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>>Erik: You provide value in your relationships because
[pause]
>>James: Well, I think this is where it melds a bit between personal and professional. This
is why I have come into doing what I am doing. From a personal perspective, it is a matter
of being genuine and being honest and looking for the best qualities in other people and
at the same time trying to demonstrate the best qualities I have for a particular relationship.
From a professional context, it is because I have practiced law and I know what is like
to not only be a lawyer but also to be responsive in a way that clients need you to be. So that
certainly gives me an advantage when I speak to lawyers and speak with clients who are
looking to employ lawyers. That particular advantage allows me to speak the same language
and as a result that is one of the most significant things I can add to the relationship. The
second is that the approach I take, at least in my industry, I think is relatively unique.
At end of day, I am not trying to push someone into an inappropriate role. I spend time getting
to know someone, getting to know the clients. The ultimate end goal is to get those two
things matched things up in a way that itÉtakes time, it takes effort, and hopefully result
in a long-term match.
>>Erik: It is a fundamental piece of who you are in building those relationships and building
trust with people. It is special and frankly in a lot of cases it is unique. What is so
amazing to me is that it has been a consistent theme in your life based on my relationship
with your family, also our collective relationship with our friends and what I have seen you
do since I moved here and joined you in NY in 2002. How do you develop relationships?
What is your approach?
>>James: Well I think you highlight the key point, which is developing trust. And that
takes time. It is a matter of being true to myself and listening to what people say, talking
about what is important, trying to make a connection about something we have in common.
At some level we all have something in common.