Discussing the Undiscussable and Reverse Marketing - Harry Kras

Don't Retire, Refire Podcast

After 30 years of owning a successful accounting practice, Harry transitioned his business to dealing with the undiscussables in family business. These include the often delicate subjects of difficult family relationships in a business environment. He makes the point that a well structured family business often has a competitive advantage from additional discretionary effort due to family relationships. However if not well structured then the opposite is true and underperformance and family conflict ensue. Harry believes that as he approaches 70, he adopts a reverse marketing strategy with potential clients - often putting barriers in their way - to ensure that should they still proceed then their “willingness” will be sufficiently robust to sustain a successful journey through the inevitable discomfort of change.