The Sixth Edition of the Law Society’s Probate Practitioner’s Handbook finally arrived in the post today containing my updated chapter (pages 380 – 412) on marketing, selling and relationship management.
The chapter – which I have revised extensively in each edition since its original publication back in 1991 – is organised as follows:
- Introduction
- Understanding the basic principles of marketing
- Analysing the present situation
- Deciding what works for you
- Agreeing strategy
- Developing and implementing your plan
There is now some material – along with the other information on promotional techniques – about social media and selling.
As always, I must express my sincere thanks to those firms and lawyers who contributed case study material which really brings the material to life:
- Boodle Hatfield (London)
- Forshaw Davies Ridgway (North West)
- Kaye Tesler (London)
- Laytons (London)
- Rix & Kay (Sussex)
- Royds (London)
- Russell-Cooke (London)
- Seddons (London)
- Sugdens (Huddersfield)
The book is available from the Law Society Bookshop (www.lawsociety.org.uk/bookshop) – £59.95. And although I am a contributor I don’t receive royalties!
For those that are interested, I will be discussing the subject – and the case studies – at a conference session for the CLT Private Client conference on Wednesday 29th June 2011.
