Let's say, for the sake of argument, that the Kansas City Royalsmanaged to sign baseball's best all-around player, Alex Rodriguez,after A-Rod left the New York Yankees as a free agent. Such ahigh-profile hire would immediately put competitors around themajor leagues on notice that the Royals mean business. Perhaps amore appropriate analogy for Lockton's recruitment of Julian James,formerly director of worldwide markets at Lloyd's of London–the NewYork Yankees of the insurance world–would probably involvesoccer…say, the signing of David Beckham by the Los AngelesGalaxy.

Be that as it may, the fact is Lockton scored quite a coupearlier this year when the Kansas City-based brokerage announcedMr. James would be joining the organization in a newly createdposition–executive chairman of international operations.

In our profile of Lockton on page 26, it's clear this alreadywell-respected brokerage quickly became a major multinationalplayer with its acquisition last year of London-based AlexanderForbes International Risk Services. The deal substantially boostednot only revenues but its global reach with the rebranded LocktonInternational Holdings.

The challenge will be to integrate the two organizations–a taskthat should be greatly facilitated by the expertise and experiencebrought aboard by Julian James.

Mr. James is no stranger to the brokerage world, having beendevelopment director of Sedgwick Energy and Marine and a member ofthe division's executive management committee, after spending fiveyears working in senior posts with Sedgwick in North America, priorto joining Lloyd's in 1997 as head of the market's North Americabusiness unit.

Although Lockton announced his hiring in January, Mr. Jamesremained at Lloyd's to tie up some loose ends–such as the market'ssuccessful entry into the China market this past spring–then tooksome time off before formally starting his new job at the MonteCarlo Rendezvous last month.

Ironically, although Mr. James lives in London–where LocktonInternational is based–he will be responsible for all non-U.S.operations outside the United Kingdom, including South and CentralAmerica, the Asia-Pacific and continental Euorpe.

When Mr. James decided to seek out new challenges–leavingLloyd's after a decade in which he turned around the market's poormedia relations and expanded its already impressive reach–Locktoncaught his eye because while it did not draw the kind of presscommanded by mega-brokers such as Marsh, Aon and Willis, “withtheir clients, they were certainly not operating under the radar,”he told me in a recent interview.

“When I did my due diligence, in talking with risk managers,what impressed me immensely was Lockton's intense focus on customerservice, while also supporting its producers and partners,” hesaid.

He added that he sympathized with buyers who expressed a desire“to have an alternative to some of the global brokers. There is agreat appetite and need for another option.”

While Lockton has been placing international business forawhile, the Forbes acquisition puts the firm on the map as anemerging global power. Developing those capabilities is where Mr.James comes in.

“My first priority is to talk to our existing client base tounderstand what they want from Lockton globally,” he said, notinghe would also be racking up frequent flyer miles as he meets withLockton's foreign offices to coordinate with his directreports.

“My goal is to take Lockton's philosophy of putting the customerfirst and replicating that around the world,” he added.

Expect him to do just that.

Sam Friedman is NU's Editor In Chief. To respond to his column,e-mail [email protected], or go to his blog atwww.property-casualty.com.