Why Competition Matters Most

The tone of your marketing must follow.

By Bruce Marcus
Professional Services Marketing 3.0

EDITOR’S NOTE: CPA Trendlines was privileged to have a long relationship with Bruce W. Marcus, who was ahead of his time in his thinking and practice in marketing for accounting. Today we begin publishing some of the late expert’s evergreen work, which retains wisdom for the present.

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The late lawyer and novelist Louis Auchincloss wrote so meticulously and vibrantly about life in the legal and social world in the early and mid-20th century. The legal profession was rigid and class-defined, with a caste system governed by strict ethical rules, a hierarchical structure with great distance between the levels of a firm from managing partner to the lowest clerks (whom we now call associates), and by both money and status in society. To preserve the integrity and probity of the profession, there was an aloofness – an elitism – that set lawyers apart from the rest of the working world.

Posted on July 31, 2022

Bruce W. Marcus

About the Author

Bruce W. Marcus remains a pioneer in the modern practices of professional services marketing even after his death in 2014 at age 89. He is the author of the seminal work, Professional Services Marketing 3.0, published by CPA Trendlines. The Association for Accounting Marketing named a lifetime achievement award in his honor.

Hall of Fame: The Association for Accounting Marketing Award, named in honor of Bruce W. Marcus.

In 1951 (with a degree in Economics and Philosophy), he joined the then-Big Eight accounting firm, Peat Marwick Mitchell to establish the firm’s library, where he developed an article writing and seminar program that successfully promoted the firm’s reputation.

He has served as a public relations and marketing executive or consultant to most of the international accounting firms, and many large and small law firms.

His book, Competing For Clients (1986) was one of the first to delineate the new practices of professional services marketing, followed by more than a dozen books on professional services marketing, real estate marketing, investor relations, and international accounting standards.

His first newsletter, The Marcus Report (1986), was followed by the award-winning www.marcusletter.com in 1995 — one of the longest-running letters on marketing for lawyers and accountants.

He served on the editorial boards of several leading professional services publications, a contributor to many publications, and has been a keynote speaker at major conferences.

He taught one of the first courses in professional services marketing at the Fordham University Graduate School of Business, and lectures frequently at the Fordham University Law School.

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