The only time I was ever asked for a kickback
I was working for the national fundraising company and in my first few years as a full-time product fundraiser. I spent most of my time calling on larger groups such as total elementary and middle schools, bands, choirs, leagues.
It was a time when you could still walk into an elementary school, go to the office and ask the secretary if you can see the principal — and have at least some chance that you might. No security cameras, buzzing in, showing id and such.
It was almost always okay to leave product samples. I would often leave something in the office for the secretary because everyone knows secretaries know everything about what is going on and have the power to get you (or prevent you from) the decision-makers. When I had chocolates available, those were especially appreciated. Principals and group decision-makers would usually accept chocolate samples.
Other gifts were sometimes problematic. There was a choir director I had worked with for several years. At the time, I was working with a prize vendor who offered novelty phones (land-line, of course). I especially liked the coke phone as a student/seller prize. But I wanted to give this director a piano phone and he wouldn’t accept it — until he was in his last year ready to retire. It wasn’t a matter of “buying” his business (the phone cost @$20) but of genuinely showing appreciation to a long-loyal customer.
Samples and small gifts were one thing. This story is about something else. I am not including the name of the town, school corporation, school, or individual. I want to emphasize that school teachers, sponsors and administrators are overwhelmingly highly-ethical people with a real desire to help students.
This visit was at a medium-sized elementary school with a principal I had yet to meet. He invited me into his office, closed the door, and sat behind his desk. He was an older guy who appeared to have put in enough time to retire.
I was immediately shocked when he started telling me how he hated children, hated his faculty and staff….and, well, everything about his job. As a former teacher, I was simultaneously uncomfortable and angry as he continued. But then it got worse.
After what was supposed to be ice-breaking information gathering prior to giving me details to include or address in my “sales presentation”, he asked me a bizarre question that caught me totally off guard;
“If I sign up to do a fundraiser with you, what is in it for me?”
He couldn’t be asking what I thought he was, and I didn’t want to assume, so I implemented my excellent sales training by asking questions.
“You mean what is in it for your school? [Immediately continuing]….your school should earn about $xxx which will help fund some of the needs you already mentioned.”
“Well, yes…..but what about ME? This is going to be a sizable sale with a good amount of commission for you and I want to know what you would provide me in appreciation.”
At that point, I started putting my materials away, stood up, thanked him for his time, and told him I couldn’t work with him.
As I made my way to open the office door, he mentioned something about confidentiality, and when I glanced back his facial expression was something in between anger and fear.
I never went back.
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