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מידע עסקי - הערכת מידע - אנגלית

תאריך: 27/11/2012 16:31   

Business Information - Evaluating Information

The international pharmaceutical company, Aspirin, is planning on breaking into the Israeli market by purchasing the chain of the leading Israeli pharmaceutical company, Pharmacy. This is a conclusion that was drawn after months of collecting business information.

This news was placed on the desk of the CEO of the Acamol Company (the largest medication manufacturer in Israel), which had already designated the chain of pharmacies as a strategic target to purchase within the upcoming quarter. The startling news was delivered to Acamol’s CEO by the director of business information services within the company.

The company CEO did not remain indifferent.  “Miri, cancel today’s appointments and call an urgent meeting of the company’s top administrators,” he ordered his secretary. The administration gathered together in the board meeting room. The CEO presented the news to them. The director of business information services repeated the information. Those present at the meeting asked to examine the significance of the news, and its consequences for the business activity of the company.

Every director (of the various fields in the company) was required to draft a plan of action that would prevent Asprin’s intended entry into the market. The vice president of the funding department had to tailor a special budget for this, at the expense of existing projects. An air of hysteria swept across the company. In an additional administrative meeting, it was decided that the company would purchase the Pharmacy Company earlier than planned. The Acamol Company administration was convinced that by increasing the monetary amount of their original purchase offer, they could thwart the Aspirin Company’s plans.

Armed by attorneys, representatives of both sides met in order to ceremoniously sign the agreement. Everyone was satisfied. The business transaction was covered throughout the media. Only then was Acamol informed that Aspirin had no intentions whatsoever of purchasing Pharmacy. It was too late to back down.  The astronomical price had already been paid.

If the director of business information services had not settled for accepting the news as it was and had actually invested some effort in evaluating the information before reporting it, he could have prevented his CEO from falling into a trap.

How should the director of business information services have handled the news? How is business information evaluated for trustworthiness and credibility?

Checking the Reliability of the Source

If the news was received from a human source, ask yourself the following questions:
  • Is the source permanent or temporary - If the source is permanent, what is the quality of the data he or she has provided thus far?  If the source is temporary, can the data that he or she supplied be supported by additional evidence such as an original document, or cross-examination with additional sources?
  • What is the source’s motive for providing the information - Taking revenge on an employer, financial profit, or a personal favor to the operator of the source?
  • Under what circumstances did the source receive the data - Direct testimony, hearsay, at a social event, at a company work meeting, while viewing an original document?
  • What is the status of the source - Does he or she work at the target company and if so, how well connected is this person within that company?  If the source does not work for the target company, what is his or her relationship with that company?
  • Did the source receive the information directly, or from another entity?
  • Is it possible that the information is incorrect (disinformation) - Is there a possibility that wrongful information was purposefully provided either by the source or to the source, in order to harm the company receiving the business data?
  • When did the source first receive the information, and how much time passed before he or she passed on this information?
  • Does the information consist of facts, or of an interpretation of evidence by the source?
The Reliability of the Information

 An examination of the reliability of the business information corresponds with and completes the examination of the reliability of the source. The director of business information services should check the following criteria:

  • Make sure that the information is clear and understood from every financial, technological, and statistical angle. 
  • Locate additional background data, interpretations, or any other data that can serve to form a more detailed and current picture regarding intelligence info. already received. 
  • Complete missing or unclear data, as necessary, by using relevant experts from within the organization.
  • Make sure that there is a logical and practical response to the evidence presented in the information.  For example, is it likely that, given Israel’s political and security situation, an international company would risk entering the Israeli market?

    In conclusion, the purpose of analyzing business information is to test the usefulness of both the data and its source. Evaluating the information itself is the last technical stage in the process. A piece of information that has passed the analysis stage is useful business data.

We invited you to approach us in order to receive more details about our services.  You can also raise questions through our Investigation Forum and receive consultation from an expert in collecting and analyzing business information.

Yanir Levin Intelligence Advising - A Private Investigation Agency ensures you investigations and information services on a different level!

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