In September, documents in the case show, an Oracle sales representative asked his superiors to approve a payment to Accenture "for their assistance and influence." He suggested a payment of $125,000, if Oracle signed Cox to a deal for such software of at least $1.5 million by November, or $100,000 if the deal closed by May 2004. "We need Accenture's continued support and influence to secure this win and they expect to be compensated for this help," the sales rep wrote in his request.Hmm..."paying an influence fee." So, would it be too much to say that some consulting firms are involved in influence peddling? Well, according to this definition, that's exactly what it is.
Chuck Phillips, Oracle's co-president, adds in an interview that "paying an influence fee is customary in the industry." If a consulting firm is "the contractor and we are the subcontractor, you have to pay to play."
When choosing a consultant to help with a software selection, executives should rule out any firm that peddles its influence to software vendors.
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