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BUSY SUMMER & FALL AHEAD!• 58th Annual SFV Beautification Awards Banquet
June 24 at the Sportsmen’s Lodge in Studio City (Story page 3)
• BrightView Tree Company Tour – Sept. 7
• Chapter Fishing Derby – Oct. 20
• And More!
California Landscape Contractors Association
San Fernando Valley Chapter
20946 Devonshire St., Ste.
CI Chapter Members Invited!
SFV CHAPTER 37TH ANNUAL BEAUTIFICATION AWARDSSaturday, July 9• Sportsmen’s Lodge, Studio City• See details on page 4
The Channel Islands June 2017Vol. 11 No. 6
The Monthly Magazine of the CLCA–Channel Islands Chapter
Now available online atwww.eldoradocommunicationspublications.info
California Landscape Contractors Association Channel Islands Chapter c/o El Dorado Communications, Inc. 19055 Abdera Street Roland Heights, CA 91748
Return Service Requested
INSIDE THIS ISSUE:• Got Kurapia? Water-saving ut ility
groundcover is here – Page 5• Lie to Me, Part 2. Decept ion in business,
how it starts with white lies – Page 10• Member Benef it for June –
Peer Consult ing – Page 8
2 June 2017 The Channel Islands Clipper
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The Channel Islands Clipper June 2017 3
Channel Islands Chapter2017 Board of Directors
VICE PRESIDENT RESOURCE MANAGEMENT
Shari Collins Gardens 4 the Soul (805) 517-1971
VICE PRESIDENT EVENTS Bob Klaidman SPJ Lighting
(818) 391-4839 [email protected]
TREASURER Sarah Corbin
Grounds Maintenance Services (805) 498-9495 x 303
VICE PRESIDENT MEMBERSHIP Shari Collins
Gardens 4 the Soul (805) 517-1971
VICE PRESIDENT COMMUNICATIONS Claudio Sandoval, Jr.
Claudio’s Landscape Innovations (805) 732-5112 cell [email protected]
ASSOCIATE MEMBER REP. Julio Gomez
Coastline Equipment (805) 485-2106
EDUCATION/AMBASSADOR Pete Dufau
Dufau Landscaping (805) 642-1239
LEGISLATION Atty. Michael S. Martin Myers, Widders, Gibson, Jones and Feingold, LLP
(805) 644-7188 [email protected]
PRESIDENT Dan Dvorak
EZ Tracs Risk Solutions, Inc. (323) 480-7803 Cell
CHAIRMAN OF THE BOARD/SECRETARY
Brandon Bogeaus American Nurseries (818) 222-0440
PRESIDENT-ELECT/EDITOR John Hernandez (626) 965-5015
19055 Abdera St. Rowland Heights, CA 91748 [email protected]
FAX (866) 591-5093
ASSOCIATE EDITOR/ART DIRECTOR
Jerry Robin (626) 794-2674 [email protected]
CHANNEL ISLANDS CLIPPER
The Next Event and Contact Numbers
www.clcachannelislands.com
STATE AND LOCAL EVENTS
June 24 SFV Beautification Awards Banquet at Sportsmen’s Lodge, 12825 Ventura Blvd., Studio City, 6 p.m. All CI members and friends invited.
July 13 Board Meeting, Cisco’s Restaurant, Westlake Village, 12 Noon
July-Aug-Sept Summer activities in planning stages, possibly with
San Fernando Valley Chapter, including a Regional Marketing Educational Event in September
Sept 7 BrightView Tree Company visitation, Fillmore, 3:30 p.m.
Oct 20 Fishing Derby; other Chapters invitedNov 15-18 CLCA Annual Convention, Scottsdale, AZ;
host hotel is the Scott Resort & SpaDec TBA Holiday Party
Board meetings are generally second Thursday of each month, usually at Cisco’s Restaurant in Westlake Village. Time and place subject to change. Members and guests welcome.
STATE AND LOCAL EVENTSSubject to Change – Check with a Board Member First
CI Members Compete in SFV Landscape Beautification Awards Program• Awards Banquet Set for June 24 at the
Sportsmen’s Lodge in Studio City
• Attend and Support Our Local Champions
Channel Islands Chapter members are competing in the SFV Landscape Beautification Awards Program, that will culminate
in an Awards Banquet on Saturday evening, June 24, 6 p.m. at the Sportsmen’s Lodge, 12825 Ventura Blvd., Studio City, CA 91604;(818) 769-4700.
All CI members and friends are invited to attend the event that will have in attendance past and present state and Chapter presidents and officers, informative and supportive suppliers, and other Green Industry VIPs.
The Sportsmen’s Lodge is a spacious and beautiful venue – a fitting site to showcase the work of some of the best landscape contractors in the state. Tickets are $95 per person; dress is cocktail attire.
Don’t miss this outstanding regional event that will feature entries from surrounding Chapters. This makes the event an exceptional way to get great ideas for your projects from the awards video and photos. It is also a great regional networking event you will not want to miss.
For more information and reservations, contact Jan Veis at the SFV Chapter Office (818) 772-7233.
LIFE MEMBER Tom Lucas
Performance Nursery (310) 925-8075
Privacy and Cyber SecurityOur board and membership have expressed interest in knowing more about cyber security for themselves and their companies. The following article is adapted from a more extensive one developed by CLCA Insurance Solutions.
With the enormous amount of sensitive information stored digitally, companies
need to take the proper measures to ensure this data is never compromised. Ultimately, it is the responsibility of business owners to protect their clients’ data. Failing to do so can result in a data breach, which costs companies billions of dollars every year. Understanding
the risks involved with data security can help you prevent a privacy breach.
Know the RisksThe first step in protecting your business is to recognize basic types of risk: Hackers, attackers and intruders. These terms are applied to people who seek to exploit weaknesses in software and computer systems for their personal gain. Although their inten-tions are sometimes benign, their actions are typically in violation of the intended use of the systems that they are exploiting. The results of this cyber risk can range from minimal mischief (creating a virus with no negative impact) to malicious activity (stealing or altering a client’s information).
Malicious code. This is the term used to describe any code in any part of a software system or script that is intended to cause undesired effects, security breaches or damage to a system.
• Viruses: This type of code requires that you actually do something before it infects your system, such as open an email attachment or go to a particular Web page.
• Worms: This code propagates systems without user interventions. They typically start by exploiting a software flaw. Then, once the victim’s computer is infected, the worm will attempt to find and infect other computers.
• Trojan horses: Trojans hide in otherwise harmless programs on a computer, and much like the Greek story, release themselves when
you’re not expecting it and cause a lot of damage. For example, a program that claims to speed up your computer system but actually sends confidential information to a remote intruder is a popular type of Trojan.
IT Risk Management PracticesTo reduce your cyber risks, it is wise to develop an IT Risk Management Plan at your organization. Risk management solutions utilize industry standards and best practices to assess hazards from unauthorized access, use, disclosure, disruption, modification or
destruction of your organization’s information systems. Consider the following when imple-menting risk management strategies at your orga-nization:
• Create a formal, documented risk management plan that addresses the scope, roles, responsibili-ties, compliance criteria and methodology for performing cyber risk assessments.
• Review the cyber risk plan on an annual basis and update it when needed.
Due Diligence When Selecting an ISPIn addition, your organization should take precau-tionary measures when selecting an Internet service provider (ISP) for use for company business. An ISP provides its customers with Internet access and other Web services. In addition, the company
usually maintains Web servers, and most ISPs offer Web hosting capabilities. With this luxury, many companies perform backups of emails and files, and may implement firewalls to block some incoming traffic.
To select an ISP that will reduce your cyber risks, consider factors: types of security offered, privacy, additional services offered, cost, reliability, user supports, speed and recommendations.
Government RegulationThere aren’t many federal regulations regarding cyber security, but the few that exist cover specific industries, such as the health industry. California led the way in 2003 by mandating that any company that suffers a data breach must notify its customers of the details of the breach.
Protection is Our BusinessYour clients expect you to take proper care of their sensitive information. You can never see a data breach coming, but you can always plan for a potential breach. CLCA Insurance Solutions has the tools necessary to ensure you have the proper coverage to protect your company against a data breach. Contact your local rep today. – Dan
4 June 2017 The Channel Islands Clipper
DAN DVORAK Channel Islands President
CLCA Insurance Solutions
The first step in protecting your business is to recognize basic types of risk: Hackers, attackers and intruders.
President’s Message
The Channel Islands Clipper June 2017 5
PRESIDENT Brandon Bogeaus
American Nurseries (818) 222-0440
CHAIRMAN OF THE BOARD/EVENTS
Julio Gomez Coastline Equipment
(805) 485-2106 coastlinejulio@
yahoo.com
Meeting Success
Four Important Steps to Any Client Meeting By the Houzz Industry Marketing team, in GreenIndustryPros.com
Has this happened to you? You have a great call with a very interested client, but once you hang up you realize you don’t
know what’s next, and if and when you’ll close the deal. How do you make sure you don’t end up with a sales process that leaves both you and your client hanging?
Determining next steps is the most important step in any client meeting, and is crucial in making sure you can move forward and close the deal without any hiccups.
“Ideally we set up the next meeting or at least a time frame within which to follow up before concluding each meeting or phone call,” says David Buchsbaum of Atlanta Closet & Storage Solutions in Atlanta. “Never end a meeting or an appointment without an agreement and a time frame for the next step.”
Without next steps in place, the timeline for closing the sale could get bogged down with scheduling conflicts, or you could play a never-ending game of phone tag, costing you unnecessary time and energy. Here are four next steps to take.
1. Recap the MeetingSummarizing the key points of the meeting is not only a good way to remind all parties about what was discussed, but also shows your client that you have been listening to his or her needs. If necessary, take notes during the meeting so you can reference them at the end.
“I want my clients to enjoy the process, and you can only do that if you have clear direction and clear expectations,” says Meg Habasevich of Purposeful Interiors in Tampa Bay, Florida. “I created a questionnaire that I fill out as I’m speaking with my clients. Because I am writing down everything as we are talking,
my clients feel assured that I am really listening to what they are saying.”
2. Discuss Timing and TasksIt’s important to determine the next actions necessary on both sides of the table, and the timing involved. Will you be sending an estimate for a project? If so, when? Does the client need to create an ideabook so you can understand the vision better? What date should the client send it to you by? If the next step is another meeting or phone call, pull out calendars and put a date and time in writing. Who will call whom? What will be discussed?
3. Request FeedbackClient conversations can move fast, and it’s quite possible that you’ve missed a key point or action item. Once you’ve discussed timing and tasks, ask if there’s anything you may have missed or that the client would like to add to the to-do list. Not only is this a good practice for covering your bases, but it also lets clients know that their involvement is a valuable part of the process.
4. Follow Up with an EmailWhether you discussed your next steps over the phone or in person, following up with an email puts your plan in writing and decreases the chance of miscommunication. Both you and your client will be able to refer back to that email as a reminder of the things that need to be done and by when.
6 June 2017 The Channel Islands Clipper
New Chapter Member Spotlight
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SiteOne Landscape Supply Joins Local Chapters By Cesar Ramirez, SiteOne, with Alex Salazar, The Salazar Landsape Company
(Alex)
I first learned about SiteOne Landscape Supply through an ad inside a landscape contractor magazine. The ad featured a
contractor with sweat running down his face. It read “Standing behind those who go beyond the call.” It was detailed and their logo was clean. I thought it was very clever.
The next time I came across SiteOne I read in an article that they bought out American Builders Supply. Since I have a location near me, I got excited knowing I would find out what their stores would look like. A few weeks later I got an email from Cesar Ramirez, Business Development Manager with SiteOne . He was inviting me to attend their upcoming Open House event set for May 18th. I signed up right away.
The Open House was exciting to attend. It was a catered event filled with vendors, landscapers and other contractors, all curious to visit the new store. When I arrived there was no parking probably within 300 feet of the store. You could tell a lot of effort had been put into the event. There were SiteOne personnel greeting visitors outside the store encouraging visitors to talk with vendors, and to grab some food!
Inside the store, all the landscape and irrigation supplies were neatly organized. To my surprise the help counters were fully staffed and firing on all cylinders. There were contractors stopping by to pick up materials, busy as ever.
Later I got a chance to interview Cesar and get his perspective on the event and on their operation. Here is what he had to say.
(Cesar)
Our recent Open House had a fantastic turnout! We were extremely happy with the results. Our customers were able to
obtain insightful information on new products from our vendors. Participating vendors also set up specials available only at the event, to all attendees.
We are planning another event at the end of the summer. We are still deciding whether it will be at the Canoga Park store or a nearby location. We will post the details regarding our next Open House in our stores and in CLCA newsletters.
We acquired our Canoga Park location when we purchased John Deere Landscape, and we since have made several key changes to the site. It is a whole new operation. Last year we also acquired Hydro-scape, and we are now the largest and only national wholesale distributor of landscape supplies in the United States. We have taken the best of John Deere and Hydro-scape and combined them with the experience, professionalism, problem-solving ability and vision of SiteOne.
The greatest benefit we offer to our clients is our outstanding customer service, which is unrivaled in the industry. We have the associates and resources to handle any landscaper requests and take pride in being able to care of our customers. We have by far the most locations across California and the country, and can handle any project our customers may have.
The Channel Islands Clipper June 2017 7
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Trump Provides California Water Solutions as Gov. Brown Focuses on His Legacy By Aubrey Bettencourt, Executive Director, California Water Alliance – Submitted by Mickey Strauss
On May 13, 2017, Governor Brown outlined his revised budget proposal focusing the state’s financial resources on
his High Speed Rail legacy project and renewing its efforts to fight the Trump Administration on multiple fronts. While he may have dropped the mic with an antagonistic $183 billion budget, points on the scorecard went to the Trump Administration that day.
As Governor Brown unveiled his budget, Interior Secretary Zinke authorized grants awarding California $21 million for the state’s “planning, designing and constructing water recycling and reuse projects; developing feasibility studies; and researching desalination and water recycling projects.”
As Oroville Dam sits officially declared a state failure, an ongoing emergency and an eminent peril to tens of thousands of Californians currently facing flood warnings and still recovering from a devastating statewide six year drought, the state sits on $17.6 billion in unspent “water bond” funding out of $27.1 billion in bond measures passed since 2000. Not a single cent of the governor’s budget provides funds for critically needed water supply or delivery projects.
It is a failure for Brown of both his vision and for setting rational priorities in the face of very strong public sentiment that water infrastructure should be addressed, across all demographic and
party lines. Recent major national polls reveal 87% of all voters believe there should be greater spending on water infrastructure. The total includes 93% of Democrats that desire a more reliable water supply system with greater capacity than California currently provides.
The governor continues his fiery “resist” rhetoric while increasing taxes on the middle-class and working class residents to fund his feud with President Trump and his $68-billion High-Speed Rail legacy project, but the Trump administration is delivering real funding to help solve California’s water problems.
In the battle to address Californians’ real-world water needs, Trump is clearly providing what Californians of every stripe want and need, whether you like it or not.
Aubrey Bettencourt is the executive director of the California Water Alliance, a statewide water policy non-profit that advocates for the water needs of California families, cities, businesses, farmers and the environment. Follow @AubBettencourt and visit CaliforniaWaterAlliance.org for more information.
Rene Monsivais(805) 432-9356
Quinn Company801 Del Norte Blvd.Oxnard, CA 93030QuinnCompany.com
*For complete details, contact Quinn Company. Offer valid from February 1, 2017 to June 30, 2017 on select new models of machines manufactured by Caterpillar Inc. Building Construction Products Division. To be eligible, a sales contract must be signed during the offer period. Offer available only at Quinn Company. Offer is available to customers in the USA and cannot be combined with any other offers. Prior purchases do not qualify. Offer is subject to machine availability. All new Building Construction Product models are eligible for the promotion.† The cash back offer is based on a predetermined amount for each machine that is applied to the sale price. Cash back amount varies by model. Customers must apply cash back offer to the sale price of the machine. Offer can only be used at Quinn Company and must be redeemed on the date of purchase. The offer has no cash value and is not transferable. To receive the interest rate offer, all remaining balances must be fi nanced through Cat Financial and are subject to credit approval through Cat Financial. Financing rate is subject to approval and some customers will not qualify. The interest rate offer is only for customers who qualify. Not all buyers may qualify. Higher rates apply for buyers with lower credit ratings. The Powertrain Equipment Protection Plan (EPP) is provided through Cat Financial for use at Quinn Company. EPP coverage varies by model. Final machine prices are subject to change. Prices do not include taxes, freight, set-up, delivery, document fees, inspections, additional options, or attachments. Program period and conditions subject to change without prior notice and additional terms and conditions may apply. 3 year/1500 hour Powertrain EPP included. Cash back varies by model from $1,000-$3,500 on 300.9-308 Mini Excavators.
PURCHASE A NEW MINI EXCAVATOR AND
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Contact Rene Monsivais for complete details.
Sod Installation, A Second Look – Part 2By Alex Salazar, The Salazar Landscape Company
The following is the continuation of Alex Salazar’s interviews of local sod company reps during a period that has seen an uptick in sod installation. Increased sod orders are due in part to changes in attitude of homeowners and businesses because of California’s record-breaking rainy season.Danielle Scardino – West Coast Turf1. Best Seller. For cool season grasses it is our West Coaster tall dwarf fescue, although our new native grasses are picking up speed. They are becoming the popular choice for lawns,
landscapes, golf courses, and parks, offering an exciting new choice.
2. Favorite. A new drought tolerant ground cover we just started growing called “Kurapia.” It has the look of a lawn, but a different unique “clover like” texture. Kurapia grows close to the ground and rarely exceeds one inch high. Most of the year, the plant is covered in small white flowers that are sterile. But you have the option of mowing the flowers off or just not mowing. Kurapia is a great option where you need a ground cover that won’t regularly get irrigated.
3. First Recommendation. It depends – if you want year ’round green I would go for West Coaster and water wisely. If you don’t mind overseeding I would use one of the newer bermudas such as Bandera, and either paint it in the winter with Endurant turf colorant, or overseed with ryegrass.
4. Advice. Use the right type of sod for your shade and mainte-
nance situation, and most importantly, water wisely!
Norm Lopez – Southland Sod Farms1. Best Seller. Since 1983 Marathon Sod has become the most popular lawn choice among homeowners and Southern California contractors. It is green year ‘round, has an extensive root system and most importantly, Marathon Sod uses less water and is tolerant of high heat. All Marathon varieties are exclusive and grown “only” by Southland Sod Farms. We grow a total of ten varieties for different uses in the landscape environment.
2. Favorite. Marathon II Sod is my favorite. Personally, I’ve had a Marathon II lawn at my residence for over 29 years. This has been with raising three daughters and many outside parties without replacing any Marathon Sod. My perfect head-to-head sprinkler coverage might be the reason.
3. First Recommendation. My first recommendation would be Marathon varieties, for their green year ‘round quality and easy maintenance.
4. Advice. Give the homeowner honest advice on whether Sod will be the best choice for that area selected. Just refer them to our website www.sod.com so they can become educated along with the valuable contractors’ advice given.
Tips from the Pros
ALEX SALAZAR The Salazar
Landscape Company
MEMBERCLCA
There may be an easier way.
clca.org/peer-consulting
Do you have questions about green industry topics, but are not quite sure who to ask? If so, check out the California Landscape Contractors Association’s Peer Consulting Service.
Participants have agreed to share their knowledge and experience with fellow members in specific subject areas. They may have an answer or solution you can apply to your own situation.
Also, if you would like to be a Peer Consultant, please email [email protected].
John MarmanAnthony PulizzanoORDER HOTLINE 888/893-8873www.westcoastturf.com
DROUGHT TOLERANT WATER SAVING TURFGRASS VARIETIES AVAILABLE!
• Introducing NEW Hillside Native Fine Fescue and West Coast Native Bentgrass (Agrostis pallens)
• Offering over 20+ Varieties including water friendly hybrid bermuda, paspalum and kikuyugrass
• Organic Endurant Turf Colorant available in lieu of fall overseeding
• Field removal, TopMaker field recycling, hydroseeding, sod and stolon installation services
8 March 2017 The Channel Islands Clipper
Business Sense
In The Mind’s Eye By Peter Mehit
Many times when people think about getting into business for themselves, they cherish the idea of the freedom and control
it would bring, but are often stifled by fear. “How will I find customers?”…“How do I find the money I need?”…“Will anyone really buy what I’m selling?”…are typical of the questions we run through our minds just before a wave of fear spills over us and we suddenly feel grateful for the job we loathe.
We tell ourselves that having a business is for people that come from money, yet many of the greatest success stories are people that had little or no money at the beginning of their journey. We are convinced that we need ever increasing amounts of education, but Bill Gates, one of the world’s richest people, didn’t complete college, Sir Richard Branson never went.
So what is it? What makes some people successful and others not? It boils down to three primary traits:• They have a clear idea what they wanted to make or do.• They believe they can figure out anything.• They understand, actually or intuitively, how the mind works.
To have a clear idea about what your business should be, focus on what you love. Learn all about it: how it’s made, bought and sold. Study businesses that do what you love. Talk to them about how they got started. If possible, work with some of these companies to get paid to learn the craft.
Whether you believe it or not, you can figure out anything related to your business, if you’re willing to seek and accept help. Not good at hiring? Get a good human resources consultant to get you on track. Hate dealing with numbers and billing? A good book-keeper and accounting software can minimize the amount of time you need to spend. The point is, take stock of your strengths and interests and find others with the expertise you don’t have but need to operate your business.
Finally, know how your mind works. Your mind is divided into the conscious and the subconscious. The conscious part directs your activities, makes decisions, builds plans and analyses problems. It is rooted in time and is constantly interrupted.
Your subconscious is where you hold your true opinions about the world and yourself. It is the place where dreams begin and problems are really solved. It is timeless and has access to every-thing you know and have experienced.
Your conscious mind is driving your bus. Your unconscious rides along, watching the scenery go by, hearing the conversations you have, seeing the problems that you face. How do you tap that hidden resource that is working even when you are asleep? It may be easier than you think. The key is to learning how to feed your problems to your subconscious mind.
Make your dreams and plans evident in the real world so your subconscious can see and act upon them. If you’re starting a business, building even a skeletal business plan gives your subcon-scious mind things to focus on. Writing down and prioritizing problems as they occur, without unduly focusing on the solutions to them, loads your subconscious mind so it can begin working on them.
Your subconscious mind sees everything, even things you are not aware of. It sees the plans you’re making, so it knows what your conscious mind thinks should be done. It also sees the obstacles that are blocking you. But it has something else, the timeless ability to make connections to everything you know, have experienced and believe. And it does it in real time so the links between ideas and knowledge are clear. The subconscious mind is literally a supercomputer at our personal disposal if we simply learn how to use it.
Try this experiment. Keep a small notebook and pen with you at all times. When an idea or a solution surfaces, don’t say, “Good idea, I need to do something with it.” Instead, write it down in your book. Continuously compare what is in your book with your problems and over time you will find that you are solving your own problems without even working at it.
Doing what you love, having faith you’ll figure out how to deal with challenges and knowing how to solve problems without working hard, are three qualities that can make you successful. When practiced properly, they become self-reinforcing and bring an even bigger benefit: peace, prosperity and clarity.
Peter Mehit is COO of Custom Business Planning and Solutions, which helps
PETER MEHITCOO
Custom Business Planning and
Solutions
The Channel Islands Clipper March 2017 9
10 June 2017 The Channel Islands Clipper
Deception in Business
Lie to Me, Part II By Rich Gordon, Lindquist LLP
While Part 1 was an overview of lying – along with common verbal and non-verbal traits of those trying to deceive – this
installment will address how deception evolves from dealing with the white lies; to the more serious effect of lies permeating the business world.
Since we are alone and nobody is looking I’ll just ask you – have you lied, or broken any rules, this week? Ok, I’ll assume you’re answer is the same as mine – especially if we drive the same way. And do you consider yourself a good, honest and moral person? I’m guessing our answers are still the same. So how do people who get caught up in the massive frauds and scandals you read about cross that line?
Most don’t wake up, stretch and say “yep, today I’m going to crash the housing and mortgage industries” – it is a gradual process. Yet there is ultimately one reason financial crime perpetuates, which we can identify on our good friend, the Fraud Triangle – this reason is rationalization. What’s the big deal? Everybody’s doing it. It’s socially acceptable (cheating ‘a bit’ on taxes maybe?). It’s for the greater good. It’s only temporary and I’ll true it up next month.
The reality is that the human mind develops a tolerance to lying and cheating – much like the body does for drugs. After a while it just doesn’t have the same effect anymore.
Common Lying in Business:‘Fibbing’ on Resumes. Lying begins at the ground floor as well as up the corporate ladder.
• Lying about degrees earned…and even the school attended itself• Padding the grade-point average• Falsifying school or previous employment dates• Misrepresenting technical skills, abilities and experience• Inflating previous titles or job descriptions• Deceptiveness about a prior record (driving, criminal, etc.)
Hitting the Numbers. Most jobs have pressure to reach or achieve certain levels or marks – such as sales, production or customer service satisfaction numbers. This is ultimately how we are evaluated, or how we measure others’ efforts and effectiveness. Why do falsifications occur?• Financial gain, bonus, reward• Admiration of others• False sense of importance• Promotion and advancement• Avoid punishment or embarrassment• Retain employment
Control. We have all heard that knowledge is power. Indeed it is, especially when it comes to business dealings, and that knowledge is either used, falsified or concealed.• Withholding information in a negotiation or contract• Neglecting to notify or pass on critical information to a compet-
itor• Corporate espionage• Threatening a co-worker, employee or employer with false infor-
mation
And to think these are just issues in the business world regarding lies and deception that haven’t even scratched the surface of fraudu-lent transactions, theft or falsified financial statements. All types of damage can be done through the above methods without ever embezzling a single dollar.
Rather than feeling overly vulnerable to the potential for loss, use this information to empower yourself in business. Encourage your HR department, managers or yourself to develop skills to spot lies. Deception-detecting interview techniques for new hires, in addition to criminal (and financial) background checks, are great ways to mitigate risk and reduce the potential of someone inflicting serious pain to your business. Don’t let a little white lie permeate deception throughout business.
Richard C. Gordon, CPA/ABV/CFF, CFE, CGMA, is the Director of Forensic and Valuation Services at Lindquist LLP, a certified public accounting firm serving clients nationwide from office locations in the Los Angeles, San Francisco, Portland, Seattle and Chicago metropolitan areas. Rich possesses vast forensic experience in the areas of labor unions, multiemployer benefit plans and trusts, financial statement and tax fraud, contract disputes, economic damages, embezzlement and receivership cases, in which he has successfully represented both prosecution and defense. Rich can be reached at (925) 277-9100 or [email protected] with questions.
Otto-090310-horiz.indd 1 3/10/09 1:58:12 PM
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