Are Poor Ethics Related to Lack of Confidence?

I polled a number of my clients and associates recently asking them, "What is the most common ethical dilemma in your industry?" While the answers were many and varied, one theme seemed to keep surfacing across industries. It came in various hues, but essentially it boiled down to, "Do whatever you need to do to get the job."

In some industries it was misrepresenting capabilities to get the job.
In some industries it was playing with bid numbers to get the job.
In some industries it was promising one level of product or service to get the job and then switching to a lesser quality or quantity.
In some it was low-balling bids and then charging extra for contract details.

While I can only guess at people's motives, I suggest that perhaps underneath all their motives is a lack of confidence. Could it be that people are so afraid of not getting work that they resort to unethical bidding practices? Is it possible that companies are so fearful of their competitors' abilities that they misrepresent their product, service and reputation to get an edge?

If you examine yourself and feel that this just might be the case for you, let me suggest a solution. Focus on doing the right thing and doing it right. Focus on building your own capabilities, your own quality, your own internal controls. Focus on developing a pride in who you are and how you treat your employees, customers and vendors. Then craft your marketing and sales around the truth.

Along with your increased confidence, built on an accurate picture of your character and ability will come increased and improved stature in your industry.