One of the problems for CI professionals in selling the concept of CI is to show doubting management the value that CI can offer. One approach is to show what can happen when intelligence is lacking (i.e. CI failures). A more positive approach is through publicly available case studies - show how intelligence led to success.
The trouble is that most companies appear not to want to show such case studies. How about having a section where these can be shared?
To start the ball rolling, one thing i like doing is trying to see evidence of good CI in company successes reported in the press. The idea for this discussion came from a report in the London Times today about differences in pay between cabin crew in British Airways, vs. Virgin
. This article showed that British Airways paid its cabin crew, on average, twice what Virgin's cabin crew received. As a source of competitive advantage, this potentially gives Virgin a major benefit and i'd be very surprised if they hadn't used such a differential in their competitive planning.
The reason i'm saying this is that i've been watching how Virgin seems to outwit British Airways over the years. They often seem to be one-step-ahead of their main UK rival and I don't believe it's done by chance, but, instead, by a good awareness of their competition and what it's doing.
Another Virgin / BA example was from a number of years ago when BA was accused of poaching Virgin's passengers and more in what became known as a BA "dirty-tricks" scandal. What was never stated was how Virgin found out what BA was doing. I think it shows brilliant counter-intelligence and competitor awareness. (Battle of the Airlines: King 'backed dirty tricks': BA staff hacked...
and 1993: BA dirty tricks against Virgin cost £3m