Business Confidential : Lessons for Corporate Success From Inside the CIA

Acritical figure in America's Cold War intelligence operations, Peter Earnest knows human nature and how to set priorities to stay true to a mission. With this book, Earnest and bestselling author Maryann Karinch demonstrate how core principles of intelligence apply directly to business strategy. Trust building, loyalty, innovative thinking, using intelligence to support tough decision making, getting the most from human resources all are linchpins of critical business strategy, indispensable to: Vetting, hiring, and training the ideal team Establishing connections with the right people Contingency planning Operating in both friendly and hostile territory Cutting losses at the right time while increasing the overall win ratio With instructive examples from CIA operations and the business world, Business Confidential vividly illustrates the value of the intelligence mindset in today's unpredictable business landscape.

Advance Praise for Business Confidential

“Few if any people know the business of spying and spying as business better than Peter Earnest. His book reveals the remarkable lengths to which the Agency goes to vet, train, and energize its officer cadre. I could see the results in its operations against us.” — Oleg D. Kalugin, former KGB Major General and member of The Soviet Parliament, professor at the Centre for Counterintelligence and Security Studies

“One of the CIA’s most admired intelligence officers, Peter Earnest, applies lessons he learned in the cloak-and-dagger world to entrepreneurship, giving readers a unique and powerful guide to success. For those interested in the business world and the intelligence world, Business Confidential is a treasure trove of wisdom and tips.” — Ronald Kessler, author, The CIA at War, The Terrorist Watch, and In the President’s Secret Service

“If you really want to ‘get smart,’ forget the movie and let Business Confidential teach you how the core principles of the spy world apply directly to your business strategy. Author Peter Earnest’s latest book provides readers with a secret advantage—the powerful (and insightful) lessons and strategies he developed and honed while serving for more than 30 years inside the CIA! Readers can use these same skills to select a winning team, collect vital information, and establish a plan for success. Business Confidential is destined to become a classic, and should be required reading in business (and spy) schools around the country. You will want to read it immediately—especially before your competitors do!”— H. Keith Melton, historical consultant for the CIA, former chairman of one of America’s largest and most successful franchise groups, and author of books on spy technology

“This book contains exciting and revealing insights into some of the unique methodologies practiced by the CIA and applicable to the corporate world from one of its most highly experienced Clandestine Service officers. You will not view intelligence—or your own business—the same way again.”— Albano Ponte, President, DuPont Investment Bankers

“Highly relevant guidance and insights for successfully running a business from a knowledgeable source with a fascinating background in spying. This is an eye-opening read in many respects for today’s business professional.”— Neil Giarratana, CEO (Ret), Marantec America Corporation, and author, CEO Priorities

“Peter Earnest superbly captures the best traits of our nation’s espionage and intelligence service and applies them to business success. This is a must-read for every business executive and aspiring leader of any organization.” — Joel Ticknor, Chairman of Ticknor, Atherton and Associates financial advisers

Contents......Page 8 Foreword......Page 12 Acknowledgments......Page 16 INTRODUCTION: How Much Is Business? How Much Is Espionage?......Page 20 SECTION 1 People with Purpose: The Heart of Success......Page 24 CHAPTER ONE: Where Intelligence Operations and Business Meet......Page 26 The Intersection of Interests......Page 28 Different Approaches, Common Needs......Page 31 Inspiration for Everyday Excellence......Page 33 CHAPTER TWO: What Are the Right Qualities?......Page 36 Who Is an “Officer”?......Page 39 Live the Paradox—Independent Thinking and Team Playing......Page 40 Focus on the Mission......Page 42 First, Do No Harm......Page 46 Deliver Competence, Not Heroics......Page 48 CHAPTER THREE: Hiring to Support Your Mission......Page 52 Preparing to Hire......Page 55 Screening......Page 58 The Initial Interview......Page 59 Testing......Page 65 Making the Cut......Page 75 CHAPTER FOUR: Building a Committed Cadre......Page 78 Fostering Employee Engagement......Page 79 Onboarding......Page 85 Training and/or Education......Page 87 Continuous Training......Page 89 Experiential Learning......Page 96 Continuing Education......Page 105 SECTION 2 The Intelligence Cycle......Page 114 What Is Intelligence?......Page 115 The Challenge of Information Collection......Page 118 Targeted Sources......Page 123 Alternate Sources......Page 127 No Stone Unturned......Page 129 Techniques of Collection......Page 132 Collecting Information on People......Page 140 The Rewards of Collection......Page 142 The Arts of Translation......Page 143 The Arts of Decoding......Page 146 Getting Inside Communications......Page 150 Elicitation Techniques......Page 153 CHAPTER SEVEN: Analysis......Page 156 Approaches to Analysis......Page 158 Factors Affecting Analysis......Page 159 Strategic Insights......Page 162 CHAPTER EIGHT: Dissemination......Page 166 Elements of the President’s Daily Brief......Page 171 Managing Imperfect Information......Page 172 SECTION 3 Organizational Improvement......Page 176 CHAPTER NINE: Public Image......Page 178 Accidental Identity......Page 179 Too Necessary to Be Ugly......Page 180 The Authentic Image......Page 181 Hug Your Enemy; Wash Your Hands......Page 184 MICE at Work......Page 190 The Path of Persuasion......Page 194 Using Projection......Page 202 Outcome Thinking......Page 204 Sorting the Influences......Page 207 Normalizing Change......Page 208 Monitoring Responses to Pressure......Page 213 CHAPTER TWELVE: Damage Assessment......Page 216 The Oversight Function......Page 218 Eliciting Disclosure......Page 219 CONCLUSION: When Advice from a Spy Means Good Business......Page 224 D......Page 226 K......Page 227 P......Page 228 U......Page 229 Source Material and Recommended Reading......Page 230 C......Page 234 E......Page 236 I......Page 237 M......Page 238 P......Page 239 T......Page 240 Z......Page 241 Contents 8 Foreword 12 Acknowledgments 16 INTRODUCTION: How Much Is Business? How Much Is Espionage? 20 SECTION 1 People with Purpose: The Heart of Success 24 CHAPTER ONE: Where Intelligence Operations and Business Meet 26 The Intersection of Interests 28 Different Approaches, Common Needs 31 Inspiration for Everyday Excellence 33 CHAPTER TWO: What Are the Right Qualities? 36 Who Is an “Officer”? 39 Live the Paradox—Independent Thinking and Team Playing 40 Focus on the Mission 42 First, Do No Harm 46 Put Passion to Work 48 Deliver Competence, Not Heroics 48 CHAPTER THREE: Hiring to Support Your Mission 52 Preparing to Hire 55 Screening 58 The Initial Interview 59 Testing 65 Making the Cut 75 CHAPTER FOUR: Building a Committed Cadre 78 Fostering Employee Engagement 79 Onboarding 85 Training and/or Education 87 Continuous Training 89 Experiential Learning 96 Continuing Education 105 SECTION 2 The Intelligence Cycle 114 What Is Intelligence? 115 CHAPTER FIVE: Collection—Challenges and Techniques 118 The Challenge of Information Collection 118 Targeted Sources 123 Alternate Sources 127 No Stone Unturned 129 Techniques of Collection 132 CHAPTER SIX: Collection—Interpersonal Skills 140 Collecting Information on People 140 The Rewards of Collection 142 The Arts of Translation 143 The Arts of Decoding 146 Getting Inside Communications 150 Elicitation Techniques 153 CHAPTER SEVEN: Analysis 156 Approaches to Analysis 158 Factors Affecting Analysis 159 Strategic Insights 162 CHAPTER EIGHT: Dissemination 166 Elements of the President’s Daily Brief 171 Managing Imperfect Information 172 SECTION 3 Organizational Improvement 176 CHAPTER NINE: Public Image 178 Accidental Identity 179 Too Necessary to Be Ugly 180 The Authentic Image 181 CHAPTER TEN: The Presumption of Success 184 Hug Your Enemy; Wash Your Hands 184 MICE at Work 190 The Path of Persuasion 194 Using Projection 202 CHAPTER ELEVEN: Meeting Change with Intelligence 204 Outcome Thinking 204 Sorting the Influences 207 Normalizing Change 208 Monitoring Responses to Pressure 213 CHAPTER TWELVE: Damage Assessment 216 The Oversight Function 218 Eliciting Disclosure 219 CONCLUSION: When Advice from a Spy Means Good Business 224 Glossary 226 A 226 B 226 C 226 D 226 E 227 G 227 H 227 I 227 K 227 M 228 N 228 O 228 P 228 R 229 S 229 T 229 U 229 Source Material and Recommended Reading 230 Index 234 A 234 B 234 C 234 D 236 E 236 F 237 G 237 H 237 I 237 J 238 K 238 L 238 M 238 N 239 O 239 P 239 Q 240 R 240 S 240 T 240 U 241 V 241 W 241 Y 241 Z 241 A critical figure in America's Cold War intelligence operations, Peter Earnest knows the surprising similarities between what the Central Intelligence Agency does to coordinate operations and protect the country and what any smart organization can do to protect its bottom line. Now, in this unprecedented book, he's partnering with bestselling author Maryann Karinch to demonstrate what you and your organization can learn from how the CIA does business. Filled with fascinating and instructive examples from CIA operations and the business world, Business Confidential offers insights into the Agency's extraordinary screening, testing, and training practices; methods for supporting employee retention; creative and agile problem-solving strategies; and methods for establishing mission-focused outcomes. You'll learn skills like how to build trust, communicate clearly, work as a team, make tough decisions, succeed in both friendly and hostile territory, and--sometimes--cut your losses.Rather than drawing from restrictive blueprints, the book vividly illustrates the value of the intelligence mindset in today's unpredictable corporate landscape. With insider strategies from one of the world's smartest intelligence organizations, you'll be equipped with the intel you need to propel your team to success. Deeply involved in America's Cold War intelligence operations, Peter Earnest knows the surprising similarities between what the Central Intelligence Agency does to coordinate operations and protect the country and what any smart organization can do to protect its bottom line. In Business Confidential: Lessons for Corporate Success from Inside the CIA, Earnest and coauthor Maryann Karinch demonstrate what you and your organization can learn from how the CIA does business In addition, the book gives you insights into the Agency's extraordinary screening, testing, and training practices; methods for supporting employee retention; creative and agile problem solving; and methods for establishing mission-focused outcomes. Packed with insider strategies from one of the world's smartest intelligence organizations, this book provides you with the intel you need to gain the edge over your corporate competition. --Book Jacket Finding and recruiting the best people. Training them with the skills they need to get the job done. Establishing connections with the right people. Making contingency plans and dealing with change, mistakes, and the unexpected...all while getting the job done