Elicitation is a calculated and organized means of guiding a conversation to get answers to tough questions. Elicitation builds on human nature to get the other person comfortable enough to share. Usually they don't realize that you are extracting information from them. It is a very useful skill to use at trade shows and over the phone. It can be used both for cold and warm calls.
The Chapter meeting will be held at Northrup Grumman Information Systems in McLean VA on Tuesday September 18 from 5:30pm to 7:30 pm. Cost is $10 for a SCIP member, $20 for a non-member. For additional information, please contact SCIP DC Chapter chair Brandon Conroy at 571-265-2794 or Robyn Reals at rreals(at)scip.org. Please note: pre-registration is required since this is a secure facility – no walk-ins or onsite registration.
Ellen Naylor is CEO of Business Intelligence Source, which integrates intelligence from sales, marketing, product development, customers, and the competition. She teaches managers HOW to collect & organize intelligence, most notably through elicitation and persuasive communication. Prior to forming Business Intelligence Source in 1993, Ellen initiated a competitive intelligence (CI) operation at Bell Atlantic (Verizon subsidiary) and conducted financial CI and forecasting at Northwest Airlines. She earned her MBA at the University of Virginia’s Darden School and her BA at the University of Notre Dame. Ellen is a 20+ year veteran at SCIP, a Catalyst and Fellow award winner.
About Strategic and Competitive Intelligence Professionals (SCIP)
With members in over 70 countries, SCIP is a 3000-member global non-profit membership organization for everyone involved in creating and managing strategic and competitive intelligence. Education and training have been a critical component of SCIP’s member services since the Society’s founding in 1986, 1986 and SCIP provides its global membership access to the world’s most admired certification program. In addition to articles and books, SCIP provides networking opportunities at its annual conferences in the US, Europe, Brazil and Singapore, and through chapter meetings and webinars. The Society supports everyone involved in creating and managing strategic and competitive intelligence, and many members have backgrounds in market research, strategic analysis, science and technology.