Mar 17, 2009
To Poach or Not to Poach?
This country’s economy is in a mess. Businesses of all types and sizes are hurting. And to top it off, some businesses are doing things they wouldn’t even consider doing in a stable financial climate. Take poaching, for example. Not the cooking method, but the wooing, courting, stealing, purloining, robbing, pilfering, swiping and/or the attempt to do so from your competition.
Like a wolf in sheep's clothing, businesses can be disingenuous.
Sadly, poaching may be a sign of the times, says Vice President and General Manager of Phoenix-based HMA Public Relations Abbie Fink. “I think going after a competitor’s client is ethically wrong and unprofessional. The word will get around about the firm’s strategy, and I suspect it will come back to haunt them,” she says. “As long as you have a strong relationship with your client, and are meeting, if not exceeding expectations, you should be fine, regardless of the economy.”
Bad times can bring out the worst in people. As public relations counselors, we’re expected to set high business and ethical standards every day for our clients, our competitors, our employees, our colleagues.
Great story. Sad.
Unfortunately the bad economy will cause companies and individuals do things they would not do in better times. This is a reflection of character.
Susan — thanks for the mention. Poaching is always a hot topic, more so now. Lets hope folks recognize it is about relationships that are built over time.
Most thought provoking! Our most successful and important business relationships are quite often with our competitors. Damaging the trust that is the essential foundation of those relationships is just never a good idea. And, the hardest of times ought really to bring out the best in all of us, not the worst, because it is through mutual support that we all survive for another, better day!
Good article. I do believe there’s such a thing as bad business karma. I wouldn’t want to become known for this kind of behavior.
A thought-provoking article. In our city, this type of behavior is considered to be unprofessional and is really frowned upon — not only by fellow colleagues, but also by current and prospective clients. This type of conduct not only undermines an organization’s reputation, but also its credibility. Thanks for this reminder that integrity should always be at the heart of our business practices — regardless of economic conditions.
What is unethical or unprofessional about soliciting business? Why does it matter, from an ethical standpoint, whether a potential client is already represented by a competitor? The barometer of ethics and integrity is doing what is best for the client, not for your competitors. You have no contractual relationship with your competitors, so the only way you could do anything unethical toward them is to be dishonest in your dealings with them. Dishonest behavior is always unethical, regardless of whom your dishonesty damages.
The downside of doing this is that you stoke up a hornet’s next and the folks you took a client from will come after your clients. And that’s why you think twice about it. But that’s a management issue, not an ethical issue.
I agree that it is often in your best interests to forge good relationships with your competitors – we certainly do it – but again, this has absolutely nothing to do with ethics or integrity. I am absolutely flabbergasted that college educated people, who I assume Ms. Fink is, for instance, would make this kind of fundamental error. It is simply a failure to understand the language you are using.
I would have to agree with Jeff. There is nothing unethical about soliciting business if you believe your service will bring a benefit to the prospect. In fact, most sales pundits will tell you that at any point in time, it is estimated that 40 percent of your client base is either actively looking or open to moving their business.
Introducing your capabilities to a prospect, whether they are currently represented by a competitor or not, is merely opening a door. Ultimately, it is the client’s decision to walk through that door.
Unfortunately, account shifts are a fact of life in this business.