.F. RO28063793, R.C. J40/1881/2011
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A. Senior& Top management - Curs de informaii pentru afaceri

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A. Senior&Top management - Curs de informaii pentru afaceri

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- modele funcionale ale procesului de intelligence (Intelligence Cycle, Target Centric

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B. Curs de iniiere expert informaii pentru afaceri

- culegerea de informaii prin exploatarea surselor umane;

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C. Curs de culegere informaii prin Elicitation

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E. Curs de analiza informaiilor (Metoda ipotezelor concurente)

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F. Curs de analiza informaiilor (Metoda competitor profiling)

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G. Curs Patent Analysis

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Competitive Intelligence training

Intelligence analysis = a systematic examination of any combination of relevant Data,

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A. Competitive Intelligence for Senior & Top Management

- Functional models of the process of intelligence (Intelligence Cycle, Target Centric

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B. Initiation in Competitive Intelligence

C. Exploiting human sources - Elicitation

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D. Open Source Intelligence (OSINT)

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E. Intelligence analysis (Analysis of Competing Hypotheses)

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F. Course on information analysis (Competitor Profiling Method)

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G. Course on "Patent Analysis"

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H. Competitive intelligence for project managers

Competitive intelligence for project managers is designed to provide to the

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