Happy Holidays and Thank You!

Happy Holidays and Thank You!

I wanted to take this time to wish you the very merriest of holidays. 2020 has been quite a year. The resilience and ingenuity of our profession have been on full display. Compliance officers’ bravery, compassion, and capacity to pivot was evident throughout this challenging year. Even with the pandemic, for the most part I've been surprised and delighted to see the number of companies that have continued to focus on, and invest in, compliance.

I genuinely couldn't do what I do without your readership and support. We’ll be back the first week in January with more tips, tools, tricks of the trade, best practices, and expert advice. But in the meantime, wishing you a safe and happy holiday season and a (much better) New Year!

Read More

Privacy Nightmares: How to Deal with Access Requests

Privacy Nightmares: How to Deal with Access Requests

This is a guest post by Patrick O’Kane, author of the new book A Practical Guide to Managing Subject Access Requests under GDPR.

“Knowledge is power. Information is liberating” - Kofi Annan

How much personal data do you hold on individuals?

A former Google CEO said “Every two days now we create as much information as we did from the dawn of civilization up until 2003”.

In a world awash with data, most companies hold more personal data on customers than we need.

Many individuals have been shocked to find the sheer amount of the personal data companies have on them when they have made Data Subject Access Requests (‘Access Requests’) for their personal data.

Max Shrems, the Austrian Privacy campaigner, made an Access Request against Facebook for his personal data. Facebook had 1200 pages of his data including all his messages, likes and information about his location.

Companies hold personal data on individuals in a myriad of ways including call recordings, emails, electronic records, CCTV footage, browsing history and payment data.

A recent study showed that dealing with Access Requests can cost in the region of $2 million a year.

Why am I hearing so much about Privacy Regulation?

Companies often feel they are playing Whac A Mole with new Privacy Regulation. Every time you slap a new one down, another pops up somewhere else.

At Gartner’s recent Security & Risk Management Summit they said that in 10% of the world’s population in 2020 had a modern Privacy Law regulating the use of personal data. They predict that by 2023, 65% of the world's population will have a modern Privacy Law.[1]

Which Privacy Regulations allow customers to access their personal data?

Since 2018, we have had major Privacy Laws implemented…

Read More

Prepare to WIN by Anticipating Objections

Prepare to WIN by Anticipating Objections

“I’m sorry – I can’t talk to you right now.” “I have to ask my boss.” “I don’t have the time.” “Wow, that’s expensive.” Every great salesperson knows that they will hear objections. In fact, many salespeople relish them because they know that they are getting somewhere when they can respond to the target’s concerns.

During sales training, people are taught to both anticipate objections, and to have pre-planned responses to them which can steer the conversation back toward success. This is called overcoming or conquering objects. It’s a three-step process that creates confidence and a better likelihood of getting the sale.

As we go forth into 2021, many of us are setting up our budgets or teeing up our needs and wants for the upcoming year. We need to get senior leadership to say yes – to buy-in to the program and its success. Here is a step-by-step program for using objections to help you get to “yes.”

Step 1: Before You Start the Conversation…

Read More

WEBINAR: Top Ten Tips I wish I'd Known...

WEBINAR: Top Ten Tips I wish I'd Known...

Do you ever wish you could go back to give yourself advice? Do you wonder if you’re making mistakes with your program and its management? Fear not, I'm teaming up with Nick Gallo o explore the top ten things we wish we’d known about effective compliance program creation and management, plus how to know if you’re making these mistakes now, and how to fix them. Join us tomorrow as we give expert feedback to optimize your program. You don’t want to miss this fast-paced, information-packed webinar with tangible advice and easy-to-implement takeaways. SIGN UP HERE!

Read More

Planning for 2021? Ten Top Tips for Getting it Right!

Planning for 2021?  Ten Top Tips for Getting it Right!

Right now, many compliance officers are going before the Board, the C-suite, or their manager with their plans for 2021. Budgets must be approved, priorities determined, and roll-out schedules set. But how can we realistically plan for 2021? Our 2020 plans flew out the window last spring, with an unforeseen pandemic throwing the world’s economy into free-fall and sending workers out of their offices and into their living rooms.

2021 is arriving in a cloud of uncertainty. Though much insecurity exists, there are strategies you can use to keep your planning on-point for a successful year. Here are ten top tips for getting your 2021 plan right.

No. 1: For Live Training and Meetings, Plan in the Alternative

By now everyone knows that Zoom meetings aren’t the same as being face-to-face, especially when it comes to in-person group training and meetings. While compliance officers long for in-person events, it is best to plan “in the alternative,” meaning that your plans should work regardless of whether they are in-person, via video conference, or a mix of both. We’ve been developing an online game called “Compliance Competitor” that will come out in February for use with sales and executive teams (email me for info – kgranthart@sparkcompliance.com). It is a group game that can be played with groups competing at a table, in a breakout room in Zoom, or a combination of both.

When you’re planning your training sessions and meetings, prioritize activities and training that can be interactive either in person, on video conference, or both. By planning early, you’ll avoid that last-minute struggle to shift gears.

No. 2: Take the Business’ Temperature for Compliance and Respond Accordingly

Right now, many people are suffering from profound fatigue. Enormous stress and headaches have been caused by virus fatigue, reduced budgets, scrambling late into the night to create new protocols, canceled conferences, and products/services that can no longer be sold because of pandemic restrictions. While compliance will always be important, 2021 may not be the year to try to put it at the top of the list – at least not early in the year.

When you talk with your leaders about the compliance program’s priorities for 2021…

Read More