Industry: Management Consulting

Additional Information

I was born curious and love people and started my professional life in sales. However, my curiosity won out, and I became a competitive intelligence (CI) manager in 1985 working for large companies. I like CI since it’s a people activity which brings together people and information across a company that typically don’t communicate. An effective CI process often breaks down silos that can be created through departmental rivalry.

I formed The Business Intelligence Source in 1993 primarily to conduct market research and uncover marketing opportunities for my clients. Now I am sharing the marketing and CI techniques I developed over the years to help companies confidently predict market developments, and thereby improve and sustain their competitive advantage.

I help managers develop or improve their company’s CI process. It can be overwhelming to develop a corporate CI process. I know, I have done it.

I target sales and marketing since when they cooperate with each other, and learn and share knowledge from customers and other sources, their companies sustain market leadership. An example is when Sales elicits information from customers to develop the right products with confidence that they will buy: all without a single customer survey. Unlike a customer survey, sales elicitation is an ongoing process.

I am excited about a constructive business book I am writing on Cooperative Intelligence: practices and attitudes which help managers improve their people skills to become stronger leaders, connectors and communicators. Stay tuned…