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The 30-Day Shadow-AI Amnesty: Turning Hidden Risk into Governance

There is a hard truth that every Chief Compliance Officer and compliance professional needs to confront right now: artificial intelligence is already inside your organization, whether it arrived through formal approval channels or not.

Employees are testing tools independently. Business teams are adopting AI-enabled workflows without waiting for a governance committee to approve them. Vendors are embedding AI into products and services faster than many companies can update their policies. Somewhere inside that mix, decisions are being influenced by systems that may not be documented, reviewed, or governed in any meaningful way. That is the world of Shadow-AI.

It is not necessarily malicious. In many cases, it is simply the predictable result of innovation outpacing governance. But from a compliance perspective, that does not make it any less risky. Under the Department of Justice’s Evaluation of Corporate Compliance Programs, the question is not whether management intended to allow uncontrolled use of AI. The question is whether the company can identify emerging risks, implement controls that address them, encourage internal reporting, and demonstrate that the program works in practice.

That is why the 30-day Shadow-AI Amnesty matters. Properly designed, it is not an admission of failure. It is proof of governance. It is a practical mechanism for surfacing hidden risk, reinforcing a speak-up culture, and creating the operational baseline needed to govern AI over the long term.

You Cannot Govern What You Cannot See

The first challenge with Shadow-AI is visibility. Too many organizations still assume that AI risk begins with approved enterprise systems. That assumption is already outdated. The real risk universe is broader. It includes employees using public generative AI tools for drafts or analysis. It includes business units creating internal automations that affect workflows. It includes third-party applications with embedded AI functionality that have not been separately assessed. It includes pilots that started small and quietly became part of day-to-day decision-making.

This is exactly the sort of problem the ECCP is built to address. The DOJ asks whether a company’s risk assessment is dynamic and updated in light of lessons learned and changing business realities. Shadow-AI embodies the changing business reality. If your risk assessment fails to account for hidden AI use, your compliance program is lagging behind the business.

A 30-day amnesty closes that gap by creating a controlled mechanism to identify what is already happening. It allows the company to convert unknown risk into known risk and known risk into governable risk. In other words, it turns hidden risk into a governance advantage.

Why Amnesty Works Better Than Enforcement at the Start

One of the smartest features of a Shadow-AI Amnesty is that it begins with disclosure rather than punishment. If you want employees to report unapproved AI use, you need to give them a credible reason to come forward. If the first signal from compliance is that disclosure will trigger blame, discipline, or reputational harm, employees will remain silent. The result will be exactly the opposite of what the compliance function needs. This is where the amnesty becomes a culture-and-speak-up control.

The ECCP places significant emphasis on culture, internal reporting, and non-retaliation. Prosecutors are instructed to evaluate whether employees feel comfortable raising concerns and whether the company responds appropriately when they do. A well-structured amnesty aligns directly with those expectations because it tells employees that transparency is valued, that reporting is encouraged, and that remediation matters more than finger-pointing.

That does not mean there are no consequences for reckless or prohibited conduct. It means the organization recognizes that the first step toward control is visibility. The safe-harbor period exists to gather information, assess risk, and bring informal AI activity into a formal governance structure. That is not a weakness. That is smart compliance design.

Designing the Amnesty for Participation

The success of a Shadow-AI Amnesty depends heavily on its design. If the process is burdensome, legalistic, or overly technical, participation will be limited. The design principle should be simple: lower the barrier to disclosure while collecting enough information to support triage.

A short intake process is essential. Employees should be able to disclose a tool, workflow, or use case quickly. The company needs basic information: what the tool is, who owns it, where it is used, what data it touches, what decisions it may influence, and whether any controls already exist. This is not the stage for a full investigation. It is the stage for building inventory and context.

That approach is fully consistent with good governance practice. The NIST AI Risk Management Framework emphasizes understanding context, mapping use cases, and establishing governance for the actual use of AI. ISO/IEC 42001 similarly reflects the principle that effective AI management begins with a defined scope, documented processes, and clear responsibility. You cannot apply either framework if you do not know what systems or uses exist in the first place. The amnesty, then, is not a side exercise. It is the front door to a credible AI governance program.

Triage Is Where Governance Becomes Real

Once disclosures start coming in, the company must shift from intake to triage. This is where design and control become critical. Not every disclosed use of AI presents the same level of risk. Some uses may be low-risk productivity aids. Others may influence hiring, investigations, financial reporting, customer-facing communications, or core operational decisions. The compliance function needs a disciplined way to distinguish between them.

A risk-based triage model should ask a few straightforward questions. Does the AI influence a decision that affects employees, customers, or regulated outcomes? Does it involve sensitive or confidential data? Is there human review, or is the output used automatically? Is the use visible externally? Is it part of a business-critical workflow? What controls exist today?

These are compliance questions. They are also ECCP questions because they go directly to risk assessment, resource allocation, and whether controls are tailored to the realities of the business. This is also where culture and control begin to work together. A company that invites disclosure but fails to triage intelligently will lose credibility. Employees need to see that reporting leads to measured, thoughtful governance, not chaos. The point is not to shut everything down. The point is to classify, prioritize, and respond appropriately.

Culture as a Control

One of the most important themes in the modern compliance conversation is that culture is not soft. Culture is a control. That is especially true with Shadow-AI. In many organizations, the first people to know that a workflow has drifted outside approved channels are the employees using it every day. The first people to spot unreviewed prompts, risky data inputs, or overreliance on AI-generated outputs are often not senior executives or formal governance committees. They are line employees, managers, analysts, and business operators.

If those people do not believe they can report what they see without retaliation or embarrassment, then the organization loses one of its most effective early warning systems. A Shadow-AI Amnesty sends a powerful signal. It says the company would rather know than remain in the dark. It says that governance begins with honesty. It says that disclosure is part of doing the right thing.

Under the ECCP, that matters. A culture that encourages internal reporting and constructive remediation is a hallmark of an effective compliance program. In the AI context, it may be one of the few ways to surface emerging risks before they become control failures, regulatory issues, or public problems.

From Amnesty to Operating Model

The amnesty itself is only the beginning. Its true value lies in what follows. Once the company has a baseline inventory of disclosed AI uses, it should not let that information sit in a spreadsheet and die. The next step is to convert the amnesty into a long-term governance operating model.

That means maintaining a living registry of AI use cases. It means embedding disclosure and review into normal business processes. It means defining approval pathways for higher-risk uses. It means establishing ongoing monitoring to detect performance changes, data drift, and control effectiveness. It means updating policies, training, and communications based on what the company has actually learned from the amnesty.

This is where the governance frameworks become especially useful. NIST AI RMF helps organizations move from mapping and understanding AI uses to governing, measuring, and managing them. ISO/IEC 42001 provides the management-system discipline needed to assign responsibility, document controls, review performance, and drive continual improvement.

In other words, the amnesty is not the solution by itself. It is the catalyst that allows a real operating model to emerge.

Proof of Governance Under the ECCP

Why does this matter so much from an enforcement perspective? Because the amnesty produces evidence. If regulators ask how the company identified AI uses, there is a process. If they ask how risks were assessed, there is a methodology for it. If they ask what was done with high-risk cases, there are records of triage and remediation. If they ask what role culture played, there is a concrete speak-up initiative tied to internal reporting and governance design.

This is exactly what the ECCP is looking for. Not slogans. Not a glossy AI principles deck. Evidence that the company identified a risk, created a mechanism to surface it, encouraged reporting, evaluated what it found, and built controls that match the risk. That is why the 30-day Shadow-AI Amnesty is so important. It transforms governance from assertion into proof.

The Practical Bottom Line

The compliance function does not need to wait for a perfect enterprise AI strategy before acting. In fact, waiting may be the biggest mistake. Shadow-AI is already there. The question is whether your organization is prepared to see it, hear about it, and govern it.

A 30-day amnesty is one of the most practical tools available because it combines two things strong compliance programs need: better visibility and a stronger culture. It surfaces risk while reinforcing speak-up. It creates documentation while improving control design. It gives the company a starting point for long-term governance without pretending the problem can be solved in one month.

In the end, that is what good compliance has always done. It does not deny business reality. It creates the structure that allows the business to move forward with integrity, accountability, and confidence.

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Compliance Into the Weeds

Compliance into the Weeds: Banking Regulators Cut Model Risk Guidance: Implications for Compliance, Audit, and AML Oversight

The award-winning Compliance into the Weeds is the only weekly podcast that takes a deep dive into a compliance-related topic, literally going into the weeds to explore it more fully, and looking for some hard-hitting insights on compliance. Look no further than Compliance into the Weeds! In this episode of Compliance into the Weeds, Tom Fox and Matt Kelly discuss new Federal Reserve, FDIC, and OCC model risk management guidance issued late Friday, arguing it replaces detailed, bright-line expectations with thin, principles-based language.

They contrast the prior OCC guidance (109 pages) with the new 12-page document, saying it describes model risk governance abstractly but offers little direction on what banks should do, leaving decisions about materiality and oversight to management. They highlight practical consequences for bank compliance and internal audit, including reduced leverage to insist on prudent governance, potential weakening of AML model oversight under the strict-liability Bank Secrecy Act, and the risk of more arbitrary enforcement amid reduced regulatory staffing. They also note that the guidance excludes AI models, with future AI guidance promised only through a later comment process.

Key highlights:

  • From 109 pages to 12
  • Principles vs specifics debate
  • Internal audit sidelined
  • Regulators and capacity cuts
  • AI models left out 

Resources:

Matt on Radical Compliance

 Tom

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A multi-award-winning podcast, Compliance into the Weeds was most recently honored as one of the Top 25 Regulatory Compliance Podcasts, a Top 10 Business Law Podcast, and a Top 12 Risk Management Podcast. Compliance into the Weeds has been conferred a Davey, a Communicator Award, and a W3 Award, all for podcast excellence.

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Great Women in Compliance

Great Women in Compliance: Culture Check: Are Your Speak Up Channels Effective?

Ever wish you could benchmark your Speak Up channels against more than just volume, issue types, and time to close? 

The Speak Up Self-Assessment (SUSA) was designed to help you go deeper by assessing organizational infrastructure—including reporting channels, confidentiality safeguards, follow-up processes, and governance of whistleblowing systems.

In this roundtable episode, we speak with guests: 

  • Professor Jessica McManus Warnell
  • Dr. Mary Gentile 
  • Allison Narmi 

about the work they are doing to bring a free, anonymous diagnostic tool to self-assess speak-up channels. Building on the work done in the EU, our guests today are members of the project team that has developed an American version of the tool, with support from the Notre Dame Deloitte Center for Ethical Leadership. Link to the EU version here – https://edhec.az1.qualtrics.com/jfe/form/SV_eleMjkHraHzw6Hk

U.S. version coming soon.  

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Daily Compliance News

Daily Compliance News: April 22, 2026, The AI Hallucinations from Sullivan & Cromwell Edition

Welcome to the Daily Compliance News. Each day, Tom Fox, the Voice of Compliance, brings you compliance-related stories to start your day. Sit back, enjoy a cup of morning coffee, and listen in to the Daily Compliance News. All, from the Compliance Podcast Network. Each day, we consider four stories from the business world, compliance, ethics, risk management, leadership, or general interest for the compliance professional.

Top stories include:

  • Ex-Algerian Minister of Industry jailed for corruption. (Aljazeera)
  • A wish list for John Ternus. (NYT)
  • Best 5 books on the Fed. (WSJ)
  • AI hallucinations from Sullivan & Cromwell court filing. (FT)

Interested in attending Compliance Week 2026? Click here for information and Registration. Listeners to this podcast receive a 20% discount on the event. Use the Registration Code TOMFOX 20

To learn about the intersection of Sherlock Holmes and the modern compliance professional, check out my latest book, The Game is Afoot-What Sherlock Holmes Teaches About Risk, Ethics and Investigations on Amazon.com.

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AI Today in 5

AI Today in 5: April 22, 2026, The AI Ready Lawyer Edition

Welcome to AI Today in 5, the newest addition to the Compliance Podcast Network. Each day, Tom Fox will bring you 5 stories about AI to start your day. Sit back, enjoy a cup of morning coffee, and listen in to the AI Today In 5. All, from the Compliance Podcast Network. Each day, we consider five stories from the business world, compliance, ethics, risk management, leadership, or general interest about AI.

Top AI stories include:

  1. The AI-ready lawyer. (Wolters Kluwer)
  2. MetaComp launches AI agent governance framework. (PR Newswire)
  3. APAC CFOs embrace AI. (Wolters Kluwer)
  4. What the AI mirror reveals about us. (BankInfoSecurity)
  5. OpenAI is providing cyber protection for banks. (FinTechMagazine)

Interested in attending Compliance Week 2026? Click here for information and Registration. Listeners to this podcast receive a 20% discount on the event. Use the Registration Code TOMFOX20

To learn about the intersection of Sherlock Holmes and the modern compliance professional, check out my latest book, The Game is Afoot-What Sherlock Holmes Teaches About Risk, Ethics and Investigations on Amazon.com.

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Blog

Trust Is Not a Control: The Drop-In AI Audit

There is a hard truth at the center of modern AI governance that every compliance professional needs to confront: trust is not a control. For too long, organizations have approached AI oversight with a familiar but outdated mindset. They collect a vendor certification. They review a policy statement. They ask whether a third party is “aligned” with a recognized framework. Then they move on, assuming the governance box has been checked. In today’s enforcement and risk environment, that approach is no longer good enough.

The Department of Justice has repeatedly made this point in its Evaluation of Corporate Compliance Programs. The DOJ does not ask whether a company has a policy on paper. It asks whether the program is well designed, whether it is applied earnestly and in good faith, and, most importantly, whether it works in practice. That final phrase matters. Works in practice. It is the dividing line between performative governance and effective governance.

That is why every compliance program now needs a drop-in AI audit. It is not simply another diligence exercise. It is a mechanism for proving that governance is real. It is a practical third-party risk tool. And it is one of the clearest ways to operationalize the ECCP in the age of artificial intelligence.

The Problem: Third-Party AI Risk Is Moving Faster Than Oversight

Most companies do not build every AI capability internally. They rely on vendors, service providers, cloud platforms, embedded applications, analytics partners, and other third parties whose tools increasingly shape business processes and compliance outcomes. In many organizations, these third parties now influence investigations, due diligence, monitoring, onboarding, reporting, customer interactions, and internal decision-making. That creates a new class of third-party risk.

The problem is not only whether a vendor has responsible AI language in its contract or whether it can point to a certification. The problem is whether your organization can verify that the relevant controls are functioning as represented in the real-world use case affecting your business. That is where too many compliance programs still fall short.

Under the ECCP, the DOJ asks whether a company’s risk assessment is updated and informed by lessons learned. It asks whether the company has a process for managing risks presented by third parties. It asks whether controls have been tested, whether data is available to compliance personnel, and whether the company can demonstrate continuous improvement. These are not abstract questions. They go directly to how you oversee AI-enabled third parties. If your third-party AI governance begins and ends with a questionnaire and a PDF certification, you do not have evidence of governance. You have evidence of intake.

What a Drop-In Audit Really Does

A drop-in AI audit changes the question from “What does the third party say?” to “What can the third party prove?” That is a profound shift.

The value of the drop-in audit is that it brings compliance discipline directly into third-party AI oversight. Instead of accepting broad claims about safety, control, and alignment, you examine operational evidence. Instead of relying solely on design statements, you test for performance in practice. Instead of treating governance as a one-time approval event, treat it as a repeatable audit process. In that sense, the drop-in audit becomes proof of governance.

It also becomes a far more mature third-party risk tool. You are no longer merely assessing whether a vendor appears sophisticated. You are assessing whether a third party can withstand scrutiny on the questions that matter most: scope, controls, traceability, escalation, and evidence.

And from an ECCP perspective, that is precisely the point. The DOJ has emphasized that compliance programs must move beyond paper design into operational reality. A drop-in audit is one of the few mechanisms that let you do that in a disciplined, documentable way.

From Vendor Oversight to Third-Party Governance

This discipline should not be limited only to classic vendors. The better view is to expand the concept across all third parties that provide, influence, host, or materially shape AI-enabled services. That includes software providers, outsourced service partners, embedded AI functionality in enterprise tools, cloud-based analytics environments, compliance technology vendors, and any external party whose systems affect business-critical decisions or regulated processes.

Risk does not care about the label on the contract. If the third party’s AI affects your organization’s screening, monitoring, investigations, decision support, or disclosures, the compliance risk is real. Your governance process must be equally real. This is why “trust but verify” is no longer just a slogan. It is a design principle for third-party oversight of AI.

The Core Elements of the Drop-In Audit

A strong drop-in audit has three features: sampling, contradiction testing, and escalation.

1. Sampling: Evidence of Operation, Not Merely Design

Sampling is where governance becomes tangible. A company requests specific artifacts tied to actual use cases and actual control operations. This may include scope documents, Statements of Applicability, system documentation, training data summaries, access controls, incident records, runtime logs, or evidence of human review. The point is simple: operational evidence is what matters.

This is where a compliance function moves from hearing about controls to seeing them in action. It is also where internal audit can add real value by testing whether the evidence supports the stated control environment.

2. Contradiction Testing: Where Real Risk Emerges

This is one of the most important and underused concepts in third-party AI oversight. Inconsistencies between claims and reality are where governance failures emerge. If a third party says its certification covers a given service, does the scope document confirm it? If it claims strong incident response, does the record back it up? If it represents strong human oversight, do the runtime traces show meaningful intervention or only theoretical review points?

Contradiction testing is powerful because it goes to credibility. It tests whether the governance narrative matches the operating reality. Under the ECCP, that is exactly the kind of inquiry prosecutors and regulators will care about. It speaks to effectiveness, honesty, and control discipline.

3. Escalation: Governance in Action

Governance without consequences is not governance. A drop-in audit must include clear escalation triggers. Missing evidence, mismatched certification scope, unexplained gaps, unresolved incidents, or inconsistent remediation should not be noted in isolation. They should trigger action.

That action may include enhanced diligence, contractual remediation, independent validation, temporary use restrictions, or deeper audit review. The important point is that the program responds. This is where the drop-in audit becomes operationalizing the ECCP. It demonstrates that the company not only identifies risk but also acts on it.

How the Drop-In Audit Maps to the ECCP

The drop-in audit aligns tightly with the DOJ’s framework for an effective compliance program. Risk assessment is addressed because the audit focuses attention on where AI-enabled third parties create actual operational and control exposure. Policies and procedures are tested because the company does not merely accept them at face value. It assesses whether the stated controls are supported by evidence. Third-party management is strengthened by making oversight continuous, risk-based, and verifiable. Testing and continuous improvement are built into the audit process, which identifies gaps, contradictions, and corrective actions. Investigation and remediation principles are reinforced by documenting, escalating, and using findings to improve the control environment.

Most importantly, the audit answers the ECCP’s central practical question: Does the program work in practice?

How the Drop-In Audit Maps to NIST AI RMF

The NIST AI Risk Management Framework provides a highly useful structure for the drop-in audit, especially through its Govern, Map, Measure, and Manage functions.

  1. Governance is reflected in defined ownership, accountability, and escalation when issues are identified.
  2. A map is reflected in understanding the third party’s actual AI use case, scope, dependencies, and business impact.
  3. The measure is reflected in the use of evidence, runtime observations, contradiction testing, and performance assessment.
  4. Management is reflected in remediation, ongoing oversight, and updates to controls based on audit findings.

In this way, the drop-in audit becomes a practical tool for taking the NIST AI RMF from concept to execution.

How the Drop-In Audit Maps to ISO/IEC 42001

ISO/IEC 42001 adds the management-system discipline that compliance programs need. Its value lies in documented scope, role clarity, control applicability, monitoring, corrective action, and continual improvement. A drop-in audit fits naturally into that structure because it tests whether those elements are visible in operation, not merely stated in documentation.

The Statement of Applicability becomes meaningful when the company verifies that the controls identified there actually correspond to the deployed service. Monitoring becomes meaningful when evidence is examined. Corrective action becomes meaningful when gaps trigger follow-up. Continual improvement becomes meaningful when findings are fed back into governance. That is why the documentation you generate should serve your board, regulators, and internal stakeholders without additional work. Producing evidence that travel is one of the most strategic benefits of this approach.

Why Every Compliance Program Needs This Now

The strategic payoff is straightforward. Strong AI governance is not a drag on innovation. It is what allows innovation to scale with trust. A drop-in audit gives compliance and internal audit a mechanism to test what matters, document their findings, and create evidence that withstands scrutiny. It moves governance from assertion to proof. It transforms third-party diligence into a repeatable, auditable process. It helps ensure that when regulators, boards, or business leaders ask how the company knows its third-party AI governance is working, there is a real answer.

Because, in the end, evidence of governance matters. Not narratives. Not slide decks. Evidence. President Reagan was right in the 1980s, and he is still right today: “Trust but verify.”

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Daily Compliance News

Daily Compliance News: April 21, 2026, The Scambodia Edition

Welcome to the Daily Compliance News. Each day, Tom Fox, the Voice of Compliance, brings you compliance-related stories to start your day. Sit back, enjoy a cup of morning coffee, and listen in to the Daily Compliance News. All, from the Compliance Podcast Network. Each day, we consider four stories from the business world, compliance, ethics, risk management, leadership, or general interest for the compliance professional.

Top stories include:

  • Pope Leo calls on Angolans to fight corruption. (Africa News)
  • Should CEOs be the face of a company? (NYT)
  • Cambodia’s business model is scamming. (WSJ)
  • SCt to review SEC disgorgement powers. (Reuters)

Interested in attending Compliance Week 2026? Click here for information and Registration. Listeners to this podcast receive a 20% discount on the event. Use the Registration Code TOMFOX 20

To learn about the intersection of Sherlock Holmes and the modern compliance professional, check out my latest book, The Game is Afoot-What Sherlock Holmes Teaches About Risk, Ethics and Investigations on Amazon.com.

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AI Today in 5

AI Today in 5: April 21, 2026, The 7 Questions You Should Ask Edition

Welcome to AI Today in 5, the newest addition to the Compliance Podcast Network. Each day, Tom Fox will bring you 5 stories about AI to start your day. Sit back, enjoy a cup of morning coffee, and listen in to the AI Today In 5. All, from the Compliance Podcast Network. Each day, we consider five stories from the business world, compliance, ethics, risk management, leadership, or general interest about AI.

Top AI stories include:

  1. 7 questions to ask about AI and compliance. (The News Tribune)
  2. Compliance can outsource tools to AI but not judgment. (FinTech Global)
  3. Data Authenticity and Accountability for AI. (CCI)
  4. Do AI chatbots make you stupider? (BBC)
  5. ICU nurses get AI help. (HealthcareItNews)

Interested in attending Compliance Week 2026? Click here for information and Registration. Listeners to this podcast receive a 20% discount on the event. Use the Registration Code TOMFOX20

To learn about the intersection of Sherlock Holmes and the modern compliance professional, check out my latest book, The Game is Afoot-What Sherlock Holmes Teaches About Risk, Ethics and Investigations on Amazon.com.

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Innovation in Compliance

Innovation in Compliance: When a Senior Leader Faces Cancer: Disclosure, Continuity Planning, and Resilience with Deb Krier

Innovation comes in many areas, and compliance professionals need not only to be ready for it but also to embrace it. Join Tom Fox, the Voice of Compliance, as he visits with top innovative minds, thinkers, and creators in the award-winning Innovation in Compliance podcast. In this episode, Tom visits Deb Krier to discuss her work coaching primarily executives after serious cancer diagnoses.

Deb discusses the unique leadership challenges of privacy, disclosure, and maintaining credibility while undergoing treatment. Deb, a corporate communications professional and founder of Wise Women Communications, discusses what leaders should share with boards, HR, close colleagues, and clients, emphasizing the importance of controlling the narrative to prevent rumors and coordinating with medical teams to plan around energy levels, treatment, and time away. She describes resilience as “grit,” encourages leaders to delegate and empower teams, and urges organizations to strengthen business continuity and contingency planning so no single person holds ultimate authority. Deb highlights the importance of a support “tribe,” the benefits of humor, and advises compliance professionals to listen with empathy while addressing any legal disclosure obligations.

Key highlights:

  • Cancer Coaching for Executives
  • Work Impact and Treatment Planning
  • Resilient Leadership in Crisis
  • Support Tribe and Community
  • Humor as Medicine
  • Compliance, Empathy, and Culture

Resources:

Deb Krier on LinkedIn

Your Cancer Coach Website 

The Business Power Hour Podcast

Innovation in Compliance is a multi-award-winning podcast that was recently ranked Number 4 in Risk Management by 1,000,000 Podcasts.

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SBR - Authors' Podcast

SBR-Author’s Podcast: Invitational Selling: Building Trust, Engagement, and Human Connection in a Digital World with Dr. Dennis Cummins

Welcome to the SBR-Author’s Podcast! In this podcast series, Host Tom Fox visits with authors in the compliance arena and beyond. In this episode, Tom Fox welcomes Dr. Dennis Cummins to talk about his new book “Invitational Selling: The Human Connection Advantage.”

Dr. Cummins to discuss his new book, which grew from his experience “selling from the stage” and from learning that pressing less and connecting more led to better results. Dr. Cummins argues that traditional high-pressure sales tactics are failing because buyers have more information, face constant messaging, and are increasingly skeptical, while AI-driven speed and automation can erode authenticity and trust. He defines invitational selling as a three-phase framework: connect, convey, and convert by inviting next steps. This is usable not only for products but for leaders seeking organizational buy-in, speak-up/listen-up cultures, and engagement that reduces resistance and turnover. He shares a story about his late daughter, Lauren, selling bracelets as a lesson in rapport, value, and meaning. The book launches April 28, with launch proceeds donated to Make-A-Wish Foundation.

Key highlights:

  • Why Write This Book
  • Connect Convey Convert
  • Beyond Sales Organizational – Buy In
  • Speak Up Listen Up Culture
  • Inviting Beats Telling
  • Using AI Without Losing Trust

Resources:

Dr. Dennis Cummins on LinkedIn

Dr. Dennis Cummins Website

Invitational Selling click here

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