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Insights from Ioan Todea on Business Security Evolution
Ioan Todea, the Founder and President of Total Trust, a company that has been a key player in the professional business security sector for twenty years, shares his perspective on the changes in the market since the Revolution. He discusses the challenges and successes encountered along the way, as well as the essential elements of effective Business Intelligence. Todea emphasizes how managers can achieve their security goals without resorting to unconventional or unethical methods.
Reflections on Two Decades of Progress
“After two decades in this industry, I can confidently say we have made significant strides. We have dismantled the monopoly held by secret services. Serious, albeit smaller, civil intelligence firms have demonstrated that managers can access information legally and professionally without having to rely on dubious sources. We have educated our clients to value actionable information over unverifiable data presented as ‘classified.’”
Empowering Organizations for Security
“We have encouraged companies to develop their own internal security and intelligence departments. We invested in training our staff and supported them in pursuing courses from leading international business security institutions. In essence, we have elevated the standards of this market through knowledge, leaving behind those who operate on outdated methods and second-hand information from secret services.”
“We instilled confidence in companies, urging them to take charge of their own security and enhance their competitiveness. Today, in Romania, any company aspiring for competitiveness is just a click away from achieving that. Only the naive opt for complex alternatives, such as relying on generals to explain secrets from fabricated databases that cannot be verified.”
The Importance of Verifiable Information
“A reputable individual will hire a legitimate information provider who takes responsibility for how the data is obtained and has no objections to that information being disclosed or used in legal settings. This information reflects the truth and presents reality as it is, rather than mere secrets or conjectures.”
Dispelling Myths of Secrecy
The civil society has awakened, and business leaders have come to realize that what is deemed secret often masks lies, fear, hypocrisy, incompetence, and ignorance. An investigative firm provides information that can be substantiated. In contrast, so-called “secret” information, whispered in hushed tones, relies on trust rather than evidence. Such information cannot be validated; it must be emotionally experienced and is often portrayed as a privilege when obtained from within organizations. Thus, this type of information holds no practical utility.
Need for Constructive Information
The information that a manager truly needs revolves around knowledge and development, organization, control, and practical application. It stems from their concerns, the complexities of reality, and uncertainties. Based on the information received, a manager must make informed decisions and bring order to their operations. The absence of vital information can lead to decision-making paralysis.
Understanding Human and Organizational Needs
Twenty years ago, we recognized two primary needs for managers: understanding people and assessing companies. This insight led Total Trust to provide integrated information through two distinct evaluation models.
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IBC – Intelligence Background Check
The Intelligence Background Check (IBC) encompasses a comprehensive collection of information regarding an individual’s history. This process is essential for evaluating potential hires, scrutinizing resumes, assessing current employees for promotions or layoffs, and even examining former employees. Furthermore, it aids in identifying professionals in the market, assessing conflicts of interest, conducting internal investigations, and facilitating interviews. At the core of these activities is the recognition that people are a crucial resource for any organization. The foundation of any successful company is WORK. Beyond work, there is nothing else; it is irreplaceable. Therefore, the employee is at the heart of managerial interests, making the care for individuals a critical aspect of management.
It’s akin to warfare: the better you understand your soldiers, the more effectively you can strategize the battles you choose to engage in, whether to win or avoid them. A true manager will conduct thorough checks on every new employee, regardless of the size of their workforce. The primary concern is not merely the fear of allowing a slacker or fraudster into the company, but rather the respect for loyal and high-performing employees, who could be negatively impacted by a new colleague if they do not meet the company’s ethical and professional standards. We have introduced the concept of career management, alongside various tools that empower managers to understand precisely who their employees are, what they have accomplished, and what intentions they harbor.
These assessments have been continuously refined, evolving into sophisticated profiling techniques.
IDD – Intelligence Due Diligence
Intelligence Due Diligence (IDD) compiles essential information about a client company, supplier, or potential business partner. Twenty years ago, only a few platforms, such as RECOM, allowed for the verification of companies. Today, numerous platforms provide evaluations of businesses, most of which merely organize data from existing databases, resulting in useful assessments up to a certain risk threshold.
Often, these checks are not driven by the security manager’s need to understand the risks associated with a specific client or supplier. Instead, they stem from the legal obligation to vet clientele against terrorist financing and to prevent money laundering. In essence, this process has become somewhat procedural, leading to formal reports that restructure accounting data and statements provided by the very entities under investigation.
The significant difference between our services and those of other firms is that our investigations are conducted in the field and rely on human sources, allowing us to deliver current information regarding business relationships, assets, shareholders, and, crucially, future business intentions. These two knowledge models alone have reduced fraud and risks associated with personnel and clientele by over 50%.
We have also developed the OSE – Special Economic Operations evaluation, which prepares companies to withstand economic warfare. These foundational knowledge forms were innovative a decade ago, but today, they have become a standard expectation for competitive managers. They must be fully aware of their competition and its business intentions. It’s akin to a poker game: imagine knowing the cards your opponent holds along with their strategic intentions.
This marks the conclusion of our discussion.
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Market Dynamics for “Optimizers,” “Epaulettes,” and “Connections”
What we currently observe on television featuring “former” and various “optimizers” is a reflection of the evolving maturity among business leaders. They have discovered legitimate alternatives to fulfill their need for valuable information and are now less inclined to heed the tales spun by individuals claiming expertise.
The pressure is mounting for “optimizers” as well; the flow of money is no longer as effortless as it once was. They no longer hold a monopoly on information and find themselves outpaced by true professionals in the market. Furthermore, once coveted “insider knowledge” no longer captivates audiences as it used to. While they still manage to maintain a foothold in lobbying and influence, even there, the landscape is shifting. Major clients, such as multinational corporations, are seeking practical information rather than mere privileges.
Currently, the only segment they seem to control is within the realm of criminal activities, where logic often gives way to desperation. Those involved cling to anyone promising a “quick fix” to their problems, fully aware of the accompanying legal risks they may be taking.
The Shift in Security Expertise
Two decades ago, a manager’s first question to business security experts was, “Where have you worked?” The ideal recommendation was “security services.” Today, the inquiries have transformed: potential clients now ask about practical skills, relevant experience, and the qualifications of the employees involved.
Twenty years ago, access was granted through badges; now, it is through diplomas and professional certifications. The most significant indicator of market maturity is when clients no longer regard “epaulettes” as symbols of authority. Our credentials from prestigious institutions such as Boston, L’Ecole de Guerre Economique, Brunel, and Mercyhurst have diminished the allure of those flashy insignias.
This shift represents both a victory and a recognition of the value of Total Trust. Paradoxically, it also benefits the “epaulettes,” as the market and society compel them to professionalize, sending their personnel for further education beyond local institutions. If they wish to return to the real marketplace, they must understand that epaulettes no longer hold significance, with the field now occupied by true professionals.
The Evolving Civil Intelligence Sector
The civil intelligence market is no longer naïve or unfilled. On the contrary, it is populated by numerous specialized firms staffed by well-trained experts. The foundation of intelligence work is rooted in social sciences. Managers are also professionals who shy away from nonsense and those who substitute truth with convoluted narratives.
While Total Trust was unique two decades ago, today there exists a diverse market for intelligence services and risk management. Moreover, large corporations have established their own internal security departments, and international firms have opened branches in Romania. Educational institutions and training programs have emerged, contributing to the growth of a new, independent profession.
A Long Journey Toward Professionalism
It took us twenty years to establish a profession and to remove “the clever boys” from the field. Furthermore, we have even facilitated their retraining. We have triumphed, yet, regrettably, there is no time to celebrate with champagne, as we feel the chilling breath of a far more formidable and dangerous entity looming behind us: Artificial Intelligence. The pressing question remains: how much time do we have left?
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Understanding the Need for Business Security Information
Business security is a form of intangible protection, comprising a blend of essential knowledge that allows a system to adapt effectively to its environment. It’s akin to a “magical dust” that ensures survival. This type of security is ethereal—without fences, weapons, or guards—relying solely on pure information.
The Dynamic Nature of Business Security
The sector in which such companies operate possesses a dynamism that cannot be confined to a specific location. The “battlefield” is defined by the economic interests of the client. It resembles the strategic positioning of armies in combat. The relationship between a security company and a business’s development is ambiguous; it is unclear whether the growth of a firm is a result of security services or if these services are a necessary element for gaining competitive advantages.
The Interplay of Resources and Security Forces
Similar to military operations, it remains uncertain whether financial resources follow the armies or the armies pursue the financial resources. This extraordinary dynamic renders the operational space both elusive and invisible. However, not everything is indistinct and uncertain. This battlefield, despite being imperceptible, requires a free market economy and a functioning democracy. In autocratic, dictatorial, or communist regimes, such services cannot thrive. The primary concern of an autocratic state is to maintain a monopoly, particularly over security, as it is a means to consolidate supreme power. The autocratic state acts as a “wise and benevolent father,” distributing freedom and security at its discretion, often confiscating the freedoms of citizens and businesses in exchange for security.
The Role of Democratic Structures in Security Provision
In such a scenario, survival is no longer contingent upon intelligence, education, adaptability, innovation, or risk-taking but solely on the goodwill of the state. Therefore, for private business security providers to exist, there must be a well-defined space characterized by a functioning democracy.
Who Determines the Need for Soft Security?
One of the most complete answers to this question was provided by Darwin: “It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is most adaptable to change.” Thus, adaptability to change emerges as a more potent force than intelligence or physical strength. Those who fail to adapt do not survive. This underscores our need for information and soft security.
Adaptation and Business Dynamics
Adaptation entails dynamism, action, and development. It signifies a departure from the protective shell of a system and the acceptance of risks associated with the unknown. This is also true for companies; as they grow and expand, their control diminishes, making them more vulnerable. Control is derived from information. Without it, the entire control mechanism is rendered ineffective, similar to a blind and deaf hunter. Survival then becomes merely a matter of time and chance.
The Bottom Line: Profit as a Business Imperative
What do we pursue and report in each financial statement? PROFIT—this is what primarily matters; let’s not be hypocritical with alternative business philosophies. Profit signifies having “surplus,” and this can only be achieved through…
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The Concept of Security in a Dynamic Environment
The notion of security extends beyond merely safeguarding one’s own space; it involves venturing out into the unknown to seize opportunities and conquer challenges. In a capitalist framework, growth is paramount, which encompasses development, competition, market expansion, and the willingness to take risks. Just like military doctrine suggests, an army becomes more vulnerable as it spreads across multiple fronts. The further one strays from their natural security base, the less control they have, necessitating a wealth of information to navigate this complexity.
What Do Soft Security Companies Offer?
To thrive, a society must embrace democracy, maintain a market economy, and recognize the need for continuous development. But what exactly do soft security firms provide? They deliver intangible products akin to fairy dust that alleviates fears and builds bridges over chasms. In essence, they equip managers with the insights necessary to confront reality. This form of security is rooted in knowledge; it supplies crucial information regarding threats, vulnerabilities, potential risks, resilience, and competition. This intelligence is vital for the survival and optimal advancement of any system.
Adapting to the Unforeseen
Survival hinges on our ability to adapt to our surroundings. Every day, we face the unknown and must manage the chaos that surrounds us. Our instinct for self-preservation is fundamental, ensuring our longevity. Our senses have evolved to help us detect dangers and defend ourselves. Only after securing personal and communal safety do we begin to appreciate culture—through music, art, and other forms of beauty. This trajectory mirrors economic environments where managers often delegate security concerns to specialized firms, allowing them the focus needed to pursue their business objectives.
Understanding Security as Continuous Vigilance
Security should be viewed as a state of constant awareness. We may consider ourselves “secure” when dangers are absent and when we have the freedom to explore numerous options—this represents objective security. Conversely, subjective security hinges on fear, perception, and the psychological nuances of managers and employees. This state is exceedingly volatile and challenging to establish. In the realm of objective security, one might liken it to a game of chess; before every move, the manager is presented with winning strategies, and when the opponent acts, their intentions are clarified. In contrast, subjective security resembles a game of GO, where the focus is on mitigating the moves dictated by fears and misconceptions.
The Nuances of Resource Management
Furthermore, security encompasses two essential components. The first is effective resource management; one finds security in the adept allocation of resources, ensuring that they are utilized optimally to foster a safe and productive environment.
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Understanding the Importance of Core Values in Times of Danger
When faced with threats, it is crucial to uphold essential values. A solid barrier fosters good neighbors, effective security can counteract dire dangers, and during peaceful times, one must always be ready for conflict.
The Power of Prevention
Your safety is enhanced by establishing early warning systems and defensive positions far from your core areas. Continuous monitoring of the market and surrounding environment enables timely detection of potential threats, allowing for swift and effective neutralization. We are all engaged in a battle where a vigilant protector must act almost immediately upon identifying a target. This is the primary objective of a business security firm: to provide valuable insights to decision-makers, ensuring that a company can thrive in a secure environment. These insights aim to maximize operational freedom while minimizing future constraints.
Grounding in Reality: Hard Characteristics of Business Security
The realm of business security possesses several tangible characteristics that bring us back to the ground level.
1. A Physical Process
More than 50% of the work occurs on-site. Intelligence work that substitutes fieldwork is merely “opinion gathering.” Conducting analysis from an office or through Google only allows for interpretations based on second-hand information. Observing a giraffe firsthand is vastly different from hearing about it from someone else. In security jargon, this is referred to as “information gathering,” which underscores a fundamental truth: for information to be valuable, it must be prioritized and collected directly from the source, like picking flowers from a garden or field.
2. Social Networking
Seventy percent of our information is derived from human sources—networks of volunteer specialists. These networks are challenging to establish and even more difficult to maintain and grow. A significant portion of operational costs stems from expenses related to human resources. However, with a robust network, the flow of information can become instantaneous. In the year 1200, Genghis Khan was able to keep track of events in Europe with a four-day delay thanks to his postal network. Today, if you can manage a group on social media, you can instantly stay informed about developments in a specific field.
3. Dynamic Reality
We present a dynamic reality shaped by causes and effects. Here, two distinct schools of thought emerge. First, managers educated in economics often focus solely on prosperity, leading to a static perspective akin to analyzing a photograph in detail. Their focus is primarily on immediate problem resolution. Conversely, in the field of business security, we are trained to recognize risks and threats, which fosters a dynamic perspective similar to watching a film. Our analyses consider consequences and interactions, and we strive to ensure that the narrative unfolds as intended.
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Happy Endings: A Reflection on Education and Security
The outcome we often see is a product of our educational systems, which have aimed to shape us into educators rather than practitioners. Economists frequently analyze peace without acknowledging the reality of war, while security experts study conflict without considering the existence of peace. Yet, it is said that even a blind person and a deaf person can cross a bridge together if they hold hands.
Probability in a Complex Reality
In our increasingly intricate world, we operate with extended scenarios. Our minds may be uncertain of the direction we are heading, but it is only through action that clarity emerges. Gathering information is not solely reliant on textbooks related to security or science; instead, it often requires firsthand experience on the ground. When direct observation is impossible, scientific methods come into play, involving probabilities, game theory, and social sciences related to security.
The Investigative Approach
Investigating is akin to solving a puzzle, piecing together past events. This may seem straightforward when compared to crime dramas where detectives gather clues and apprehend criminals. However, in the economic sphere, information often necessitates a step back—a retreat or elevation to gain a comprehensive view of the ‘forest’ rather than just focusing on individual ‘trees’. One must be cautious of the trap of subjective interpretation. Such interpretations can create new realities that mislead us and lead to erroneous decisions.
The Importance of Intent
Information devoid of an answer to the question “Why?” lacks value. For instance, consider the statement: “Popescu bought a knife.” While we could include specifics—date, time, store, and price, along with photographs and receipts—it may still be trivial. The true essence of the information lies in understanding intent: “Popescu bought a kitchen knife because his old one broke, and he needed something to cut bread. Or perhaps, due to a quarrel with his neighbor, there are darker motives at play.” Without knowing the intent, the information is rendered useless.
The Ideal Security Services
Ideally, soft security services should support managerial decisions. However, the reality is often more straightforward. It may boil down to a mundane transaction, similar to purchasing an insurance policy. Here, risk is transferred to professionals who are tasked with resolving problems. This is not merely about fear or avoiding risks; rather, it stems from a lack of specialization. The field of economics, as a science, tends to focus on growth and success, seldom addressing failures or bankruptcies. It fails to differentiate between academic environments and the real world.
The Divide Between Academia and Reality
Managers are acutely aware of the vast chasm that separates academic theories from practical realities, filled with dark areas and predatory risks that lie in wait for any moment of inattention.
Who Purchases Economic Information?
The answer is straightforward: those who invest in security and competitiveness, primarily business owners and decision-makers such as managers, CEOs, and directors. These individuals seek to maintain control over their enterprises and avoid leaving outcomes to chance. They are aware that they cannot know everything, and they understand that the more knowledge they acquire, the greater the uncertainty and unknown factors become. These are the curious and responsible minds.
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The Role of Intelligence in Business Management
In my experience, I’ve identified three distinct categories of managers: those who grasp concepts independently, those who seek out experts to clarify their misunderstandings, and finally, those who struggle to comprehend even with external help. The first two groups are typically clients of business security services, while the last group often finds themselves as victims of fraud—essentially the prey for the sharks and whales represented by the first two categories.
Why Do Managers Turn to Intelligence Firms?
Managers do not engage with intelligence companies out of mere curiosity or ignorance. Their primary motivation is to mitigate potential risks, gain insights into the underlying factors of various issues, and impose order amidst the chaos and complexity of modern life. Today’s world often presents an idealized facade; everything seems perfect, and we are all in the business of selling and buying happiness. We are inundated with messages of positivity, peace, and harmonious growth, leading us to believe that life is filled with joy and prosperity. Yet, upon closer examination, we find ourselves facing losses on multiple fronts.
The Illusion of Social Hypocrisy
This social hypocrisy has distorted reality and given rise to new professions: influencers and self-proclaimed experts lacking any substantial experience, such as coaches and trainers. These so-called specialists often discuss topics they do not fully understand. Recent history has taught us that when it comes to viruses and vaccines, we should listen to medical professionals rather than influencers. Nietzsche aptly referred to such individuals as “educated philistines”—those who advise without real-world experience. Today’s consultants and advisors fit this description perfectly, portraying themselves as specialists while lacking practical knowledge.
The Dangers of Overcomplication
Many of these advisors share a common trait: a complete absence of practical experience. Additionally, they have a tendency to complicate matters unnecessarily, filling reports with elaborate Excel spreadsheets, PowerPoint presentations, and intricate graphs. Essentially, they replace truth with complexity. A serious manager can instinctively sense this façade of perfection and will seek guidance from someone who has genuinely experienced challenges, someone who has witnessed events firsthand and endured hardships. Life is not a film; it doesn’t offer chances for retakes. If you’re shot by an enemy, you are dead—there’s no second chance.
Choosing the Right Consultant
Clausewitz, in his seminal work “On War” (which should be a fundamental text for any business school), best illustrates the importance of selecting the right consultant: when given a choice between a corporal fresh from the trenches and a general descending from an office, choose the former without hesitation.
Reflecting on Our Society
If we were to observe our society from a distance, amidst the overwhelming flood of information and myriad of consultants, we might liken it to a Charlie Chaplin comedy, where a blind person leads a one-eyed individual, and we find ourselves laughing at their misadventures. This highlights the genuine need for accurate information. Managers do not merely seek advice; they yearn for wisdom grounded in real experience.
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Seeking Truth in Information
In the quest for knowledge, many individuals are not in search of the magical formula for success or the alchemy of turning lead into gold. Instead, they seek the raw truth as it exists in reality. They look for simplicity, clarification, and firsthand information from the ground or directly from the source. Sound decisions are rooted in such insights.
The Wisdom of Experience
Smart managers pay attention to the shoes of their consultants, valuing the insights of those with worn-out sneakers over those boasting pristine Loro Piana footwear. The reason is straightforward: they require practical intelligence rather than theoretical knowledge gleaned from books or online searches. Managers aim to decode the underlying mechanisms, operational principles, and competitive intentions through the information they gather, striving to organize and control the future.
Understanding Reality
They do not invest in superficial interfaces, holograms, or mere opinions. Instead, they wish to grasp the deceptive nature of reality and anticipate future trends to remain “in control.” The information consumer is a pragmatic, battle-ready manager focused on growth and development, with visions of monopolizing the market. This manager is akin to a military leader preparing for battle even in peacetime.
What Constitutes Valuable Information?
If earlier remarks about consultants’ spreadsheets and graphics were made in jest, it is essential to delineate what valuable information should truly entail and what managers should expect. This leads to an extensive debate among military professionals, social scientists, and practitioners, encompassing various models such as MI6, CIA, Mossad, and others. Yet, all these frameworks fall short when compared to the most nuanced advisory tool known: “grandma’s advice.”
The Essence of Grandma’s Advice
Grandma’s advice is straightforward, articulated in everyday language, devoid of scientific jargon meant solely for show. It emphasizes clarity, akin to how one would explain to a grandchild. This wisdom is grounded in years of experience, containing a clear beginning and end, detailing who, when, where, and why—much like a lived narrative. It is infused with emotion, as grandma engages in the practical application of her advice, sharing in the joy of your endeavors and following through to see the results. If you stumble, she will be there to help rectify the situation.
The Clarity of Simple Guidance
Grandma’s advice “clears” the grandchild’s thinking, helping them grasp reality in its simplest form of cause and effect, stripping away all that is irrational and unnecessary from what one wishes to understand. Unfortunately, in the realm of economics, there are no grandmothers to guide the way, and the days when apprentices learned directly from masters are long gone. Thus, a beleaguered manager, confronted with harsh realities, realizes that their education prepared them to become an economics professor, not to run a factory.
The Overload of Information
Moreover, they find no “bright mind” to consult, and the overwhelming flood of information and expert advice leaves them paralyzed. With every challenge, they are bombarded with an avalanche of data that is largely unhelpful, presenting a myriad of details that do not contribute to their understanding, as it only delivers ready-made solutions and interfaces instead of genuine cause-and-effect mechanisms.
Simplifying the Complex
In contrast, “grandma’s advice” simplifies complexities and resolves issues effectively. If a manager is faced with a problem, the right approach should be to distill the information down to its essence, focusing on what truly matters and eliminating the noise.
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The Role of Security Consultants in Decision-Making
When we think of a security consultant, we often don’t associate them with the comforting image of a grandparent. Rather, it’s essential to approach the idea of hiring a consultant with a strategic mindset, ensuring that you’re not wasting resources.
The Importance of Information in Management
Moreover, there is a crucial point to consider: the information provided should serve merely as “ingredients” that fuel the manager’s own thought process, acting as intellectual ammunition. It’s vital that this information does not dictate the manager’s decisions; otherwise, they risk becoming manipulated by the source of that information.
Avoiding Dependency on Information
Should a manager become overly reliant on external information, it can lead to a situation akin to addiction, where they feel dependent on it for guidance. A successful manager should be in control of the information they receive rather than being controlled by it.
Government Analogy
To illustrate this concept, consider the analogy of government operations: a strong government directs intelligence agencies on what information is necessary to achieve its objectives. In contrast, a weak government may find itself at the mercy of these agencies, which might pursue their own interests through the data they provide.
Intelligence vs. Incompetence
Ultimately, not knowing something can be a matter of intelligence, but failing to understand how to act is a matter of incompetence. It is imperative for managers to cultivate the ability to discern and utilize information effectively, ensuring they maintain their autonomy in decision-making.
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