Eric Richardson

Eric Richardson

President and CEO, has more than forty years' experience in sales, sales training, and senior management.  At IBM his turnaround management style resulted in a top-performing sales unit, growing sales from $8 million to $42 million in one year's time.  He managed sales training for IBM sales reps and systems engineers before becoming Assistant to the Vice President of Marketing Operations, IBM U.S.   As Digital's first Area Director of Sales and Marketing, Eric managed a staff whose sales and marketing programs helped create the top Digital Sales Area in the U.S.  He pioneered methodologies to change traditional marketing efforts into a demand generation business which helped the Area grow from a half billion dollars to one billion dollars in three years, a process he continued as Digital's U.S. Competitive Strategies Manager.  Eric is the author of GDA’s Demand Generation and Preferred Partner classes and co-author of Quantifying Benefits.
Lorraine Richardson

Lorraine Richardson

Has 34 years of experience in sales, sales support, management and training.  As co-founder and Vice President of GDA, Lorraine is responsible for the organizational effectiveness of the company.  These responsibilities include the orchestration of GDA’s delivery of training and consultant services to a broad customer clientele, facilitation of strategic planning sessions, and the management of GDA’s administrative resources.  Among Lorraine’s personal accomplishments while leading GDA is the development and implementation of a customer satisfaction based methodology that is now the quality assurance construction methodology for a major global manufacturer of swimming pools.
Ed Harper

Ed Harper

One of the original co-founders of GDA, brings more than 30 years of sales and sales management experience to GDA, including 16 years at IBM and Digital, where he developed and implemented a corporate Demand Generation customer education curriculum, that generated hundreds of new, hands-on opportunities for Digital’s Mid-Atlantic Area. Ed is the author of GDA’s Consultative Selling class and co-author of Quantifying Benefits. Since 1997, Ed has been responsible for Growth Development Associates’ product development services and currently serves as GDA Chief Development Officer. His responsibilities include: product design and packaging; project customization coordination and oversight; on-line-training course development and narration; the management oversight and language translation coordination for GDA’s online products; contributing author and blog editor; and GDA Instructor certification coordinator, along with his ongoing roles as an instructor and group facilitator. Most recently, Ed has taken on the Program Management role in producing the Tapestry 30 Day Immersion Program including the design and production of weekly webinars and the coordinated communications of business guidance and best practices in concert with monthly national themes.
Reed Farley

Reed Farley

As Senior Consultant and GDA Instructor, Reed is responsible for delivering GDA management and sales training and consulting services to GDA clients, such as Microsoft, Siemens PLM Software, and Samsung. Reed’s delivery style and effectiveness has garnered him a strong reputation with GDA classroom participants all over the globe. Reed’s background includes spending 18 years with IBM where he held positions of Sales Representative, Marketing Manager, District Manger, Area General Manager, Executive Assistant to the President, and National Sales Manager. In 1991, he left IBM with the spin-off organization that would become Lexmark International Inc (1992). At Lexmark, he held a number of senior management positions including Area General Manager, Vice President of Sales, and Vice President of Sales and Marketing. An outstanding trainer and consultant, Reed punctuates the GDA courseware with personal experiences that result in engaging classes with high impact results.
Bob Bruchey

Bob Bruchey

Has over 34 years of sales and marketing experience with numerous companies in the high tech industry. He began his career as a sale representative with Burroughs Corporation after graduating "Magna Cum Laude" from the University of Maryland in College Park. Bob had a 20-year career working at Digital Equipment Corporation holding positions that included Global Account Manager, District Sales Manager, Director of Regional Marketing and Director of Federal Government Professional Services Sales. He also served as Director of Americas Professional Services Sales at Compaq Computer Corporation. Bob's career continued with Vice President of Sales positions at a Pricewaterhouse Coopers subsidiary, Wintara, Iponix and Cross Match Technologies. Prior to joining GDA, Bob was instrumental in implementing a plan to market Reverse Mortgages at Harvard Mortgage. Bob resides in the Annapolis, Maryland where he serves on the Board of Directors for a local youth athletics organization.
Bill Szustak

Bill Szustak

Brings over 30 years of financial and business experience. A former CPA and CFP, he was Manager of the Tax Department for a Big Eight accounting firm office, where his main responsibility was financial and tax planning for large and small businesses, and individual clients. He was active in the Mergers and Acquisitions area, handled IRS examinations and appeals, and carried out estate planning and business valuations. He was a member of the firm's National Investment Tax Credit team, has testified in court as an expert witness on accounting and tax matters, and was the author of materials used in the firm's National Tax Training programs. As President and Co-owner of a metal finishing company, Bill was responsible for all facets of the company's operations including technical plating and metal finishing matters, customer contact, union negotiations, health and safety issues, hiring and firing decisions, computerization of the office, establishment of a bonus system for production workers, and investigation and acquisition of other companies.  As Director of Finance and a member of the Board of a small high-tech venture capital firm in upstate New York, he was involved in due-diligence investigations and Board-level planning. As Executive Vice President and part owner of an investment management and financial planning firm, he was engaged in investment selection, client financial planning, and client generation.