How to Become a Better Buyer of Intelligence Support Services: 10 Myths Exposed
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Melanie Wing is Vice President, Strategic Marketing at Equifax, Inc.
Craig McHenry is Senior Director, New Business Development at The ABIS Group
Derek Johnson is Chief Executive Officer at Aurora WDC
Which common misunderstandings inhibit efficient CI interaction between internal and external providers?
Almost all corporate intelligence practitioners collaborate from time to time with outside third-parties to achieve their mission, but many buyers of intelligence services hold assumptions about external agencies and solution providers that inhibit efficient and productive transactions as the two partners work together toward common goals.
Dispelling the worst 10 of these common myths and misunderstandings creates a beneficial atmosphere of mutual understanding to yield more productive encounters and ongoing collaboration.
Is there a perception that external providers employ “sleight of hand” techniques to obtain privileged information? Must all those working on projects hold advanced degrees and subject matter expert status on project topics; or might a generalist provide equally important insights?
What does “get me everything on this” mean to the one who asks, and what does it mean to the one who hears such a directive?
Does the buyer of intelligence services have the perception that their needs take priority over other projects managed by a services provider?
Join two industry veterans who have worked on both sides of the intelligence function as they discuss common myths, misunderstandings, fallacies and assumptions prevalent in the interactions between internal corporate practitioners and their external intelligence provider counterparts.
- See through the eyes of two intelligence industry veterans who have purchased or provided hundreds of CI/MI projects across a variety of industries.
- Gain awareness of 10 of the most common myths and, with this awareness, become a more astute buyer and supplier of intelligence services.
- Appreciate the perspective of both sides of the intelligence transaction to mitigate misunderstandings and facilitate collaborative exchange and true long-term partnership.
About the Provocateurs
Melanie Wing, Vice President Strategic Marketing and Customer Insights Leader for Equifax, Inc. is responsible for understanding customer, industry and market trends to drive the development and implementation of results-oriented business strategies. An experienced marketing professional, Melanie is focused on bringing the customer to the forefront of decision making.
Wing joined Equifax in 2011 after serving as the Global Director of Corporate Strategy at Whirlpool Corporation, the world’s largest appliance manufacturer. During her tenure at Whirlpool, she directed strategy development and competitive intelligence and customer insights activities to support the company’s expansion into emerging markets, joint ventures and various global mergers and acquisitions.
Prior to joining Whirlpool, Wing spent eight years at JPMorgan Chase Card Services in a number of leadership positions, including First Vice President of Marketing and Chief of Staff supporting the Chief Marketing Officer. She was responsible for brand strategy management, as well as, creating go-to-market strategies for numerous products and services.
Melanie lives in the Atlanta metropolitan area with her two young adult sons and Emma, the best dog ever.
Craig McHenry is currently the Senior Director of New Business Development for The ABIS Group, an intelligence boutique located outside Chicago in Northwestern University’s Research Park. Craig is a bio-pharmaceutical intelligence professional with a record of providing decision makers with insights and information so they have the luxury of time to choose and act wisely. With over two decades of intelligence and analytics experience, his career includes positive impact at Nestle’s Wyeth Nutrition business unit, Pfizer’s Specialty Care Market Analytics group, and several positions of increasing responsibility within Wyeth Pharmaceuticals. These positions include contributions in Global Business Development, New Product Development Market Research, and a key role in forming the first Business and Competitive Intelligence function. Craig also worked at Sperry/Unisys and holds a M.A. in Computer Science Ed. He has been a member of SCIP since 1993 and is a graduate from the Gilad-Herring Academy of Competitive Intelligence.
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