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ICC Bulgaria Anti-Corruption seminar 17.10.2017

На 17 Октомври 2017

Място на провеждане

Офис сградата на ICC Bulgaria, на адрес: гр. София 1463, ул.”Хан Аспарух” №8


ICC Bulgaria Anti-Corruption seminar

“Increase your profits & lower your risks - through non-corruption”

Семинарът се организира със съдействието на ICC Austria, с лектор Dr. Maximilian Burger-Scheidlin, изпълнителен директор на ICC Austria - специалист с дългогодишен опит по Антикорупционни стратегии, член на редица международни комисии и работни групи, като BIAC’s & ICC’s Commissions on Anti-Corruption, Paris, OECD Task Force on “Fighting illicit Trade”, “B20 Anti-Corruption Task Force”.

Семинарът ще се проведе на английски език.

·    Corruption is one of the biggest curses of our times and impoverishes many countries and many groups of society – the poor and the rich. Presently most anti-corruption training concentrates on legal frameworks and on systemic the implementation of elaborate compliance systems.

As important as this is as a first and basic step – it however does not

o   motivate a corrupt businessman, official or politician to abstain from corruption

o   nor does an international export manager learn how to make “clean business” a success - also in (very) difficult countries

With a new “business approach” to anti-corruption more can be gained.  If you can show to presently corrupt buyers, officials, politicians, what their medium-term risks are, and what they could gain through non-corruption in the longer run - many might willing to re-consider.

Target audience:

·         international export managers (practitioners on the “front lines”)

·         manufacturers and industrialists working in difficult countries

·         compliance officers

The general theme is:

·   “Conduct successful business, win orders in difficult countries - without corruption”.


08:30 – Registration

09.00 - Opening and Welcome

10.30 - Coffee break

12.30 - Lunch

14.30 - Coffee break

16.00 - Closing remarks

Bullet Points for the Agenda

 1. Introduction

a.  Introduction + first cases

a.  Negative cases – minimisation of profits

b.  Clean companies in corrupt environments – increased profits + reduced risk

b.  Macro-economic consequences – corruption reduces competitiveness!

c.  Clean business slower – but profitable

d.  Psychology of bribe takers

2Definition of Corruption

a.  Definition of corruption

b.  Is giving gifts - “normal”?

c.  Where does corruption start?

d.  Is hospitality allowed?

3.  What is problem with paying bribes ?

a.  Corruption – to replace “rule of law”?

b.  What is the problem, the danger – for bribe givers?

c.  What is the problem, the danger – for bribe takers?

d.  Extortion – permanent danger – after paying a bribe

e.  the “in-house” consequences of corruption

f.  corruption - main damage - …not the money paid

g.  corruption – the time wasted and its costs

h.  reduction in international competitiveness

i.  who is the true victim of corruption?

4.  Countering corruption-demands at different levels -  chances of success

a.  private sector corruption

b.  public sector corruption

  ·   lower level – e.g. customs clearance

  ·   mid-level

  ·   higher public officials – mid level politicians

  ·   high political level

c.  help from upcoming “ICC Corruption Reporting Centre”

5.  Legal framework for anti-corruption – national – international

a.  international legal framework

b.  local laws – with wide international consequences

c.  national – state legal framework

d.  codes of conduct of Multilateral Development Banks

e.  codes of conduct of public corporations – for public tenders

f.  codes of conduct of companies

6.  Risks - general

a.  Once corrupt –extortion & blackmail forever possible?

b.  Have you calculated & budgeted extra demands?

c.  Will your contract or project yield a profit at the end?

d.  How to make illegal money - to start bribing?

e.  How is corruption detected?

f.  Who will demand “indemnities” to remain silent? – costs…

g.  Who can be prosecuted? – and where?

h.  Criminal liabilities? – costs…

i.  Civil liabilities and penalties? – costs…

j.  full personal liability of owner & CEO – if they “let others bribe”

k.  new staff – who is willing to work for a corrupt company? – costs…

l.  loyalties of corrupt staff?

7.  Legal Risks – of a corrupt contract

a.  Can you claim performance & implementation of contract?

b.  Is your contract valid?

c.  Can a judgement or award under this contract be executed?

d.  Can a competitor sue for damages for “loss of a contract”?

e.  Is your transport insurance valid?

f.  Is the bilateral investment treaty valid?

g.  Allowed to participate at public tenders?

i.  costs of possible debarments

  ii. costs of loss of market

  iii.costs of re-entry into this market

8.  Financial risks

a.  How will your bank react concerning your loan? – costs…

b.  Trade finance - How will the applicant’s and beneficiary’s bank react?

c.  What will your Government Export Credit Agency do?

d.  Many projects are financed – often indirectly – by Multilateral Development Banks (e.g. ADB)

e.  Value of your company? – costs…

9.  Risks from the local & international Supply Chain

a.  will you still be supplied?

b.  Can you finalize your projects?

c.  Will know-how continue to flow in supply chain?

10. Mathematics of corruption

a.  evaluation of risks – possible costs

  ·    possible blackmail & extortion

  ·    legal

  ·    financial

  ·    supply chain

  ·    staff and stakeholders

  ·    reputational risks

b.  Mathematics of business – based on bribe payments

  ·   Short-term

  ·   Long-term

c.  Mathematics of business - without corruption

  ·   Short-term

  ·   Long-term

11. Prevention of corruption

12. What anti-Corruption policies to implement in a company?

·   Codes of Conduct

  a.  frequent mistakes in implementation

·   In-house training

  a.  frequent mistakes

·   Stakeholder training

  a.  frequent mistakes

·   How to approach giant suppliers or buyers - often multinational corporations?

·   What to do with 2nd + 3rd tier suppliers?

13. Change management from…
 “We have bribed in the past” – to - “Only clean business in the future

a.  Finding external reasons to communicate change

b.  How to start of negotiations – without corruption?

c.  Countering up-coming threats of severance of business

d.  Negotiating not only with purchasing managers

e.  Mathematics of change

f.  Profits for change for both sides

14. Negotiation strategies

a.  Avoidance of corruption – the value of asking questions

b.  How to start of negotiations – without corruption?

c.  Training for companies – how to approach contracts?

d.  If a bribe has been asked for…

  ·   negotiating in corrupt environments

  a.  the fears of bribe givers

  b.  the fears of bribe takers

15. How to create your corruption free sphere – in a corrupt environment”

a.   Make your profit and loss calculations – short and longer-term

b.   Reputational losses and gains

c.   Cleaning a company’s environment – discussion with stakeholders

d.  Cooperation between companies - “Integrity pacts”

e.   Cooperation between companies and business associations

f.   International examples

16.  Conclusion

a.   Corruption – impoverishes everybody – in long-term

b.   Without corruption - how can all sides win + be more profitable?

c.   Examples

d.   Country xxx – the upcoming giant

e.   non-corruption will make business profitable & internat. competitive

f.   a strong anti-corruption drive will make the country powerful

Основни лектори и панелисти

Dr. Max Burger-Scheidlin, Executive Director, International Chamber of Commerce, Austria specialises on prevention of corruption, commercial crime, counterfeiting; root causes of global crime & money laundering; international contract strategies, legal help to SMEs for export-import; global competitive challenges to business, prevention of conflicts & disputes;
Max is a member of BIAC’s & ICC’s Commissions on Anti-Corruption, Paris, OECD Task Force on “Fighting illicit Trade”, “B20 Anti-Corruption Task Force”, Co-Editor of “Compliance Praxis”; Max is an international lecturer on anti-corruption in Asia & Eastern Europe; co-author of 14 books; he has lived in 9 countries in the Middle East and Asia and worked in 85 other - consulting business in their international expansion.

More information about Dr. Max Burger-Scheidlin can be found



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