How Internal Human Intelligence Networks (HUMINT) Develop External Primary Sources
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The document discusses how companies can develop internal human intelligence (HUMINT) networks to gather external information from primary sources. It recommends that companies map their internal subject matter experts and key relationships to identify information collection opportunities. Companies should establish structured interview processes with willing internal sources and identify external sources to facilitate long-term access to information. The goal is to efficiently employ HUMINT collection methods like passive, research-enabled, and targeted approaches to address business information needs.
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Effective & Efficient Employment
► Effective employment of HUMNT means:
► A HUMINT capability that is both arrayed against external
entities and aligned with internal entities
► Remember Sun Tzu’s dictum: “Thus it is said if you know
them and know yourself, your victory will not be
imperiled.” [The Complete Art of War, translated by Ralph D. Sawyer]
► Efficient employment of HUMINT resources:
► Using a combination of three HUMINT
collection modalities:
► Passive: Opportunistic
► Active: Research enabled
► Directed: Target-specific](https://image.slidesharecdn.com/20140430intelcollab-140501090159-phpapp01/85/How-Internal-Human-Intelligence-Networks-HUMINT-Develop-External-Primary-Sources-7-320.jpg)
How Internal Human Intelligence Networks (HUMINT) Develop External Primary Sources
- 1. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by How Internal Human Intelligence Networks (HUMINT) Develop External Primary Sources A Complimentary Webinar from Aurora WDC 12:00 Noon Eastern /// Wednesday 30 April 2014 ~ featuring ~ Todd Gleghorn Derek Johnson
- 2. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Todd Gleghorn Todd Gleghorn is a civilian Staff Intelligence Officer serving in the Department of Defense (DoD) in Washington, D.C. Todd, a former Naval Intelligence Officer and Cryptologic Linguist, has served in various Analyst, Indications and Warning (I&W), Signals Intelligence, Liaison, and Operational/Collection roles over a 16+yr career in DoD, to include assignments with Defense Intelligence Agency, the Chairman Joint Chiefs of Staff Intelligence Directorate, the Chief of Naval Operations Intelligence Staff, and as an at-sea Intelligence Officer aboard the USS George Washington (CVN 73). A noted Middle East specialist, he is a graduate of the Defense Language Institute’s multi-dialect Arabic program, received his B.A in Middle East Studies from University of Utah in 1998, and received his M.A. in National Security Affairs from the Naval Postgraduate School’s prestigious Middle East Security Studies program in 2003. Todd received numerous awards for his civilian expeditionary/war zone deployment as a DoD Foreign Liaison Officer in support US Forces-Iraq during the waning months of Operation Iraqi Freedom. The Intelligence Collaborative is the online learning and networking community powered by Aurora WDC, our clients, partners and other friends and dedicated to exploring how to apply intelligence methods to solve real- world business problems. Apply for a free 30-day trial membership at http://IntelCollab.com or learn more about Aurora at http://AuroraWDC.com – see you next time! Disclaimer: the contents of this brief, and the views and/or comments presented during this webinar reflect the personal views of the author and do not represent or reflect those of the Department of Defense, the U.S. Navy, or the Intelligence Community.
- 3. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by α Use the Questions pane on your GoToWebinar control panel and all questions will be answered in the second half of the hour. α You are welcome to tweet any comments on Twitter where we are monitoring the hashtag #IntelCollab or eavesdrop via http://tweetchat.com/room/IntelCollab α Slides will be available after the webinar for embedding and sharing via http://slideshare.net/IntelCollab α To view the recording and download the PPT file, please register for a trial membership at http://IntelCollab.com. Questions, Commentary & Content
- 4. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Agenda ► Business Application of HUMINT ► HUMINT’s Value Add ► Effective & Efficient Employment ► Establish collection modalities maximize ROI for HUMINT investment ► Traditional vs. Alternate Collection Paradigm ► Methodically mapping internal Subject Matter Expert (SME) Network ► Using SME Map results ► Moving beyond the SME Map
- 5. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Business Application of HUMINT ► Applying HUMINT within the private sector context requires some modifications: ► Commercial HUMINT = Primary Source collection ► Structured interviews of willing, witting participants ► Not clandestine; no surreptitious activity ► True representation (SCIP code of ethics) ► Monetary compensation requires careful consideration ► e.g. payments for-fee-services from legally authorized provider; may require independent legal review by General Counsel
- 6. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by HUMINT’s Value-Add ► Provides value-add as both an: ► Independent intelligence discipline, and ► Means to support other Market Intel activities ► Traditional valuation of ROI is notoriously difficult to calculate for HUMINT ► Monetizing the value of HUMINT is potentially misleading ► However, arraying investments on basis of capability balanced against anticipated outcomes is necessary… ► Holistic measures of value must be developed that highlight the human context: ► Underlying value is in projection: plans & intentions ► Underestimated value is in enabling: tipping & cueing
- 7. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Effective & Efficient Employment ► Effective employment of HUMNT means: ► A HUMINT capability that is both arrayed against external entities and aligned with internal entities ► Remember Sun Tzu’s dictum: “Thus it is said if you know them and know yourself, your victory will not be imperiled.” [The Complete Art of War, translated by Ralph D. Sawyer] ► Efficient employment of HUMINT resources: ► Using a combination of three HUMINT collection modalities: ► Passive: Opportunistic ► Active: Research enabled ► Directed: Target-specific
- 8. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by HUMINT Collection Modalities Target- Specific Research Enabled Opportunistic Closely Managed Resource dependent Best ROI Generalized searching Minimal Investment Focusing Collection Low Hanging Fruit Existing Resources Builds Foundation ~ P A S S I V E C O L L E C T I O N ~ ~ A C T I V E C O L L E C T I O N ~ ~ D I R E C T E D ~
- 9. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Traditional Paradigm: Requirements ► Traditional Paradigm: ► Requirements driven HUMINT collection ► Focus: ► Answer Key Intelligence Topics (KIT) / Key Intelligence Questions (KIQs) ► Results: ► Often generates breadth of information surrounding discreet requirements (KIQs) iteratively ► Tends to only partially address or minimally satisfy the entire requirement (KIT) ► Requires frequent collection re-visits & KIQs/KITs modification….
- 10. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Alternate Paradigm: Access ► Alternate Paradigm: ► Access-based HUMINT collection ► Focus: ► Develop collection opportunities with the aim of facilitating long- term access to specific industry/business sector ► Results: ► Establishes a strategic foothold to enable recurrent collection against enduring targets ► Key nodes identified; assists in highlighting SMEs ► Potentially positions against broader requirement set (evolving KIQs/KIQs) within a particular industry ► Internal sources likely most legally feasible; external experts with indirect ties best positioned (“voyeurs” vs. “insiders”)
- 11. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Mapping the Internal Network: Part I – Formal Structure ► Mapping should begin with the formal organizational lay- out ► Identifies the designated leadership ► All-levels and internal organizational reporting structure key President/CEO Marketing DIV Head Branch Mgr Project Mgr Sales DIV Head Branch Mgr Project Mgr Production DIV Head Branch Mgr Project Mgr General Counsel COO/Strategy Office
- 12. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Mapping the Internal Network: Part II – Informal Structure ► Progresses to mapping the informal organizational construct ► Identifies the Thought leaders, Subject Matter Experts (SMEs), or Fixers within the organization (company) President/CEO Marketing Advertising Mgr Publications / New Media Rep Sales External Sales Foreign Sales Rep Production Product A Quality Control Officer GC’s Due Diligence Investigator CEO’s Executive Assistant
- 13. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Mapping the Internal Network: Part III – Key Relationships ► Begin to identify informal relationships between: ► SMEs ► Thought Leaders ► Fixers ► Formal leaders ► Articulate Lines of Effort (LOEs) in support of Business Mission ► Key nodes emerge ► LOE convergence creates potential: ► Cross Functional Collection Business Mission Due Diligence Investigator Advertising Mgr Foreign Sales Rep Quality Control Officer CEO’s Executive Assistant Marketing Div Head New Media Rep COO Strategy Office
- 14. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Using SME Mapping Results ► Develop Key Nodes into established internal sources ► Fully exploit SME knowledge base and external rolodex through recurrent, structured interviews ► ID external sources to enable long-term access ► Points of convergence between separate LOEs used to create unique, cross-functional collection opportunities ► Establish project-specific, non-traditional HUMINT collection teams ► Internal sources are most effective when trained and cognizant of end state
- 15. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Moving beyond the SME Map ► Establish mechanisms to capture external engagements and to share key info resources ► Example: After-Action Reports & Share Point sites ► Enable company-sponsored outlets for Thought leaders/SMEs/Fixers to capture hard-to-get info: ► Establish a “Business Laboratory” or “Innovation Exhibit” to showcase employee creativity focused on business LOEs ► Ask employees to invite outside experts to visit company – create collection opportunity ► Encourage colleagues to contribute to shared SME database and help create SME map
- 16. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Thank you! Now how about a little Q&A? Email: [email protected] The Intelligence Collaborative is the online learning and networking community powered by Aurora WDC, our clients, partners and other friends and dedicated to exploring how to apply intelligence methods to solve real- world business problems. Apply for a free 30-day trial membership at http://IntelCollab.com or learn more about Aurora at http://AuroraWDC.com – see you next time! Todd Gleghorn