James "Jim" McCormack describes the founding of McCormack & Dodge (M&D) with his partner, Frank Dodge, in June of 1969 with the intention of selling programming consulting services modeled on other successful companies founded by former IBM employees like themselves. The recession of the early 1970s nearly put them out of business and, in order to generate some cash flow, they offered the Fixed Asset System they had developed at a very low price of under $500. This generated enough revenue for them to keep going awhile longer and they built on the low-price concept by offering it for sale via mail order. The resulting success led to the establishment of M&D as a major software products firm by the mid-1970s. McCormack talks about the challenges of growth, the need to establish a direct sales force as their prices went up and the introduction of maintenance fees and a extensive education program for their customers. He also discusses his decision to leave the company after it was sold to Dun & Bradstreet in 1983.
McCormack, Jim; McCormack and Dodge; M&D; McCormack & Dodge; Fixed Assets software; Dun & Bradstreet; Keane Associates; Manufacturing Management Sciences; Software International; Mail order software; IBM unbundling