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Changing Sales Models

Over the past 12 months or so, there have been a series of Foreign Corrupt Practices Act (FCPA) enforcement actions in which the respondents have changed and/or modified their sales models to move away from external third parties and toward direct sales and business generation models. This portends a change in the way the Department of Justice (DOJ) may think about sales models, their inherent risk, and risk management going forward. These FCPA enforcement actions involved Albemarle, SAP, Gunvor, and Trafigura.

Albemarle

The Albemarle Non-Prosecution Agreement (NPA) cited several remedial actions by the company that helped Albemarle obtain a superior result in terms of the discounted fine and penalty. These steps were taken during the pendency of the DOJ investigation so that when the parties were ready to resolve the matter, Albemarle had built out and tested an effective compliance program. The company shifted to a direct sales business model.

This change was relatively new and undoubtedly noteworthy for FCPA enforcement actions, which were changes in a company’s approach to sales and their sales teams. Obviously, corrupt third-party agents brought the company to such FCPA grief. Many of the quotes in the NPA make it clear that Albemarle executives had an aversion to paying bribes but had greater moral flexibility when a third-party agent was involved. This led to the company moving away from third-party agents to a direct sales force.

SAP

While most of the remediation reported in this matter was standard, the one item that every compliance professional should consider is that SAP proactively discontinued using third-party agents for business origination. The point is perhaps the most significant, as the DOJ called out SAP for discontinuing their use of third-party agents. The DOJ information sets out the following: Change in sales models. On the external sales side, SAP eliminated its third-party sales commission model globally, prohibited all sales commissions for public sector contracts in high-risk markets, and enhanced compliance monitoring and audit programs, including creating a well-resourced team devoted to audits of third-party partners and suppliers.

Gunvor

As I noted in my review of the Albemarle and SAP enforcement actions, SAP eliminated its third-party sales commission model globally and prohibited all sales commissions for public sector contracts in high-risk markets. It also enhanced compliance monitoring and audit programs, including the creation of a well-resourced team devoted to audits of third-party partners and suppliers. Albemarle changed its approach to sales and its sales teams. Guvnor also moved away from third-party agents to a direct sales force.

Trafigura

Trafigura eliminated the use of third-party business origination agents. Matt Kelly noted in Radical Compliance, “This is the latest in a string of FCPA enforcement cases where we’ve seen a big, structural change to the sale function. Albemarle eliminated its use of third-party sales agents as part of its FCPA settlement last year; SAP eliminated its third-party sales commission model globally as part of its own FCPA settlement announced in January. Now we have a third global enterprise going that same route, reducing its FCPA risk in a deep, permanent way by restructuring its sales operations.” Here, Trafigura did away with third-party representatives for business generation.

In these four recent enforcement actions, the companies changed their approach to sales and their sales teams and did away with third parties generating new business. All of this points to these companies moving away from third-party agents to a direct sales force.

Moving to a direct sales force does have its risks, which must be managed, but those risks can certainly be managed with an appropriate risk management strategy, monitoring of the strategy, and improvement; those risks can be managed. Yet there is another reason, and more importantly, a significant business reason, to move towards a direct sales business model. Every time you have third-party agent or anyone else between you and your customer, you risk losing that customer because your organization does not have a direct relationship with the customer. A direct sales business model will give your organization more direct access to your customers.

The fact that the 2020 FCPA Resource Guide, 2nd edition, and the 2023 Evaluation of Corporate Compliance Programs do not outline this strategy is another intriguing aspect of how Albemarle, SAP, Gunvor, and Trafigura use it. These are all approaches developed by the companies based upon their own analysis and risk models. It may have come from a realization that the risk involved with third-party sales models was simply too significant, that the companies wanted more control over their sales or some other reason. Whatever the reason for the change, the DOJ took note of each organization and viewed it affirmatively.

Every compliance professional should understand that this is how new ideas are developed by the DOJ and in compliance. Companies assess their own risks and then move forward to manage or change their risk profiles. Expect to start seeing and hearing more about the direct sales model for the DOJ. This is where the DOJ’s comments on compensation incentives and consequence management will come into play.

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Compliance Tip of the Day

Compliance Tip of the Day: Human Rights Abuse Risk Assessment and Strategy

Welcome to “Compliance Tip of the Day,” the podcast where we bring you daily insights and practical advice on navigating the ever-evolving landscape of compliance and regulatory requirements.

Whether you’re a seasoned compliance professional or just starting your journey, our aim is to provide you with bite-sized, actionable tips to help you stay on top of your compliance game.

Join us as we explore the latest industry trends, share best practices, and demystify complex compliance issues to keep your organization on the right side of the law. Tune in daily for your dose of compliance wisdom, and let’s make compliance a little less daunting, one tip at a time.

In this episode, we look at how you can assess your human rights abuse risk and put together a risk management strategy.

For more information on Ethico and a free White Paper on top compliance issues in 2024, click here.

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Compliance Tip of the Day

Compliance Tip of the Day: Continually Evolving Compliance

Welcome to “Compliance Tip of the Day,” the podcast where we bring you daily insights and practical advice on navigating the ever-evolving landscape of compliance and regulatory requirements.

Whether you’re a seasoned compliance professional or just starting your journey, our aim is to provide you with bite-sized, actionable tips to help you stay on top of your compliance game.

Join us as we explore the latest industry trends, share best practices, and demystify complex compliance issues to keep your organization on the right side of the law. Tune in daily for your dose of compliance wisdom, and let’s make compliance a little less daunting, one tip at a time.

In this episode, we consider how your compliance program should continually evolve from your Code of Conduct to Risk Assessment to Continuous Improvement, all in a process oriented, documented approach.

For more information on Ethico and a free White Paper on top compliance issues in 2024, click here.

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Blog

How to Evaluate a Risk Assessment

After you complete your risk assessment, you must then translate it into a risk profile. If your estimate of where your bribery risk is greatest is wrong, it will be an effort to address it. As Ben Locwin explained in his BioProcess International article, entitled, Quality Risk Assessment and Management Strategies for Biopharmaceutical Companies:

Once we have assessed risks and determined a process that includes options to resolve and manage those risks whenever appropriate, then we can decide the level of resources with which to prioritize them. There always will be latent risks: those that we understand are there but that we cannot chase forever. But we need to make sure we have classified them correctly. With a good understanding of each of these, we are in a better position to speak about the quality of our businesses.

William C. Athanas, a partner in Holland and Knight, in an article in Industry Week entitled, Rethinking FCPA Compliance Strategies in a New Era of Enforcement, posited that companies assume that FCPA violations follow a bell curve in which most employees are responsible for most of the violations. However, Athanas believed that the distribution pattern more closely follows a hockey-stick distribution, where virtually all violations are committed by just a few people. Athanas concluded by noting that is this limited group of employees, or what he terms the “shaft of the hockey-stick,” to which a company should devote the majority of its compliance resources. With a proper risk assessment, a company can then focus its compliance efforts such as intensive training sessions or detailed analysis of key financial transactions involving those employees with the greatest means and motive to commit a violation.

The 2023 ECCP provided the following:

Risk Management Process—What methodology has the company used to identify, analyze, and address the particular risks it faces? What information or metrics has the company collected and used to help detect the type of misconduct in question? How have the information or metrics informed the company’s compliance program?

Updates and Revisions—Is the risk assessment current and subject to periodic review? Is the periodic review limited to a “snapshot” in time or based upon continuous access to operational data and information across functions? Has the periodic review led to updates in policies, procedures, and controls? Do these updates account for risks discovered through misconduct or other problems with the compliance program?

In the Treasury Department’s 2019 Framework for OFAC Compliance Commitments (OFAC Framework), the provided greater clarity by stating in the section entitled, Risk Assessments, the following:

II. The organization has developed a methodology to identify, analyze, and address the particular risks it identifies. As appropriate, the risk assessment will be updated to account for the conduct and root causes of any apparent violations or systemic deficiencies identified by the organization during the routine course of business, for example, through a testing or audit function.

A way to evaluate risks as determined by the company’s risk assessment is through a risk matrix. Once risks are identified, they are then rated according to their significance and likelihood of occurring, and then plotted on a heat map to determine their priority. The most significant risks with the greatest likelihood of occurring are deemed the priority risks, which become the focus of your remedial efforts or for continuous auditing. A variety of solutions and tools can be used to manage these risks going forward, but the key step is to evaluate and rate these risks. All your actions should flow from the risk ranking.

There are several ways to look at ‘Likelihood’ factors. An Event can be highly likely if it is expected to occur. An Event can be likely with a strong possibility than an event will occur Event may occur at some point, even if there is no history to support it. It can be possible and there is sufficient historical incidence to support it. Finally, an Event can be unlikely and not expected, with only a slight possibility that it may occur. Responses to likelihood factors to consider include the existence of controls, written policies and procedures designed to mitigate risk capable of leadership to recognize and prevent a compliance breakdown; compliance failures or near misses; and training and awareness programs.

The priority rating is the likelihood rating and ratings that reflect the significance of particular risk universe. It is not a measure of compliance effectiveness or to compare efforts, controls or programs against peer groups.

The most significant risks with the greatest likelihood of occurring are deemed to be the priority risks. These become the focus of your most significant risk management efforts, couple with audit and monitoring going forward. A variety of tools can be used to continuously monitoring risk going forward. Consider providing employees with substantive training to guard against the most significant risks coming to pass and to keep the key messages fresh and top of mind. It is important to create a risk control summary that succinctly documents the nature of the risk and the actions taken to mitigate it. Finally, let this risk assessment and evaluation inform your compliance program, rather than letting the compliance program inform the risk assessment.

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Blog

Risk Assessments

One cannot really say enough about risk assessments in the context of anti-corruption programs. This is because every corporate compliance program should be based on a risk assessment, on an understanding of your organization’s business from the commercial perspective, on how your organization has identified, assessed, and defined its risk profile and, finally, on the degree to which the program devotes appropriate scrutiny and resources to this range of risks. The 2023 ECCP added a new emphasis on the cadence of Risk Assessments, mandating that risk assessments should be done not less than annually, but in reality it should be done each time your risk changes. Over the past couple of years, every company’s risks changed in going to Work From Home to Return to the Office to the Hybrid Work environments of 2024. What about geopolitical issues, supply chain or even potential compliance risks in the 2024 election cycle. Have you assessed each of these new paradigms for risks from the compliance perspective?

As far back as 1999, in the Metcalf & Eddy enforcement action, the DOJ has said that risk assessments that measure the likelihood and severity of possible FCPA violations should direct your resources to manage these risks. The 2012 FCPA Guidance stated it succinctly when it said, “Assessment of risk is fundamental to developing a strong compliance program and is another factor DOJ and SEC evaluate when assessing a company’s compliance program.

Having made clear what was risks needed to be assessed, the 2023 ECCP was focused on the methodology used in the risk assess process. It stated:

Risk Management Process—What methodology has the company used to identify, analyze, and address the particular risks it faces? What information or metrics has the company collected and used to help detect the type of misconduct in question? How have the information or metrics informed the company’s compliance program?

Risk-Tailored Resource Allocation—Does the company devote a disproportionate amount of time to policing low-risk areas instead of high-risk areas, such as questionable payments to third-party consultants, suspicious trading activity, or excessive discounts to resellers and distributors? Does the company give greater scrutiny, as warranted, to high-risk transactions (for instance, a large-dollar contract with a government agency in a high-risk country) than more modest and routine hospitality and entertainment?

Updates and Revisions—Is the risk assessment current and subject to periodic review? Is the periodic review limited to a “snapshot” in time or based upon continuous access to operational data and information across functions? Has the periodic review led to updates in policies, procedures, and controls? Do these updates account for risks discovered through misconduct or other problems with the compliance program?

Rick Messick, in his article, entitled, Corruption Risk Assessments: Am I Missing Something?, laid out the four steps of a risk assessment as follows:

First, all conceivable forms of corruption to which the organization, the activity, the sector, or the project might be exposed is catalogued. Second, an estimate of how likely it is that each of the possible forms of corruption will occur is prepared and third an estimate of the harm that will result if each occurrence is developed. The fourth step combines the chances of occurrence with the probability of its impact to produce a list of risks by priority.

What should you assess? In 2011, the DOJ concluded three FCPA enforcement actions which specified factors that a company should review when making a risk assessment. The three enforcement actions, involving Alcatel-Lucent S.A., Maxwell Technologies Inc. and Tyson Foods Inc., all had common areas that the DOJ indicated were compliance risk areas which should be evaluated for a minimum best practices compliance program. The Alcatel-Lucent and Maxwell Technologies Deferred Prosecution Agreements (DPAs) listed seven areas of risk to be assessed, which are still relevant today:

1. Where your company does business;

2. Geography-where does your Company do business;

3. Interaction with types and levels of governments;

4. Industrial sector of operations;

5. Involvement with joint ventures;

6. Licenses and permits in operations; and

7. Degree of government oversight.

The 2020 FCPA Resource Guide, 2nd edition, laid out the following approach, “Factors to consider, for instance, include risks presented by: the country and industry sector, the business opportunity, potential business partners, level of involvement with governments, amount of government regulation and oversight, and exposure to customs and immigration in conducting business affairs. When assessing a company’s compliance program, DOJ and SEC take into account whether and to what degree a company analyzes and addresses the particular risks it faces.”

Another approach, as detailed by David Lawler in his book Frequently Asked Questions in Anti-Bribery and Corruption, is to break the risk areas into the following categories: 1) company risk, 2) country risk, 3) sector risk, 4) transaction risk, and 5) business partnership risk. He further detailed these categories as follows:

Company risk. Lawler believes this is “only to be likely to be relevant when assessing a number of different companies—either when managing a portfolio of companies from the perspective of a head office of a conglomerate or private equity house.” High risk companies involve some of the following characteristics:

• Private companies with a close shareholder group;

• Large, diverse and complex groups with a decentralized management structure;

• An autocratic top management;

• A previous history of compliance issues; and/or

• Poor marketplace perception

Country risk. This area involves countries which have a high reported level or perception of corruption, have failed to enact effective anti-corruption legislation and have a failure to be transparent in procurement and investment policies. The Transparency International Corruption Perceptions Index (TI-CPI) can be a good starting point. Other indices you might consider are the Worldwide Governance Indicators and the Global Integrity index.

Sector risk. These involve areas that require a significant amount of government licensing or permitting to do business in a country. It includes the usual suspects of:

• Extractive industries;

• Oil and gas services;

• Large scale infrastructure areas;

• Telecoms;

• Pharmaceutical, medical device and healthcare; and/or

• Financial services

Transaction risk. Lawler says this risk “first and foremost identifies and analyses the financial aspects of a payment or deal. This means that it is necessary to think about where your money is ending up.” Indicia of transaction risk include:

• High reward projects;

• Involves many contractor or other third-party intermediaries; and/or

• Do not appear to have a clear legitimate object

Business partnership risk. This prong recognizes that certain manners of doing business present more corruption risk than others and may include:

• Use of third-party representatives in transactions with foreign government officials;

• A number of consortium partners or joint ventures partners; and/or

• Relationships with politically exposed persons (PEPs)

There are a number of ways you can slice and dice your basic risk assessment inquiry. As with almost all FCPA compliance, it is important that your protocol be well thought out. If you use one, some or all of the above as your basic inquiries for your risk analysis, it should be acceptable for your starting point.

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GalloCast

Gallocast – Episode 7

Welcome to the GalloCast. You have heard of the Manningcast in football. Now we have the GalloCast in compliance. The two top brothers in compliance, Nick and Gio Gallo, come together for a free-form exploration of compliance topics. It is a great insight on compliance brought to you by the co-CEOs of ComplianceLine. Fun, witty, and insightful with a dash of the two brothers throughout. It’s like listening to the Brothers Gallo talk compliance at the dinner table. Hosted by Tom Fox, the Voice of Compliance.

Tom Fox peppers questions to Nick Gallo and Gio Gallo from Ethico with topics like what companies should consider doing business in Ukraine and how to identify great business risks. They also provide an understanding of compliance, changing human behavior, and techniques to get around ethical controls. Topics are spiced up with references to the recent Pope’s speech and technological advancements. Be sure to tune in, and don’t miss out on the brothers’ educational insights and witty dialogue.

Key Highlights

·       Logistical Challenges of Working in Ukraine –[00:04:00]

·       Compliance as an Opportunity to Manage Business Risk – [00:07:20]

·       The Role of Persuasion in Ethics and Compliance -[00:10:40]

·        US Semiconductor Industry Moves Away from Supply Chains – [00:13:43]

·        Risk Assessment and Crowdsourcing -[00:17:00]

·       The Ineffectiveness of Risk Assessment Strategies – [00:20:30]

·       Behavioral Psychology in Compliance Programs and Compliance Discipline -[00:23:50]

·       CEO Understanding of Compliance and Its Impact on Budgeting -[00:27:00]

·       The Benefits of Exploring Different Perspectives Through Reading -[00:29:52]

·       The Ethical Implications of AI-Generated Content – [00:36:25]

·       The Impact of Technology on the Economy – [00:39:37]

·       The Power of Simplifying Your Policy with Technology –[00:42:40]

·       Pope’s Condemnation of Corruption – [00:46:02]

Resources

Nick Gallo on LinkedIn

Gio Gallo on LinkedIn

Ethico

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FCPA Compliance Report

FTX and Risk: Part 1 – Financial Institutions

Welcome to the award-winning FCPA Compliance Report, the most senior podcast in compliance. In this episode, I begin a 2-part series on the subjects of FTX and risk. I am joined by Gilbert Paiz and Andrew Gay, principals in the Texas Hill Country Advisors. In Part 1, we consider risk and risk management through the lens of US domiciled financial institutions and how their risk management protocols help to not only assess risk, but manage risk throughout the life cycle of a banking customer relationship. In Part 2, we will consider individual risk in investing and what type of background information, questions and due diligence individuals should engage in and how these questions and background investigations apply equally to larger investments made by sophisticated investors, hedge funds  and institutional investors; who should have made them before investing in FTX but they all failed to do so.

Some of the highlights include:

·      How do banks think of risk?

·      What internal processes or controls are in place to help a bank manage its risks?

·      What types of oversight do banks and financial institutions use to help manage risk?

·      Why are levels of review so critical?

·      How do banks think about customers in terms of risk?

·      Who decides how much risk to allow a customer to engage in with a banks money, whether through loans or other capital?

·      Do bank employees receive ongoing training on risk management issues?

·      What tech is in place to facilitate the management of risk?

 Resources

Texas Hill Country Advisors

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Fraud Eats Strategy

Fraud Eats Strategy – Episode 2 – Fraud Has No Place to Hide (in a Down Economy)


In this second episode of Fraud Eats Strategy, Scott Moritz speaks to Neil Barofsky, a partner at Jenner & Block and the former Special Inspector General of the Troubled Asset Relief Program about these issues. We will explore the increased discovery of financial crimes that occur in a down cycle of the economy and how organizations can use fraud risk assessments to identify fraud, pursue avenues of recovery and strengthen their organizations against the potential negative consequences of fraud.

Join us each week as we take a deep dive into the various forms of fraud across the world and discuss crime families, penny stock boiler rooms, international money launderers, narco-traffickers, oligarchs, dictators, war lords, kleptocrats and more.
Scott Moritz is a leading authority on white-collar crime, anti-corruption, and in the evaluation, design, remediation, implementation, and administration of corporate compliance programs, codes of conduct. He is also considered an authority in the establishment, training, and oversight of the investigative protocols carried out by financial intelligence, corporate security, and internal audit units.
 

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Innovation in Compliance

A Conversation with Skillsoft and StoneTurn: Part 3 – Jamen Tyler on Conducting Effective Risk Assessments


Welcome to a special five-part podcast series, A Conversation with Skillsoft and StoneTurn: From the Code of Conduct to Risk Assessment to Continuous Improvement. This week’s podcast series is jointly sponsored by Skillsoft and StoneTurn Group, LLP. In this podcast series we will explore the recently released 2020 Update to the Department of Justice’s (DOJ) Evaluation of Corporate Compliance Programs (2020 Update). We focus on your Code of Conduct and how it is informed by your Risk Assessment, training on your Code of Conduct, performing a Risk Assessment and conclude with how all this ties to continuous monitoring and continuous improvement. Participants in this podcast series include: from Skillsoft, Charlie Voelker, Director, Compliance Products; John Arendes, Vice President and GM of Global Compliance Solutions; from StoneTurn, Toby Ralston, Managing Director, Jamen Tyler, Managing Director and Stephen Martin, Partner. In this third episode, I visit with Jamen Tyler on conducting an effective risk assessment.
We began with some of Tyler’s top tips for conducting a risk assessment. She began that everyone needs to understand that risk assessments are about putting together and thinking about all of your risks. This means typically thinking about risks falling into kind of four buckets. They are (1) financial, (2) operational (3) legal/regulatory and (4) reputational. While most companies are pretty well versed in conducting risk assessments for financial and operational risks; legal regulatory and reputational can be just as harmful. This means a company needs to think critically about those final two buckets of risk, in addition to the more traditional financial operational risks. This means targeting specific risk areas by subject matter and even breaking it down to specific geographies or business units, can be both more efficient. It can also help to insure you are conducting risk assessments on a timely basis.
Join us tomorrow where I visit with John Arendes, Vice President and GM of Global Compliance Solutions at Skillsoft, who helps us take a deep dive into assessing your risks and using that process to then manage those risks.
Webinar
If you enjoyed today’s podcast, I want to let you know about an upcoming webinar Skillsoft and StoneTurn are hosting. The webinar “Evolving Your Compliance Program” will be held on Wednesday Sept 23 and will explore how companies are leveraging data and information to improve and evolve their compliance programs. Information and Registration click here.
Resources
For more information on Skillsoft’s compliance offerings, click here.
For more information on the Skillsoft/StoneTurn partnership, click here.
For more information on StoneTurn, click here.

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31 Days to More Effective Compliance Programs

Day 14 | Risk Assessments

One cannot really say enough about risk assessments in the context of anti-corruption programs. This is because every corporate compliance program should be based upon a risk assessment, to understand your organization’s business from the commercial perspective, how your organization has identified, assessed, and defined its risk profile and, finally, the degree to which the program devotes appropriate scrutiny and resources to this range of risks.

As far back as 1999, in the Metcalf & Eddy enforcement action, the DOJ has said that risk assessments that measure the likelihood and severity of possible FCPA violations should direct your resources to manage these risks. The 2012 FCPA Guidance stated it succinctly when it said, “Assessment of risk is fundamental to developing a strong compliance program and is another factor DOJ and SEC evaluate when assessing a company’s compliance program.
This language was supplemented in the 2017 FCPA Corporate Enforcement Policy, which stated, “The effectiveness of the company’s risk assessment and the manner in which the company’s compliance program has been tailored based on that risk assessment.
A risk assessment determines the areas at greatest risk for FCPA violations among all types of international business transactions and operations, the business culture of each country in which these activities occur, and the integrity and reputation of third parties engaged on behalf of the company. The reason is straightforward; one cannot define, plan for, or design an effective compliance program to prevent bribery and corruption unless you can measure the risks you face.
 Three key takeaways:

  1. Since at least 1999, the DOJ has pointed to the risk assessment as the start of an effective compliance program.
  2. The DOJ will now consider both your risk assessment methodology for identifying risks and gathered evidence.
  3. You should base your compliance program on your risk assessment.