The GRU's calculation has shown itself to be unfailing. The owner of a small firm, even a very successful one, is always at great risk, always keen to strengthen his situation. When he receives a proposal to sell his own wares at a price fifteen to twenty times the highest normal price, he thinks to himself: this is a matter of industrial espionage, which in several countries is not even considered a criminal offence. From the first moment he knows what is wanted from him and carefully evaluates the step that he decides on. In any case, if he sells his product he can hide the fact from the authorities. It is equally easy for him to hide the money he has received. The only thing he has not taken into consideration is the wolf-like greed of the GRU. He hopes to dispose of the products of his firm, supposing that this will be sufficient. He is deeply mistaken. Having bought the first model or set of documents, certainly at a staggering price, the GRU will later on lower the prices and finally dictate them. One might object that the really big secrets are all in the hands of the big firms, but this is not absolutely true. Very often Soviet designers are not interested in the whole rocket or the whole aircraft, but only in some small part - an engine, a steering system or some particular instrument (in many cases not even an important part but only a membrane, a heat sink or some such thing) - exactly the sort of thing that would be produced by a components manufacturer. And of course recruitment in small firms does not in any way hinder the GRU's attempts to penetrate large firms. Far from it. After he has been milked, the owner of a components manufacturing firm, now turned agent, must turn his attention to the recruitment of other agents in the big firms to which he supplies his parts. Then suddenly in the Soviet Union an aircraft exactly like Concorde appears. (To blame the GRU for the trials and difficulties of the TU144 Concordski is not justified. Weak Soviet industry, using antediluvian technology, was simply not able to copy the aeroplane properly, despite having all the necessary drawings and documents.) Recently, the number of exhibition recruitments by the GRU has steadily increased. They have been facilitated by the fact that in these recruitments the GRU does not spend one rouble of its own money. The money which the delegation brings with it to the exhibition comes out of the budget of the armaments industry which is ready to spend as much money as it has to in profitable business. For its money the armaments industry receives essential documents and samples, and the GRU, without paying a penny, receives an agent who will serve it for long years afterwards. Exhibition recruitments are also attractive because they can be carried out with complete impunity. Only one case of detection is known, an air show at Le Bourget when the assistant Soviet military attache was detained for endeavouring to carry out just such a recruitment. He was detained, but not for long because a military diplomat cannot be held. Declared persona non grata, after three years he went to another country in another official capacity as a deputy resident. The only thing which is not clear in all these stories is the attitude of those countries who joyfully accept these supposed 'diplomats'.
As for GRU illegals, they basically use the first two methods. The work of illegals of course is made easier by the obvious simplification of the search for candidates and their tracing and vetting. Since they very often play the part of bona jide business people they come into frequent contact with the owners of firms producing military material, and by means of proposing advantageous deals, they gradually attract these people to play the part of agents. There is another very important factor. Illegals hardly ever recruit in the name of Soviet intelligence. They always assume another guise. In Japan, for example, they may pass themselves off as American industrial spies, in Northern Ireland as an organisation going in for terrorist activities against the English military presence, in Arab countries as anti-Zionists. In countries with dictatorial regimes GRU illegals recruit people in the name of anti-government organisations carrying on the underground struggle against tyranny. A method often used by illegals is to pass themselves off as supporters of separatist movements. It is only necessary for the illegal to know some of the important political views in order to be able to adopt them for himself and begin recruiting. Sometimes such recruitments are implemented very quickly and without problems. 'We are representatives of such and such a liberation army, this or that red brigade. Can't you help us? If you can't we ask you not to let anybody know about our visit.' The candidate is then recruited in the name of an organisation for which he feels sympathy and he gratifies his conscience all his life with the thought that he is a revolutionary and defends ideals near to his heart, not even suspecting the existence of the GRU and its illegals. He is so full of pride that he has been selected for such secret work that he may not even tell those who think likewise about it.
There is one last method of recruiting. This is when a foreigner comes in and says, 'Please recruit me.' However strange it may seem, every year hundreds of such people come into Soviet embassies and the same answer awaits them all. This is a diplomatic representation and not an espionage centre. Be so kind as to leave the building or we will call the police.' The police are usually not called but the embassy staff chase the would-be agent out quickly. Even if the GRU (and the KGB, for that matter) is sure that the caller is not a young reporter anxious to publish a sensational article or somebody purporting to sell secret documents but really only selling some nonsense, how can they be sure that the caller is not a police agent who wants to know who in the embassy is concerned with secrets? Thus the answer to all is the same. 'You have got the wrong address. We are not concerned with such things.' This does not mean that it would not be interesting to have a look at what the caller has brought, but long experience has shown that the person who really wants to be recruited and really has something to sell does not say very much but simply hands over the material, together with instructions as to where he can be found, and leaves. He might add a note to the effect that 'this is not all the material I have but only a part, if you are interested.'