Hyperformance: Using Competitive Intelligence for Better Strategy and Execution

—From the Introduction, which discusses Miyamoto Musashi's Book of Five Rings

In this groundbreaking book, T. J. Waters has taken his remarkable experience collecting and analyzing competitive intelligence for business (which led to him being recruited by the CIA) and translated that knowledge into practical real-world strategies. Waters explains that companies that correctly analyze competitor, market, and customer information, then act on it in a timely fashion, will gain a competitive advantage.

Step-by-step, T. J. Waters describes how to plan a proactive strategy by identifying competitive threats and then determining the resources needed to counter them. Hyperformance reveals how to develop a cohesive organizational strategy and what it takes to execute it by collecting key information and turning that knowledge into bottom-line results.

Filled with illustrative examples from start-ups to multinational organizations, Hyperformance clearly shows how these strategies have been implemented to gain competitive advantage. In addition, the tools outlined in this book are available online and are easily downloadable [tjwaters.com/hyperformance]. These resources are created for both small firms (which may not have the resources to develop them on their own) and for large corporations (which can share these tools across the organization).

Hyperformance is written for any leader who wants to achieve a new and unprecedented level of performance.

"Waters has written an important, insightful work for anyone interested in developing meaningful competitive intelligence processes. This book connects the competitive intelligence process to business strategy, which is often a missing link."

—Gary E. Costley, chairman and CEO (retired), International Multifoods, Inc.

"Competitive intelligence will be critical for multinational companies to both succeed and survive in tomorrow's fast-paced, global marketplace; the only thing more important will be to have executives and managers who know what it is, and how to use it! Waters's new book, Hyperformance, addresses both issues effectively, in a very enjoyable and educational fashion."

—Jan Herring, advisor to intelligence professionals, Herring & Associates

"What a gem! Rich with insightful illustrations, Waters's compelling narrative captures the essence of intelligent, strategic decision making. For those aspiring to build trust in their leadership, this book is a must!"

—Bill Weber, former executive director, Society of Competitive Intelligence Professionals

"The author has captured the essence of modern market dynamics and the information challenges faced by all corporate decision makers. A must-read, must-react study of the nature of competition and the information battlefield that will determine the winners in this century. Hyperformance is a front-to-back, business decision-making thrill ride."

—Eric D. Hemmer, president, Praxis Solutions, Inc.

In this groundbreaking book, T.J. Waters has turned his experience collecting and analyzing competitive intelligence for the CIA into effective strategies for businesses wanting to stay on the leading edge of their industries. The book describes a practical process from planning (identifying competitive threats and determining the resources needed to counter them) through implementation (creating an organizational strategy) to execution (collecting key information and turning it into bottom-line results). The book is filled with illustrative examples of companies from start-ups to multi-nationals that have used similar strategies successfully.

• Offers a key resource for gaining competitive advantage in tough times
• Outlines a proven strategy for planning, implementing, and executing a strategic plan for bottom-line results
• Written by T.J. Waters who has combined his intelligence expertise with his years of business experience

This book clearly shows that it's no longer a question of becoming the next Google, IBM, or Coca-Cola-it's all about knowing what your competitors are doing.

Part One: Understanding Intelligence and Strategy.

1 The DNA of Competitive Advantage.

2 Leadership’s New Benchmark.

3 It's All About Networks.

Part Two: Fieldwork.

4 Collecting Data; New School and Old School.

5 All the World’s a Trade Show Stage.

6 Denial, Deception, and Other Forms of Flattery.

Part Three: Back Office Research.

7 Psychological Forensics: CSI of the Mind.

8 Negotiations: Mastering the Evil Art.

9 Social Network Analysis and Communities.

Part Four: Three Stages of Conflict.

10 Tactical Advantage: The Who.

11 Operational Advantage: The How.

12 Strategic Advantage: The What.

Epilogue: A Look Back at the Next Twenty Years.

Appendix: Psychological Assessment Tools.

Notes.

Acknowledgments.

The Author.

Index.