BUSINESS CONFIDENCIAL:LESSONS FOR CORPORATE SUCCESS FROM INSIDE CIA EARNEST P. KARINCH M. Bankowa.pl

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. Sound like the CIA, or what you do at the office every day?

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.

Filled with fascinating and instructive examples from CIA operations and the business world, Business Confidential vividly illustrates the value of the intelligence mindset in today’s unpredictable corporate landscape. You’ll find out how to:

• Develop enormous competitive advantage by collecting, analyzing, and disseminating information that is genuinely “intelligence”

• Lure and retain high-caliber talent by discovering what truly motivates people to want to work for you

• Take continual steps to encourage loyalty and creative thinking

• Use mistakes as a springboard to create success rather than let them foil your plans

• Master the arts of risk assessment and risk mitigation using the same methods the CIA has used for years

• Discover how the CIA’s intelligence cycle specifically corresponds to the strategic planning cycle of a company, and how you can execute the plans smoothly at your own organization

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.

PETER EARNEST worked in the Central Intelligence Agency for 36 years, including a quarter century in the Agency’s National Clandestine Service. Earnest has also served on active duty with the United States Marine Corps. He is the Executive Director of the International Spy Museum in Washington, D.C., and is frequently interviewed by the media. He is the author of The Real Spy’s Guide to Becoming a Spy.

MARYANN KARINCH is the author of 17 books, including How to Spot a Liar, I Can Read You Like a Book, and How to Become an Expert on Anything in 2 Hours, which were coauthored with Gregory Hartley.

Table of Contents

Foreword by Judge William H. Webster xi
Acknowledgments xv
INTRODUCTION How Much Is Business? How Much Is Espionage? 1

SECTION 1 People with Purpose: The Heart of Success 5

CHAPTER ONE Where Intelligence Operations and Business Meet 7
CHAPTER TWO What Are the Right Qualities? 17
CHAPTER THREE Hiring to Support Your Mission 33
CHAPTER FOUR Building a Committed Cadre 59

SECTION 2 The Intelligence Cycle 95

CHAPTER FIVE Collection-Challenges and Techniques .99
CHAPTER SIX Collection-Interpersonal Skills 121
CHAPTER SEVEN Analysis 137
CHAPTER EIGHT Dissemination 147

SECTION 3 Organizational Improvement 157

CHAPTER NINE Public Image 159
CHAPTER TEN The Presumption of Success 165
CHAPTER ELEVEN Meeting Change with Intelligence 185
CHAPTER TWELVE Damage Assessment 197

CONCLUSION When Advice from a Spy Means Good Business 205
Glossary 207
Source Material and Recommended Reading 211
Index. 215

240 pages, Hardcover

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