Risk tolerance roundtable

Identifying risks are a key part of any compliance program.

We have conducted our highly successful Risk Roundtables in over 20 countries - an ideal way for the business to identify and understand risk across their business

We are experts at identifying risks in the sales and channel operations, supply on-boarding and the engagement with customers and vendors.

Example - Risk Roundtable identifying channel compliance risks

Some of the common risk areas in the sales process include:

  • bribery and anti-corruption in sales deals with government or semi-governmental agencies
  • export control and illegal sales of restricted products 
  • channel stuffing and revenue recognition issues
  • licence management abuse
  • poor discounting and control abuses around discount levels and justification
  • end-user/customer fraud
  • returned goods and faulty service records
  • poor controls over channel partner selection and management
  • sanctions and illegal sales to sanctioned customers
  • collusion and bid rigging with customers or channel partners
  • kickbacks to your sales people or customers
  • appointing unnecessary sub-contractors and installers
  • grey-market and second-hand trading in used products.

In this example, the Risk Roundtables elicited potential areas of risk in the sales channel process. We do this country by country or region by region if necessary. In some cases, the sales process is so different globally that we carry out several sessions to determine risks in local markets. Our Risk Roundtables are staffed by senior executives that understand sales, the sales process, how to manage sales and how risks arise and in what circumstances.

We are focused on risks in the sales process, we are not limiting our risk identification to corruption or bribery risks  these are just part of our large focus.

Who Needs This Product?

  • Companies lacking any sales risk identification framework, strategy or programme 
  • Companies who need support and capacity to hold meetings and roundtables in multiple markets around the world and in multiple languages

Typical process:

  • Our consultants will build a plan for your company to conduct Risk Roundtables in certain countries, regions or vertical markets
  • We will facilitate all the Risk Roundtables, document the findings and develop a risk assessment on the locations and vertical markets in which we conduct the sessions
  • These risk assessments will be essential for determining what to focus on in the integrity risk programme.

Risk review

Integrity risk programmes can be as long or short as a piece of string – choose your own length with our advice.

The size of a programme can depend on your risk tolerance. Companies often don't actually know what their risk tolerance is and how it should be applied to an integrity risk programme. In order to know what you actually need, a study needs to be done on your risk tolerance, your attitude to risk and also your budget. In order to determine the risk tolerance, you need to assess the types of risk you face, the way in which you handle risk, your industry and your country risk. Most importantly, you need to look at other industry players and your peers to assess what you want, what you need and what you can afford.

Our Company Risk Tolerance reviews are ideal if you:

  • know that you need a programme but need to use our expertise to calibrate that to your risk profile as a company and your tolerance for risk
  • need support to ask the hard questions of your board, executive leadership and other key members of the company about risk tolerance
  • need an answer as to where your programme stands.

We can help by:

  • using our experience building over 600 programmes to assess where your risk tolerance lies
  • having our senior consultants meet your board and executives to really assess the tolerance for risk
  • using examples from our diverse client base to benchmark your programme and its spend and risk tolerance.


  • Gain insight into the proposed integrity risk programme
  • Use our experience to facilitate discussions and save yourself from being in the firing line
  • Use our resources to gain insight into best practices in addressing integrity risks
  • Use our expertise across 600 clients to benchmark and ensure that what you are building is fit for purpose.
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