“If I Don’t Bribe Them Somebody Else Will”

Richard Bistrong, writing in the FCPA Blog, describes the fundamental mindset that leads to corrupt practices; lack of faith in the brand. “I know many salespeople, particularly those in the field, in high-risk environments, are struggling with this reality every day,” he writes. He ought to know. In 2010 he pleaded guilty to a conspiracy to violate the FCPA and served fourteen and a half months in federal prison. He describes the products he was selling for his employer as typically best in class, and some categories they faced little competition. Nevertheless, he let his own fear of losing seep into his thoughts and decisions, and adopted a mentality he describes as, “if I don’t bribe them somebody else will.” It takes belief in the brand to produce confidence enough not to act out of that fear and to reject bribery in all circumstances. It also lays the foundation for great customer relationships.