How do I deal with the guy who wants a kickback?
Thank you for the advice. As the company I am representing is my own company, I can easily accommodate a kickback or what-have-you, but I choose not to. This potentially makes things simpler, but I believe he knows that I ultimately have the power to make that decision to “take care of him” My contact is a mid-level good ol’ boy of sorts, not upper management, and this may be standard practice for him. I’m not worried about whether or not I get the business. I believe i have the best solution to his problem, and my offer has the potential to make him a hero to his boss.
