Corrupt Pitches
Elliot Epstein2020-06-22T13:31:34+10:00It appears that shock, horror, FIFA, the world governing body of football is riddled with corruption…allegedly.
It may also be a revelation that the sun comes up in the morning and usually goes down in the evening. This is known as ‘clear as night and day’.
State governments have also had their share of scandal with decision makers awarding contracts sometimes to companies with a company structure consisting of a Centrelink recipient and a stray dog.
In my time as a high stakes pitch consultant, it has been rare to see nefarious skulduggery take place. Rare, but not never.
I have heard of a senior decision maker that insisted on ‘Ladyboys’ as part of the ‘package’,(excuse the irony).
There has been the case of the Coke filled suitcase to sway certain execs. (not the Coke Life variety).
Not to mention the example of the procurement person with a gambling problem who broke her links with ethics when faced with dire personal issues.
But where do the less obvious examples fit in the corrupt or not equation?
Does it count if the vendor writes the tender while colluding with the client so that it appears open and transparent?
Do BAFOs (Best and Final Offers) with only one supplier count or is that just good negotiation?
What about requests from clients for ‘ Marketing, Partnership, Community and Promotional ‘ assistance which is basically a euphemism for lots of free dollars in a different bucket?
In an age of increased probity, with more scrutiny than ever, it would be interesting to know what you see and where you sit on the scale of ethics.
Please either share your thoughts in this post or email me confidentially at elliote@salientcommunication.com.au.
Thanks
SEPP (Scandal Exposing Personal Payments)
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Elliot Epstein is a leading Pitch Consultant, Keynote Speaker, Corporate trainer who gets sales results rapidly. He has coached and trained high profile corporates globally in presenting, selling, negotiating and pitching. He has spoken at over 1500 conferences and workshops for leading companies such as HP, SEEK, Avaya, Hitachi , Computershare and CUB.
He is internationally renowned for ensuring sessions are engaging, interactive and relevant to winning business in competitive markets.
Elliot is based in Melbourne where he lives with his wife and two expensive children.
Published in Account Management/Retention, Blog, Executive Level Selling, Presentations, Sales Management
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