A Strategy for Avoiding a Compromise: The Bribe

A Strategy for Avoiding a Compromise: The Bribe

By Mike McLoughlin,
Youth With A Mission, Marketplace Mission
Visit the Scruples Small Business Forum at www.scruples.net for more information.

Before the Interview

1. Be aware. Does the company have a reputation for accepting bribes or requiring cash gifts?

2. Set a standard in your business. Decide that it is company policy not to pay bribes or cash gifts.

3. Before going to the sales interview look honest! No dark sunglasses. Clean shaven. Smartly dressed. Look like a pastor!

4. Maintain a strictly business or professional approach to the interview. No side rooms. No secret meetings.

5. Deal only at the business establishment or in a proper place of business.

6. Be prepared to say no to a request for a bribe or cash gift, even if it means losing the sale.

7. Pray. Ask God to go before you into the interview. Bind the strongman spirit of greed and bribery. Ask for wisdom to know how to respond to the situation.

During the Interview

When presented with a requirement to pay a bribe or cash gift:

1. Define what it is. Is it above the table? That is, will an expense receipt be issued for it and will it be written into the contract? To whom will it be paid: the company or an individual?

2. If it is not above the table and does not form part of the regular business deal, state that your company has a policy of not paying such expenses.

3. Explain why it is not good business practice for your company to pay it. Too many business people have paid cash gifts for a contract only to find that it was awarded to someone else because they offered more. They were out the cash and the contract.

4. Make your sales pitch anyway. Offer an honest incentive.

5. Take the initiative to end the interview. Be firm in your refusal to offer the bribe, but positive about still doing business with them.

After the Interview

1. Keep in contact with the company.

2. Be there to pick up the pieces when the competitor fails. Often, bribes are offered to conceal the weaknesses of the competing bid.

3. Pray again. The king's heart is in the hand of the LORD; he directs it like a watercourse wherever he pleases. (Proverbs 21:1). Ask God to direct that company back to you.

4. Trust God that he will provide for you.

5. Develop a reputation in the industry for providing a quality product. Customers will come to you rather than you going to them. When customers come to you first they will not be expecting you to offer them a bribe for their business!

The current version of the Scruples Web site is at www.scruples.net.