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.

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
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.

Cybersecurity Awareness Month – Reducing Cyber Incidents Through Vendor Due Diligence
In this episode, CSS’s team of cybersecurity experts E.J. Yerzak and Mike Farrell kick off Cybersecurity Awareness Month discussing the importance of vendor due diligence and the role that service providers can play in cyber incidents.
About Our Guest Speakers:

E.J. Yerzak CISA®, CISM®, CRISC™ assists firms in assessing and managing their cybersecurity risk – from network vulnerability scanning and penetration testing to onsite cybersecurity assessments and assistance in implementing the NIST cybersecurity framework. E.J. has authored articles and alerts on emerging regulatory and technology issues, and is regularly requested to speak as a cybersecurity expert at industry conferences.
Mike Farrell is a Certified Information Systems Auditor (CISA®) and Certified Information Security Manager (CISM®), and Cybersecurity Consultant at CSS. He analyzes data and conducts cybersecurity risk assessments, policy gap analyses, vulnerability scanning and social engineering testing. His Information technology experience includes network installations and management, hardware and software configuration, and troubleshooting.
Huawei
Huawei’s CFO admits to misleading a global financial institution. The Kitchen takes a closer look at a recently published DPO between the CFO and the DOJ.
Episode 085 – Ludovic Roptus

In this episode of The Ethics Experts, Nick welcomes Ludovic Roptus, compliance & ethics officer, to the show.

*This episode originally aired on the Coffee and Regs podcast and is cross-posted here with permission.*
Greg Hotaling is a Regulatory Content Manager at Compliance Solutions Strategies (CSS), specializing in global regulatory matters relevant to the financial industry. Marye Cherry is the EU Regulatory Counsel and Head of ESG at CSS. She is an expert in transparency and regulatory reporting issues in the financial services industry, including ESG. In this episode of a special two-part series, Greg and Marye demystify the complicated world of ESG including the latest regulatory developments, the complexity of ESG data, and what ESG actually means for investment managers.
About ESG
ESG, green initiative, and sustainability are often used interchangeably; according to Marye, they all refer to the underlying principles of planet, people, and profit. She tells Greg that ESG is about “doing business in a way that exhibits concern for the long-term health of the planet and for the people who are impacted but still being able to do that profitably.” In the financial sector, ESG “refers to the integration of economic, social, and governance factors in the investment process.” It’s also called sustainable finance, Marye says.
What Investment Managers Should Know
In the past, ESG in the financial sector was mostly based on voluntary frameworks and standards, but in recent years, regulation has become the norm. “ESG will be most relevant in terms of the regulations that are coming or that already exist,” Marye advises investment managers. The EU is the most advanced region in this regard: they have already established several regulations including the Action Plan on Sustainable Finance, and several new regulations are upcoming. Regulation is where the action is in the ESG space, Marye points out.
Save the Date
Greg asks about important dates investment managers should keep in mind. The Sustainable Finance Disclosure Regulation (SFDR) is the upcoming regulation asset managers should focus on, Marye replies, and there are two dates to watch. The first date, March 10th 2021, was the initial implementation of SFDR. EU asset managers needed to classify their financial products under the articles of the SFDR and start to amend their documentation to disclose that classification. “The SFDR went into effect however, before the detailed technical standards were available to the market,” Marye says, and the pandemic further delayed the release of those standards. The standards as well as taxonomy linked disclosures will be released soon in the same document, so listeners should look out for that. The effective implementation date will be July 1, 2022.
Resources
Greg Hotaling on LinkedIn
Marye Cherry on LinkedIn | Twitter
Ed. Note-I was recently interviewed on Best Seller TV about my book, The Compliance Handbook: A Guide to Operationalizing Your Compliance Program, Second Edition. This video of the interview appears with the permission of Best Seller TV.
On this episode of Best Seller T,V Tom Fox, author of The Compliance Handbook: A Guide to Operationalizing Your Compliance Program, Second Edition, addresses what best practices can be put in place for companies to run more efficiently and generate more profits. Fox, who began working in the compliance industry in 2007, was a lawyer by trade, but felt compelled to switch careers because he saw an opportunity to help make a difference and help corporations be more efficient. Fox says the United Nations estimates that $3 trillion are lost annually to corruption. He saw the opportunity to help corporations build first-class best practice compliance programs by complying with the law and run the business side a lot smoother.
Compliance is setting up systems, processes, and procedures that comply with a law and/or regulation. With laws constantly changing, Fox wrote the second edition of the book to instruct readers on the latest compliance laws that might affect them on a regular basis. Since his first edition in 2018, there has been a 40 percent change in laws, especially after the SEC and the Department of Justice made significant changes to the Foreign Corrupt Practices Act. The pandemic also helped exacerbate many more changes.
The book is for a wide variety of readers, starting with compliance professionals, laying out a blueprint on how to build world-class compliance programs or enhance currently existing programs. The book is also for c-suite and senior executives to help educate them on the benefits of compliance and how to stay out of trouble. The compliance industry has evolved significantly in the last decade or so. Fox adds that right now, the industry is more data-driven and, “When you have data, you can actually improve business efficiency.” He continues to say that the backbone of compliance is internal controls, which are financial controls, but are not often called that. If you look at them from a compliance perspective and tweak them enough to have both controls, you can make enough headroom in making a company run more efficiently, leading to greater profitability.