Probate Practitioner’s Handbook – Marketing wills, probate and other private client services

Posted on: January 6, 2011

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 […]

Read More

Marketing professional services to High Net Worth clients

Posted on: August 7, 2010

If I had a pound for every time a private client lawyer, accountant or surveyor said “We are targeting High Net Worth” clients I would be a very high net worth person myself. Whilst saying you are marketing professional services to High Net Worth clients sounds like a strategy it isn’t  focused enough. The core issue is the […]

Read More

Marketing a wills and probate business

Posted on: June 29, 2010

Last week I attended CLT’s conference on “Managing and marketing a profitable private client department” where I delivered an hour paper on marketing, drawing in part on the lessons and case studies I had recently gathered to update the marketing chapter for the Law Society’s Probate Practitioners Handbook Knowing that the large audience would vary […]

Read More

Lawyers finally start considering an holistic approach to serving their clients

Posted on: February 18, 2009

For a long time I have advocated that lawyers should reach beyond the narrow confines of their legal specialism in order to meet the wider needs of their clients and also to be innovative in developing new services – which seems particularly important with the threat of massive changes in the legal market as a […]

Read More

Elderly, grey, silver, mature or hyperactive?

Posted on: August 8, 2008

This week I was asked to present a training session on the subject of marketing to the elderly market. Quite a tricky one as it is right in the middle of consumer marketing land whereas I am a native of business-to-business marketing country. Anyway. I did a fair bit of research over the past few […]

Read More

Original branding by Matt Playford · A site by Fresh01