CI in Eastern Europe 04.06.2007 Presentation at SLA Mislav Jurišić Podravka, Croatia.
SLA CI Division Webinar: Using the Internet to Research Private Companies
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Transcript of SLA CI Division Webinar: Using the Internet to Research Private Companies
Using the Internet to
Research Private Companies
August Jacksonaugust (at) augustjackson (dot) net
http://www.augustjackson.net@8of12#slacid
Our Approach
I need Competitor X’s
price list, customer list and
tax filings.
I need Competitor X’s
price list, customer list and
tax filings.
I also need their CEO’s 4th grade report card, her
mother’s maiden name and the book report she wrote
on “The Lion, The Witch and the Wardrobe” in the
5th grade.
I also need their CEO’s 4th grade report card, her
mother’s maiden name and the book report she wrote
on “The Lion, The Witch and the Wardrobe” in the
5th grade.
Decision-Focused Intelligence
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I have an important
decision that I need to make.
I have an important
decision that I need to make.
There are some things I need to understand about Competitor X to help me
make those decisions.
There are some things I need to understand about Competitor X to help me
make those decisions.
Decision-Focused Intelligence
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Strategic PlanningPartnershipMergers & AcquisitionsBusiness DevelopmentResearch & DevelopmentProduct Development & Life CycleMarket Entry/ExitMarketing & Advertising PlanningTactical Sales Activity
Decisions Commonly Supported
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Define KITs: Choosing Analytical Models
Which analytical
frameworks will we use?
Choose The Right Analytical Frameworks
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Define KITs: Choosing Analytical Models
Match Analysis to Your Business Decision
Business and Competitive AnalysisBabette Bensousan and Craig Fleisher
Choose The Right Analytical Frameworks
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Define KITs: Common Information Requirements
Product RevenuePricing
ProfitabilityMarket Share
StrengthsWeaknesses
Product RevenuePricing
ProfitabilityMarket Share
StrengthsWeaknesses
Marketing and SalesPartners
Current MarketsMarket Position
Marketing and SalesPartners
Current MarketsMarket Position
Supply ChainCapacityFacilities
EmployeesHiring
Supply ChainCapacityFacilities
EmployeesHiring
Likely StrategiesFinancial CapacityExecutive Decision-MakingIndustry TrendsOpportunitiesThreats
Likely StrategiesFinancial CapacityExecutive Decision-MakingIndustry TrendsOpportunitiesThreats
FinancialsOwnership
Legal and Regulatory
Kinds of Information Commonly Sought
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Plan Research StrategyD
ata
Inte
lligence
PrimarySecondary
Internet research
Interviews
Verifiable answers direct from a single source
Diverse sources, analysis, varying levels of confidence
A Framework for Research Planning
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Plan Research StrategyD
ata
Inte
lligence
PrimarySecondary
Hiring
Locations
Channels to Market
Current Markets
Company Revenue
Ownership
Legal
Regulatory
Industry Trends
Employees & Skills
Market Share & Position
Capacity
Opportunities & Threats
Product Revenue
Suppliers
Product Profitability
Supply Chain
Decision Making
Capacity to ActStrengths & Weaknesses
A Framework for Research Planning
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Best Secondary Sources for Private Company Info
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Our Use Case: Raynor Garage Door
Our use case: Raynor Garage Door
of Dixon, Illinois
Our Use Case
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Premium Sources
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Premium Sources
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Company Web Site
DescriptionsOffices LocationsIdentified partnersExecutivesJob postingsPress releaseSales channelsCorporate history
Company Web Site
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Link Analysis
PartnersDistributorsPhilanthropic venturesFormer employeesFansCriticsBloggersUser forumsNews coverage
Use Google’s link: Operator
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Filetype: Operator
Extension Document Type
PDF Adobe Acrobat
DOC/DOCX Microsoft Word
PPT/PPTX Microsoft PowerPoint
XLS/XLSX Microsoft Excel
Legal and Regulatory Filings
• Regulatory Filings• Environmental• Employment• Building Permits• Export Permits• Shipping Records• Legal Filings and Decisions• Patents & Trademarks• Securities• Government contracts and proposals
Budget time and funds!
• Regulatory Filings• Environmental• Employment• Building Permits• Export Permits• Shipping Records• Legal Filings and Decisions• Patents & Trademarks• Securities• Government contracts and proposals
Budget time and funds!
Jurisdiction-Specific•National•State and provincial•City, county, municipal
Not all offices are Internet-ready, some may require an office visit
Search+jurisdiction+”public records”+”probate”+”legal records”
Directory of resources in the appendix
Jurisdiction-Specific•National•State and provincial•City, county, municipal
Not all offices are Internet-ready, some may require an office visit
Search+jurisdiction+”public records”+”probate”+”legal records”
Directory of resources in the appendix
Legal & Regulatory Filings
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Legal and Regulatory Filings
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Legal and Regulatory Filings
• Location openings• Site growth• Hiring & firing• Near-term activities• Changes in management• Industry position• Execute profiles• Company profiles
• Location openings• Site growth• Hiring & firing• Near-term activities• Changes in management• Industry position• Execute profiles• Company profiles
Location and industry specific
Search+city+”newspaper”
Search+industry+”journal”
Search+industry+product+technology+”association”+”society”
Location and industry specific
Search+city+”newspaper”
Search+industry+”journal”
Search+industry+product+technology+”association”+”society”
Local and Industry News Sources
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Industry Associations and Journals
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Industry Associations and Journals
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Industry Associations and Journals
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Legal and Regulatory Filings
• Locations• Centralization• Employees’ skills• Outlines of organization charts• Targets for primary research• History of business initiatives• Perspectives of customers
Remember your ethics.Don’t be scary or pushy!
• Locations• Centralization• Employees’ skills• Outlines of organization charts• Targets for primary research• History of business initiatives• Perspectives of customers
Remember your ethics.Don’t be scary or pushy!
LinkedInhttp://www.linkedin.com
Ninghttp://www.ning.com
Industry-specific social networksSearch+industry+”social network”
Directory in the appendix
LinkedInhttp://www.linkedin.com
Ninghttp://www.ning.com
Industry-specific social networksSearch+industry+”social network”
Directory in the appendix
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People Search and Social Networks
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People Search and Social Networks
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People Search and Social Networks
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Slideshare
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People Search and Social Networks
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Other Company Resources
Legal and Regulatory Filings
• New hiring• Skills sought• Location of new hires• Clues to expansion• Clues to new market entry• Clues to priorities• Postings reveal corporate culture
• New hiring• Skills sought• Location of new hires• Clues to expansion• Clues to new market entry• Clues to priorities• Postings reveal corporate culture
Leading general job sitesMonsterCareerBuilderYahoo JobsIndeed
Industry-specific job sitesSearch+industry+”job”+”career”
Pay attention to sponsored search results and ads when doing a jobs keyword search
Leading general job sitesMonsterCareerBuilderYahoo JobsIndeed
Industry-specific job sitesSearch+industry+”job”+”career”
Pay attention to sponsored search results and ads when doing a jobs keyword search
Job Sites
Questions?
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Appendix: Directory of Filings Databases
• Fuld & Co. on-line resources:– http://www.fuld.com/fuld-bin/f.wk?fuld.i3.home
• BRB Publications Free Resource Center– http://www.brbpub.com/freeresources/pubrecsites.aspx?h=1
• State and Local Government on the Net (US)– http://www.statelocalgov.net
• Virtual Gumshoe (US)– http://www.virtualgumshoe.com/resources/
• International Organization of Securities Commissions– https://www.iosco.org/lists/display_members.cfm?memID=1&orderBy=none
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Appendix: Directory of Newspapers and Industry Journals and Organizations
• Google News– http://news.google.com
• NewsVoyager– http://www.newspaperlinks.com
• BizJournals (US city-specific business journals)– http://www.bizjournals.com
• Scirus Scientific Journal Directory– http://www.scirus.com/
• Google Scholar– http://scholar.google.com
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Appendix: People Search Engines
• Pipl: http://www.pipl.com• Spock: http://www.spock.com/• 123people: http://www.123people.com/• Yo Name: http://www.yoname.com/
• Masters of Criminal Justice Web Directory of People Search Engines– http://www.mastersincriminaljustice.com/blog/2009/50-best-people-
search-engines-to-track-down-anyone/
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