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Compliance Kitchen

OFAC Sanctions Cameron International Corporation and Schlumberger


OFAC settles with Cameron International Corporation and Schlumberger Rod Lift, Inc over Russia and Sudan sanctions violations. Listen in as the Kitchen reviews in more detail.

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The Compliance Life

John Melican-New York County DA


The Compliance Life details the journey to and in the role of a Chief Compliance Officer. How does one come to sit in the CCO chair? What are some of the skills a CCO needs to success navigate the compliance waters in any company? What are some of the top challenges CCOs have faced and how did they meet them? These questions and many others will be explored in this new podcast series. Over four episodes each month on The Compliance Life, I visit with one current or former CCO to explore their journey to the CCO chair. This month, my guest is John Melican, former CCO at AMEX Travel and now Managing Director at Exiger.
Melican attend Colgate for undergrad and the University of Albany for law school. He began with the New York County District Attorney’s office. There he moved from Trial Division, to the
Investigations Division, Special Prosecutions Bureau and ending with the Investigations Division, Frauds Bureau. He talked about trying cases and some large white-collar prosecutions he played a role in during his time with the DA.
Resources
John Melican LinkedIn Profile
Exiger

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F*cking Argentina

Couple’s Dinner

Tom and Gregg entertain us yet again in this chapter of his book, which can indeed be a scenario you can relate to where he explores the social awkwardness of dealing with the “I’m better than you” sorts of people.
In a funny chapter entitled The Last Couples Dinner, he tells how the character of Jodi has been postponing a dinner date with her best friend and her husband, who is an “X+1” personality whose nature is to one-up everything anyone else says. Jodi runs out of reasons and pushes through with the dinner. Her meek and mild-mannered husband, David, teaches a trick or two and flexes a strategy on how to strike back at a one-upper gracefully.
Join the fun in this new episode of F*CKING ARGENTINA with Tom Fox and Gregg Greenberg. #TheLastCouplesDinner
ABOUT THE BOOK
F*cking Argentina and 10 More Tales of Exasperation by Gregg Greenberg is a compilation of short stories that dive into the American phenomenon of being in a near-perpetual state of aggravation. Greenberg’s anthology brings together eleven original pieces of work, each with their own slice of independent and distinct plot lines but all converging on the universal theme of exasperation. They run the whole gamut of scenarios, from the titular story “F*cking Argentina” wherein the country is once again in bankruptcy and a polite game of tug o’ war plays out on a porch, to “A Journeyman Tennis player’s Prayer” with a low ranking U.S. Open contender begging God for a comparable opponent. Both stories end with the superlative f-word, which showcases at some point in other stories, and a guaranteed chuckle from their readers. Buy the book here: http://fckingargentina.com/.
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Do you have a podcast (or do you want to)? Join the only network dedicated to compliance, risk management, and business ethics, the Compliance Podcast Network. For more information, contact Tom Fox at tfox@tfoxlaw.com.

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Innovation in Compliance

What Compliance Can Learn From Sales with Debbie Mrazek


 
Debbie Mrazek, President of The Sales Company, is Tom Fox’s guest on this week’s episode of the Innovation in Compliance Podcast. She has spent her career helping individuals and companies around the world as a sales consultant helping them develop good customer relationships. Debbie joins Tom to talk about sales processes and what compliance professionals can learn from sales personnel.
 

 
Active Listening and Communication: The Key To Success in Sales
Active listening is the key to success in sales, as the sales process is all about communication. Knowing when to speak and when to be quiet is vital, Debbie stresses: “If you’re talking more than 60% of the time, shut up. You’re not learning anything; you’re not getting any new information.” Learning to ask open-ended questions and allowing the other person to do most of the talking will go a long way. Anyone can learn the skills of a salesman, and you don’t have to be extroverted or a social butterfly to be successful in sales. All you need to do is be able to carry conversations and have genuine care for your clients.
 
A Proper Sales Forecast
A proper sales forecast isn’t one that’s done only once a year, but rather every day. Done this way, it drives the sales process further and also improves time management. Sales professionals can see at any point where they did well or where they went wrong. “Tackling the numbers, really understanding what they are, keeping up with them every single day, and knowing where you stand…and where you have shortcomings [can help immensely],” Debbie says. Tom adds that assessing your risk, and assessing them annually, as well as monitoring them and then adjusting your risk strategy where needed is also important. 
 
Relationships are Key
The traditional sales model has the sales professional go out and acquire the potential client then turn them over to the inside sales customer. This approach, Debbie remarks, has its flaws because the relationship the sales professional built with the client ends up being tossed over to a stranger. Relationships are a key part about sales. “We want to establish relationships where people can come back to us again and again,” Debbie says. She talks about the third sales model which she calls the flexible sales process. In this model, the sales professional acquires the client but gets to maintain the relationship whilst working closely with the inside customer service people. Everyone in the sales department is working together as opposed to individual silos with poor communication. “I believe this serves your company the best, as well as serves your clients the best because everybody’s in it to win it,” Debbie remarks.
 
Improving Your Sales Model
For individuals established in business, improving the sales model will follow the lines of assessing what’s already been done in the sales department. It involves asking yourself questions like how long it took to close an opportunity with a client and whether or not that client has bought from you more than once. Sales personnel can then use that information when they’re forecasting what they want to do in the future. Tom remarks that these concepts are applicable for in-house compliance professionals as well. Building relationships, taking information from the relationships you developed, and then implementing that into the sales or service offerings is important.  
 
The Impact of COVID-19 and What’s Next
The pandemic has impacted the approach to sales, Debbie tells Tom. Going forward, people will decide how they want to connect and communicate with sales professionals, whether in-person, virtually, or a hybrid of both. Debbie stresses that sales professionals have to have conversations with each prospect about this because they need to know what their clients want. Sales in the future will continue to see more innovation with respect to technology and the availability of data. Salespeople are going to learn how to use data like AI. She also believes that these kinds of technologies will be more user-friendly in the coming years.
 
*Check out Smarsh Advance, which will be held on November 9th. For information or to register, click here.*
 
Resources
Debbie Mrazek | LinkedIn | Twitter
The Sales Company
 
 

Categories
Daily Compliance News

October 5, 2021 the Lazarus edition


In today’s edition of Daily Compliance News:

  • FB says it is not monopolistic. (NYT)
  • Petrofac settles. (WSJ)
  • Ozy is back. (WSJ)
  • South Dakota leading US state for shell companies. (WaPo)
Categories
Blog

Internal Controls in Compliance: Part 2-Rigor In Your Internal Controls

New York Times columnist David Brooks’ thoughts on building and maintaining order inform the discussion on rigor in your internal controls. In internal controls, I believe it is incumbent to consider not only the most obvious risk areas for your internal controls but also the universe of potential transactions within the operations of a company. There is a clear need for rigor in your internal controls protocols and adherence to that rigor can increase operationalization around the internal controls a company should consider including gifts, travel and entertainment expenses.
One area that companies need to be mindful of is corporate checks and wire transfers, in response to falsified supporting documentation, such as check requests, purchase orders, or vendor invoices. The Delegation of Authority (DOA) is a critical internal control. For example, a wire transfer of $X between company bank accounts in the US might require approval by the Finance Manager at the initiating location and one officer. However, a wire transfer of $X to the company’s bank account in Nigeria, could require approval by the Finance Manager, a knowledgeable person in the compliance function, and one officer. The key is that the DOA should specify who must give the final approval for such an expense.
Petty cash disbursements in locations outside the US have unique control issues. Some petty cash funds outside the US have small balances but substantial throughput of transactions. Your DOA should address replenishment of petty cash funds in countries outside the US, as well as approval of expense reports for employees who work outside the US, including those who travel from the US to work outside the US
Another area for concern is travel, the reason for this being that a company’s corporate travel department and independent travel agencies can buy tickets, hotel rooms, etc., for non-employees. Internal controls might be needed to ensure policies are enforced when travel for non-employees can be purchased through a corporate travel department or through independent travel agencies. As was demonstrated with the GlaxoSmithKline plc (GSK) bribery and corruption criminal conviction in China, a company must not discount the risk related to abuse of power internally and collusion with independent travel agencies. You should implement procedures to ensure compliance with your company policies regarding payment of travel and related expenses for third parties, for not only visits to manufacturing or job sites but also any compliance restrictions that might be in place.
An area for fraud, corruption and corporate abuse has long been P-Cards. If your company uses P-Cards, assume this to be a very high-risk area, not just for bribery and corruption but also for fraud risk generally. Banks have made a great selling job to corporations for the use of P-Cards to help to facilitate “cash management” but, more often than not, they can simply be a streamlined way to allow embezzlement and misbehavior to go undetected. Here a control objective should be put in place along the lines of a written policy and procedure defining the acceptable and unacceptable use of company P-Cards, required forms, required approvals, documentation and review requirements.
If the pre-approval process and strong controls over expense reports prevent misbehavior, employees who wish to misbehave will seek other ways to do it where controls are not so strong. This means you should use your risk assessment process to help prioritize where controls are most needed. If your company prohibits gifts and any travel other than for the submitting employee from being included in the expense report, you should consider requiring instead a check request form be used, which would be subject to stringent controls. In such cases a checklist should be completed and attached to the request which includes questions and disclosures designed to flush out exactly what was provided in the way of a business class airline, pocket money, event tickets, side trips, leisure activities, spouses or other relatives who might be traveling and why the travel had business purpose. Such an internal control would allow for a more streamlined processing of expense reports and still elevates the items to the appropriate level of review and requires appropriate documentation.
One question I am often asked is why does a company need internal controls in place regarding gifts because in many companies internal audits of these expense reports are common? It is important to keep in mind that, with respect to gifts, travel and entertainment, internal audits most often constitute, at best, a detect control, which only gives comfort for some historical period and is not necessarily representative of the controls in place to prevent future violations. So, it will be a false sense of security if a compliance officer relies on the internal audit of expense reports to be the control needed over violation of gift policies.
Brooks said, “Building and maintaining order…requires toughness of mind and rigid discipline to properly serve your own work.” By having the rigor to institute and enforce the types of internal controls identified, you can go a long way towards detecting and, more importantly, preventing a Foreign Corrupt Practices Act (FCPA) violation from occurring.