ABSTRACT
This chapter explains the maximum return in intelligence gathered from human sources rather than documentary ones. It deals with: planning interviews; identifying subjects to approach; the benefits of email in making contact with potential subjects; persuading them to be interviewed; coping with refusals, and length and timing of interviews. The chapter discusses a number of key techniques for successful interviewing; a record of the interview, and a longer-term relationship with the interviewee. Business interviewers are generally told to project an image of objectivity, neutrality and open-mindedness. In approaching potential interviewees researchers must, in order to comply with professional ethics, truthfully disclose their identity, the name of the organization they represent and the purpose of the interview. A job interview has been defined as a conversation with a purpose. Competitive intelligence (CI) interviewing shares this conversational quality. While it has a structure and seeks specific information, the interviewer needs to possess the mental dexterity to depart from the script where appropriate.
