Reflections on the CLT Private Client Management and Marketing conference

Posted on: August 3, 2011

A short while ago I presented the marketing paper at the annual CLT “Managing and Marketing a Profitable Private Client Department” conference. The event was chaired by Gill Steel and there were various speakers. I thought I’d share some of the reflections I had whilst listening to the other speakers as I waited my turn… […]

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Legal marketing case study – Mishcon de Reya

Posted on: May 19, 2011

Elliott Moss, director of Business Development at Mishcon de Reya, presented – from my perspective anyway – the most interesting session at the Netlaw Key Strategies for Law Firms conference (see below for full conference report). He started by saying that the content of his presentation was the culmination of nearly two and a half […]

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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 […]

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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 […]

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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 […]

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