James McCormick on Growing Small Business Client Relationships

In Chapter 12 of 21 in his 2013 Capture Your Flag interview, legal search and consulting firm executive James McCormick answers "How Are Progressively Longer-Term Relationships Changing How You Do Business?" McCormick notes the importance of balancing his small business sales goals between serving existing clients and new business development. Growing the business by opening offices in new cities helps his small business serve its existing clients. As the company grows, McCormick and his teammates make it a point to introduce new hires to existing and new clients. James McCormick is a Partner at Empire Search Partners in New York City. Previously, he practiced law as an employee benefits and executive compensation attorney for Proskauer Rose and Jones Day. He earned a JD at Tulane Law School and a BA in History at the University of Michigan.