Tag: Business Ventures

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31 Days to More Effective Compliance Programs

One Month to a More Effective Compliance Program for Business Ventures-Why Business Ventures are Different than 3rd Parties

Business ventures, whether JVs, partnerships, franchises, team agreements, strategic alliances or one of the myriad types of business relationships a U.S. company can form outside the U.S., are different than the usual risk presented by third-parties under compliance requirements such as those mandated by the FCPA. The problems for companies is that they tend to treat business venture risk the same as third-party risk. They are different and must be managed differently.

The bottom line is that may compliance practitioners have not thought through the specific risks of business ventures such as JVs, franchises, strategic alliances, teaming partner or others as opposed to sales agents or representatives on the sales side of the business. I hope that this will help facilitate a discussion that maybe people will begin to think about more of the issues, more of the risk parameters and perhaps put a better risk management strategy in place.
Three key takeaways:

  1. Business ventures bring different FCPA risks from third-parties.
  2. JVs have both external compliance risks and corporate governance risks.
  3. Use your full compliance tool kit for business ventures in managing the FCPA risk for franchises.
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31 Days to More Effective Compliance Programs

One Month to a More Effective Compliance Program for Business Ventures – Distributor Liability Under the FCPA

Three enforcement actions made clear that there were no distinctions between agents and distributors. They were the Smith & Nephew, Inc., Oracle (2012 and 2022), and Eli Lilly and Company. Each of these enforcement actions had different FCPA violations, and they each revealed separate steps a company should take to prevent and detect FCPA violations in their company.

These three separate bribery schemes call for three different but overlapping responses. The Lilly enforcement action also makes clear the need for internal audits to follow up with ongoing monitoring and auditing. Internal audit can help determine the reasonableness of a commission rate outside the accepted corporate norm. The 2012 and 2022 Oracle enforcement actions demonstrated that Oracle needed to institute the proper controls to prevent its employees at Oracle India from creating and misusing the parked funds in the distributor’s account. The Company needed to audit and compare the distributor’s margin against the end user price to ensure excess margins were not being built into the pricing structure. Smith & Nephew did not perform sufficient due diligence on these distributors, nor did they document any.

Further, the distributor was domiciled in a location separate and apart, the UK, from the sole location it was designed to deliver products or services into, Greece. This clearly demonstrated that the entities were used for a purpose the company wished to hide from Greek authorities. While it is true that a distributor might sell products in a country different than its domicile, if the products are going into a single country, this should have raised several Red Flags.

Three Key Takeaways:

  1. Use auditing and monitoring.
  2. Distributors will be treated the same as other business ventures.
  3. Robust due diligence must be performed.
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31 Days to More Effective Compliance Programs

One Month to a More Effective Compliance Program for Business Ventures-Franchisor Liability


There remains a question about franchisor liability under the FCPA. Franchising has been a successful model in the U.S. and now many corporations are looking at overseas expansion opportunities. Franchise law has become well developed across the U.S., with many states developing laws to protect the rights and obligations of both parties in a franchise agreement.
There are no reported FCPA enforcement actions regarding franchisors. However, the factors in a franchise relationship would appear to lead to clear FCPA responsibility of the franchisor for its overseas franchisee’s actions. Additionally, court interpretation of the FCPA has held that it is applicable where conduct is used “to obtain or retain business or secure an improper business advantage” which can cover almost any kind of advantage, including indirect monetary advantage even as nebulous as reputational advantage. As everyone knows, the FCPA prohibits payments to foreign officials to obtain or retain business or secure an improper business advantage. Nevertheless, many U.S. companies view franchisees as different from other types of more direct sales representatives, such as company sales representatives, agents, resellers or even JV partners, for the purposes of FCPA liability.

The Master Franchise model is typically the most used model in international franchise expansion. It generally revolves around a Master Franchise agreement between the U.S. based franchisor and a franchisee in a specific geographic territory. This franchisee then contracts with third-party sub-franchisees within the specified territory. Typically, the U.S.-based franchisor will have no contractual relationship with the international sub-franchisees. The master franchisee acts as the franchisor in the local market and recruits, trains, and provides other support in the local area on behalf of the U.S. franchisor. Here the FCPA exposure is both direct and indirect.
While some believe that a franchisor may not have direct involvement in conduct prohibited by the FCPA, as there may not be the requisite corrupt intent required under the statute. However, unless a franchisor has an adequate compliance program in place, a franchisor may well find itself in the shoes of Frederic Bourke and sustain a finding of conscious indifference.
Three key takeaways: 

  1. Consider the different types of international franchise agreements to help assess your compliance risk.
  2. There are no reported FCPA enforcement actions involving international franchisors, yet.
  3. Franchisors must conduct thorough research in both the foreign market they hope to enter and on their potential franchisees.
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31 Days to More Effective Compliance Programs

One Month to More Effective Compliance for Business Ventures – Distributors as Business Venture Partners

Many compliance practitioners generally view distributors as a part of their third-party risk management program, with most of their attention on the pre-contract phase of the risk management process. Typically, most of the efforts are spent on due diligence with less on managing the relationship after the contract is signed. However, many facets of a corporate relationship with a distributor are closer to those of other business venture partners.

One of the issues in any compliance program is the compensation paid to a business venture partner as FCPA exposure arises when companies pay money – either directly or indirectly – to fund bribe payments. In the traditional intermediary scenario, the company funnels money to a business venture partner, who then passes on some or all of it to the bribe recipient. Often, the payment is disguised. Rethinking approaches to evaluating distributor activities is but one of the ways that the increased number of enforcement actions, 2020 FCPA Resource Guide, 2nd edition and DOJ’s 2020 Update to the Evaluation of Corporate Compliance Programs, have provided insight into how the government interprets and enforces the FCPA. This information, in turn, allows companies to get smarter about FCPA compliance. With a manageable amount of forethought, companies who rely on distributors can create, install and maintain systems which allow them to spend fewer resources to more effectively prevent violations. Moreover, these systems generate tangible proof of a company’s genuine commitment to FCPA compliance, by more fully operationalizing this aspect of their compliance program.
Many companies have been involved in FCPA enforcement actions because of distributors. This sales side channel does not receive the focus equal to that of commissioned sales agents. Yet it can present an equally large compliance risk. By using this DAR approach, you will have created a well-thought out process which will operationalize your compliance program around distributor compensation, in a manner which documents your decision-making calculus.
Three key takeaways: 

  1. The creation of well-thought out process which operationalizes your compliance program around distributor compensation, in a manner which documents your decision-making calculus is key.
  2. Require multiple levels of approval for an out of range distributor discount.
  3. Tracking distributor discounts globally makes your company more efficient.
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31 Days to More Effective Compliance Programs

One Month to More Effective Compliance for Business Ventures – Financial Review of Your Business Venture Partner

One area not usually considered around your business ventures is the financial health of JV partner, teaming partner, strategic partner or any other type of business partner or relationship which might occur in a business venture. It turns out such an oversight may have some significant ramifications for an accurate picture of a business venture partner. The financial health of a business venture partner as not only a key metric but also a key tool which allows a more robust assessment prior to contract signing and in managing the relationship after the contract has been signed.
A business venture partner which is in a weakened financial position can come back to damage your business in a variety of ways. Obviously, a company which is under financial strain is more susceptible to cutting corners to obtain business. You can almost begin to see the fraud triangle forming at this point and a rationalization for committing a FCPA violation forming in the mind of a business venture partner.

Continuous improvement through monitoring of ongoing financial health is a tool where technological solutions can have an impact. Understanding the financial viability of third-parties can help the compliance practitioner meet the DOJ requirement to more fully operationalize a compliance program. It can also lead to more and better operational stability and with that ever-sought increase in corporate profitability. As compliance moves into the business process, this type of review should become part of your compliance toolkit going forward.
Three key takeaways: 

  1. What is the financial health of your business venture partners? Do you even know?
  2. Poor financial results can open a business venture partner to engaging in risky behavior.
  3. Financial health monitoring is key for monitoring business venture partners.
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31 Days to More Effective Compliance Programs

The Corp Controller and Business Ventures

One area not often considered by the CCO as a key part of any compliance regime is the Corporate Controller. The Controller generally has the responsibility to accurately record and report the financial transactions of the company, to design, implement and execute the financial processes and controls of the company to be both effective and efficient, and to safeguard the financial assets of the company. Some of the compliance responsibilities of the Controller include: 1) Designing and implementing internal controls that impact ethics and compliance risks; 2) Accurately recording the financial transactions of the company; and 3) Preventing and detecting fraudulent activity. All of this means, in practical terms the Controller is both being the keeper of the books and records and the implementer of internal controls. Moreover, while many of these internal controls would most probably be viewed financial internal controls, there are additional internal controls which are not financial in nature.

Russ Berland, has noted, “Those guys live really in the battle zone. They are constantly looking at financial transactions. They’re evaluating them. They’re figuring out where things go within the books and records. They are implementing the processes that should be keeping fraud from happening; keeping bribery and corruption from happening.”

These benefits are not a one-way street for compliance as a Controller benefits from a closer relationship with the corporate compliance function as well. They can leverage compliance resources. The compliance function can bring its observations and insights from investigations and emerging risks to the Controller. A closer collaboration will broaden awareness of compliance risks which relate to the company’s financial processes. By more fully integrating compliance into the Controller function a more robust picture of enterprise risk emerges, one which encompasses legal, compliance, ethics, internal controls, financial, business and governance risks.

Three key takeaways: 

  1. CCOs need to integrate the function of the Controller into their compliance regime.
  2. Offshore payments must be flagged for further investigations.
  3. The Controller is both the keeper of the books and records and the implementer of internal controls.
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31 Days to More Effective Compliance Programs

One Month to More Effective Compliance on Business Ventures: Introduction

For the month of March, we will be considering how to create a more effective compliance program involving business ventures. This will include the role of compliance in M&A, JV agreements, distributorships, teaming agreements, franchises, and other forms of business relationships.

The FCPA Resource Guide, 2nd edition, made clear that one of the Hallmarks of An Effective Compliance Program is around M&A in both the pre-and post-acquisition context. A company that does not perform adequate due diligence before a merger or acquisition may face legal and business risks. Perhaps, most commonly, inadequate due diligence can allow a course of bribery to continue – with all the attendant harms to a business’s profitability and reputation and potential civil and criminal liability. In contrast, companies that conduct effective due diligence on their acquisition targets can evaluate each target’s value more and negotiate for the costs of the bribery to be borne by the target. Equally important is that if a company engages in the suggested actions, it will go a long way towards insulating, or at least lessening, the risk of FCPA liability going forward.

The 2020 Update went on to say that “The extent to which a company subjects its acquisition targets to appropriate scrutiny is indicative of whether its compliance program is, as implemented, able to effectively enforce its internal controls and remediate misconduct at all levels of the organization” and posed the following queries.
One of the key themes in this chapter is the integrated nature of compliance and business ventures. Whether the compliance work is seen in the M&A context, JV context, or one of the myriads of other business relationships of the current business world, there is an approach that a CCO or compliance professional should take to assess the risk, monitor the risk and then manage the risk with continued monitoring with feedback of data and information into your risk management strategy.

Three key takeaways: 

  1. Consider the role of compliance in a wide variety of business relationships, including M&A, JV agreements, distributorship, franchises, and other forms of business relationships.
  2. Compliance for M&A should be seen as a unidimensional continuum.
  3. The evaluation focuses on what data your risk monitoring system used and how you utilized it going forward.
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The Compliance Handbook

Business Ventures with Brandon Daniels


Business Ventures with Brandon Daniels
In today’s episode of The Compliance Podcast, Thomas Fox is joined by regulatory expert and technology practitioner Brandon Daniels, President of Exiger – Global Markets. Tune in to the episode as Thomas and Brandon share an interesting discussion about trending compliance risks and business ventures.
Major takeaways discussed in the episode:

  • Be reminded that third parties are essentially part of a company’s ecosystem as well. Brandon Daniels emphasizes that third parties must also use compliance practices applied to the company’s people, processes, and technology.
  • Take advantage of technological advancements, namely the ability to utilize open-source data to evaluate risk in due diligence and assessments.
  • Recognize that holistic risk assessment is necessary to search hotspots subject to multi-factor risks. Doing so will effectively mitigate them to stay ahead of both commercial disruption and regulatory enforcement.
  • Be constantly reminded to avoid the risks that wipe out the profit.
  • Companies need to be thinking ahead beyond their business relationships and creating strong mitigation practices in times of crisis to stay relevant and economically successful.
  • Amid a pandemic, there are areas of growth in the market that will demand more robust compliance and more vital ESG practices.

About Thomas Fox: 
Thomas Fox, the Compliance Evangelist®, is one of the leading writers, thinkers, and commentators on anti-bribery and anti-corruption compliance. In this latest edition of The Compliance Handbook, he continues to arm seasoned compliance professionals and those new to the realm with the practical, actionable guidance and tools needed to design, create, implement and continually enhance a best practices compliance program.
The “Nuts and Bolts” for Creating a Comprehensive Compliance Plan 
This chapter of this unique work lays out a succinct yet thorough one-month approach to operationalizing a company’s compliance regimen. Beginning with a section on what 2020 brought to the compliance landscape, each chapter methodically outlines best practices for everything from establishing policies, procedures, and internal controls, to assessing risk, training, handling investigations, and more. Each day ends with three key takeaways you can implement at little or no cost.
Understanding Compliance Responsibility Across the Organization
The Compliance Handbook also takes a close look at all professionals’ roles with compliance responsibility, from Compliance Officers and Boards of Directors to Human Resources, to Internal Audit and Internal Controls and Communications and Training professionals.
In-Depth Treatment of Hot Topics and Trends
The Handbook provides an in-depth look at the latest thinking and trends for the full range of critical compliance topics, including:
• Compliance and business ventures
• Third-party risk management
• The Board’s Role in Compliance
• Continuous improvement
• Compliance innovation
• And much more
Incorporating Current Government Pronouncements
The Second Edition incorporates the most current government pronouncements governing best practices compliance programs, including the 2019 Evaluation of Corporate Compliance Programs released by the Fraud Section of the Department of Justice, and its 2020 Update; the updated FCPA Resource Guide 2nd edition; the Framework for OFAC Compliance Commitments; and the 2019 DOJ Antitrust Division’s Evaluation of Corporate Compliance Programs in Criminal Antitrust.
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