Listen to Julian Fisher’s podcast: The Spying Game: A Question of Deception

Spies are made, not Bourne. At least, that’s how former British intelligence operative Julian Fisher sees it in Think Like a Spy (2024), a clever handbook that shows how anyone can adopt a cunning mindset to achieve their goals.

Fisher overcame poverty, family trauma, and grief (his sister committed suicide) as well as very long odds to win a place at Oxford University and work with British intelligence in Africa.

Along the way, he helped South Sudan security agencies prepare the country for independence and intercepted camel rustlers in war-torn Somalia. Fisher was also one of the three instructors on the British television series Spies, so he’s earned his chops in the world of intrigue but what can he teach the rest of us?

We’ve got an advance copy of Fisher’s book and we’re already thinking more strategically and building alliances. Think Like a Spy (2024) packs in far too much intel and real-world examples to explore in one article so we’ve picked a few spy tactics to lay the groundwork for your success.

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1. Understand the Importance of Alliances

You don’t need a grand education or an enviable job to make alliances. Fisher was the fifth of seven children, home-schooled until age 11, and was in such grief over his sister’s suicide that he walked into a fast-moving car. While hospitalized, Julian met an Iranian nurse who shared her own traumatic tale of losing her father and struggling to make her way in Britain. “Allies are the most important things you will need in life,” Julian’s nurse told him. “Never forget that.”

He never did. Julian left the hospital determined to find allies and mentors who could propel him in a new direction and into a successful career. Think Like A Spy breaks down his strategy.

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2. Research Your Targets

Before springing into action, figure out what you want and who likely has access to it. For spies, that might involve targeting high-ranking military officials or government decision-makers. For you, it could mean targeting your dream job or getting your manuscript published.

Start by researching your potential allies. Use open-source intelligence like company websites, news stories, and social media to understand the structure of likely organizations and staff who can help you. Develop personality profiles to identify potential allies and note any common interests. In addition to Julian’s book, he suggests reading The Psychology of Spies and Spying to help understand the mindset.

Remember, you’re seeking potential long-term allies, not favors from people you will instantly discard. Case in point: Julian targeted Winston Churchill MP, the grandson of the wartime British prime minister, who eventually offered a reference for Julian’s first graduate job.

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3. Dress for success

Spies are masters of disguise. They go 'gray’ when they want to do their job without attracting attention. That means blending into the crowd by dressing in a suit for a business setting or wearing jeans to watch sports. Dress appropriately to build an alliance with your target. While Julian goes into many more details in Think Like a Spy, remember to keep it simple and dress appropriately.

Your ‘legend’ or cover (what you share about yourself to entice potential allies to engage with you) should be as close to the truth as possible so you can discuss what you know. Don’t misrepresent yourself. If your target likes a certain style of music, read up on it and listen carefully so you can discuss the topic thoughtfully. If you can find something in common with your target, you can build a bond and develop trust. CIA agent handlers call it ‘You Me Same Same’. 

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4. Learn to Listen

Spies lay the groundwork before having a conversation with their target. They disguise the true purpose of their interactions. They figure out exactly what information they want to elicit beforehand and even prepare how they can be flexible if the conversation takes a turn.

They also know how to seek information without asking questions. Intelligence officers establish a rapport with strangers through shared connections or by offering apparent secrets to see if there is reciprocity. They subtly stroke egos and test with misinformation to see if they can provoke a response. Pros also offer flattery or tell targets they could use help to understand a topic better - even if the intelligence officer is the real expert.

That doesn’t mean they don’t ask questions; it means they prepare a strategy to elicit the desired information. So start with the niceties: ‘How do you know the host? What do you do for a living?’ Establish common ground. Try asking ‘yes’ or ‘no’ questions then pause, allowing your target to fill in the blanks without prompting. Then listen to help you build a profile of your target: “Active listening is a skill and it takes practice,” Julian says.

5. Plan Your Pitch & Your Retreat‍

If you have got the targeting, cultivation, and elicitation stages right, you are more likely to end up with a positive response when you make your request for a job reference, an introduction to your next target, or any other goal you have in mind.

It’s a bit like getting engaged. People rarely ask the question without knowing the answer. Don’t just jump in and ask for a favor. Spies write a formal assessment of their target before the pitch. Are they able to become an ally? Would they make a good one? Are they motivated to do so? If yes, develop a recruitment plan. Pick your setting. Practice your pitch, and plan your retreat if your target says no. You don’t want to be at a loss for words if you get turned down.

Julian Fisher suggests a short form of words along the lines of, "Of course, I completely understand… If you can think of anyone else who might be able to stand in for you, I’d be very grateful for an introduction.”