You care least about the partnership

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I was amazed that the magazine itself allowed this article to be published. Not only is our country already bogged down in this vice, but on the professional pages, where people turn to get professional advice and learn how to identify and anticipate the needs of clients, they come across such an expert. This expert essentially gives a summary: “Why bother, pay a kickback, and everything will be fine. And here’s how it should be done!”

In my opinion, a kickback is the last resort and here are the key and very pragmatic arguments against them. By paying kickbacks, you:

1) and the needs of the client, since you act against it, corrupting or condoning the corruption of your partner's employee.

2) You do not allow the partner company to make a choice in iceland cell phone number list favor of the right product based on the price/quality principle and, ultimately, you will pay for this when the partner finds out that you are corrupting its employees.

3) You corrupt your employees who are involved in the kickback process. Now, instead of looking for opportunities to identify real and possible, hidden needs of the client that can develop a joint business, your people know that there is a shorter way - to give a bribe. They no longer need to look for ways. By doing this, you slow down their development as professionals, but there is also a corruption factor. A person who gives a bribe will at some point want to get a part of it, and it is very difficult to control the kickback, it is given in an envelope.

4) Get hooked on a needle from which there is no way back. Now the partner's employee will start milking you at any convenient opportunity. A more interesting offer from competitors, new products from competitors, timely payment. And if he is fired, then your money that you brought in will be gone.

5) You will lose the client as soon as the fact of corruption is discovered. In the contracts of the most important clients, large companies, facts of corruption are prescribed with large fines and termination of the partnership.

I don't want to say that it is possible to work 100% without kickbacks! Although, why not! It is possible and necessary to strive for this. On my own behalf, I can say that when I came to the B2B commodity business in 2006 from FMCG, I encountered the fact that the company had a practice of kickbacks. Having completely cancelled it, we did not lose a single client. True, there were difficulties in attracting new ones, to whom competitors paid kickbacks, but believe me, how inventive our sellers became. In six months, they invented a multi-level loyalty program, which had no equal in the industry. And without kickbacks.