In the context of business the first meaning of honesty and uprightness is perhaps the most appropriate and well best known or understood.

However, in our throwaway, disposable society it is my observation that many individuals (and therefore the businesses run by them or the boards they sit on) adhere to relativistic value systems i.e. have their own definition of what is or is not a matter of integrity or honesty to suit the “economic or commercial imperatives” of the company.

What about you?

Do you have a fluid (dare I say corrupted) idea of what is or is not a matter of integrity in your business (and indeed your personal) life dealings.

At this point I expect that you are nodding your head in heartfelt acknowledgement that whilst you are not a “saint” it certainly is not your intention or desire to conduct your business dealings in a manner that lacks integrity.

Fantastic

And yet let’s consider the broader issue.

In a society that more and more does not want to accept any standard of absolutes and therefore accepts relativistic standards we are bound to encounter challenges because if everyone is doing “right in their own eyes” and not following some immutable standard what happens when person/business A defines honesty in one way and person/business B in another.

Clearly there are going to be issues.

These issues will also span the spectrum and business and personal life.

For example, let’s do a reality test:

1. When you say you will ring someone back – do you? Or is that your way of just getting “rid” of the person.
2. When you are negotiating supplier or customer contracts do you look to negotiate a genuine win/win or do you give that concept lip service because you really believe that for someone to win the other party must lose (and well that’s not going to be you!)

Yet have you considered that your view of the world may be incomplete.  Instead of having thinking bound by scarcity which in essence reinforces the win/lose concept there is an alternative way of thinking – “abundance thinking”.

Abundance thinking in essence reinforces the view that the desired cake is not a fixed size (meaning if I get a bigger slice, you get a smaller slice) rather we can grow the cake (so that we can all get a bigger slice of a bigger cake).

How do you approach you business and life in general – with scarcity or abundance mentality?

3. When you promise your kids that you will be at their sports carnival and then some business matter comes up….what decision do you make?

But you don’t understand Paul, that business meeting was REALLY important….uh huh…what about your family or loved ones aren’t they important also? 

Yes I know this is confronting and yes it does take some intestinal fortitude to ensure that you keep the commitments made to yourself, your family as well as your business.  It should not be a case or one or the other. I did not say it would be easy …however it is possible.

4. If you have supply contracts in place and are the supplier do you deliberately invoice your customers at prices above the agreed supply contract knowing that they are busy and perhaps don’t have the internal controls in place to check all supply invoices against agreed contract prices?

5. If you quote jobs do your quotes include prices for “A” quality or genuine parts when in fact you have every intention of supplying non-genuine or “A minus” quality parts?  What’s the problem you ask – they still meet or exceed specifications. If that’s your rational lie, I mean rationalization then you really are walking around in the fog of self-deception.  The issue here is what did the customer pay for and what they are expecting versus what they will receive.

I can here someone say, “Paul, you’re not being reasonable; you don’t understand how competitive our industry is?”

Competition is not the issue. Integrity is and I dare say that there are strategies you can employ that will enable you to keep your contract, your customers and your integrity.

In fact if the only way you can do business is “without integrity” then I would not want to deal with you. And if a particular industry is so corrupted that it does not generally recognise integrity or ethics then you either choose to maintain your integrity in face of adversity (what a great USP) or you get out and find a better industry and business.

6. Do your management team and staff recognise you as a person of your word?

If not why not?  Perhaps there are matters of integrity or broken promises that cloud  their view of you and your business.

7. If you supply goods/product by weight are your scales (or other measuring devices) accurate and regularly tested so that customers are not overcharged?

So how did you go? (or if you are an employee – how did your employer go?)

Are there management or business practices in place in your business or place of work that are commonly accepted and which you know if you apply an objective standard of integrity fall short of the mark?

If there are what will you do about it? And when?

Will you allow it to continue unchallenged and by default become an accomplice or will you stand up for what is right and challenge the status quo (being wise as to how this is done of course)?

Finally, for the skeptics – this matter of integrity is not about being moralistic. If you think that you have missed the point.  For my part it is about doing what is truly right – not just right in your (my) own eyes and being willing to be held accountable.

Accountable to whom – well at the very least your business partners, customers; suppliers and employees.

Why you might ask?  Well that’s a whole other story…yet suffice to say, I believe that one day we will all be judged eternally according to what we were called to do and not just what we did/did not do and let’s just say that this judge has laser clear focus and no trouble cutting to the heart of the matter.  For my part I want to make sure that I am ready.  What about you?

Your Help Needed – Success Oriented Sales People Sought

If you are (or someone you know is) success and results oriented sales person with experience in making B2B sales in the SME business sector then this may be the challenge you are looking for.

You will be responsible for managing the complete sales cycle through to the initial sale.  The successful candidates will be well versed in consultative B2B sales with key decision makers in the SME business sector with turnovers in excess of $1 Million p.a.

If you enjoy helping people, have an “abundance mentality”, are self motivated, ethical, disciplined (as you will be working from home), success oriented, have your own phone and car and would like to be part of a growing team that assists SME businesses identify and retrieve untapped profits, sales, cash and productivity from within their businesses then this opportunity may be for you.

Positions with flexible working hours/days are available for the right people in the following areas:

Northern Beaches
Parramatta – Inner West
Hills District
Sutherland Shire
Illawarra
Southern Highlands (Bowral, Moss Vale, Mittagong)
Shoalhaven
ACT

To arrange a confidential chat in the first instance, email salesperson@rightteam.com.au with your name and contact details & your professional profile or call me direct on 0413 266 515 this Wednesday between 3 & 5 pm  or Friday (between 7 am & 9 am) .

Remuneration is structured to attract the best. with on target earnings in excess of $230K p.a. (or pro rata if working part-time).