History

After a successful sales and sales management career with IBM, Scott Willard discovered his inner entrepreneur and founded an IT professional services firm in 1984. As that business matured and relied more heavily on consultative, relationship-based selling, he faced two challenges: a weak sales pipeline and a sales organization encountering limited success in strengthening it.

To combat the problem, Scott sought a more focused, disciplined process for developing executive-level relationships to drive new opportunities. He soon realized that the skills required for early stages of the sales cycle differed from those required in latter stages, where most successful sales people focus and excel. And he came to some sobering conclusions:

1.	Many sales professionals are under-skilled at prospecting and developing early- stage opportunities.
2.	Lead generation and telemarketing firms lack the sophistication and experience to effectively engage executives.
3.	Internal sales resources did not deliver meaningful results

It was then, in 1993, that Scott knew his true calling: build a company that focused on high-level, consultative relationship-based selling. A company called BroadReach Partners.