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JOSEPH CHARLES SCOTT Calabasas, CA 91302 818-383-0733
[email protected] ____________________________________________________________
PROFESSIONAL EXPERIENCE COMPULAW, LLC / DEADLINES ON DEMAND, LLC 3/04 - present
Vice President and General Manager of CompuLaw, the nation’s leading provider of rulesbased calendaring software and Deadlines On Demand, a web-based pay as you go version of the CompuLaw software. Hired to work directly for the President to provide tactical strategy and direction for the overall operations, to launch the new website and prepare the company for possible acquisition. Charged with developing business plan for sales and marketing, hiring staff and getting the web site launched and promoted. Represent the company at trade show, on advisory boards and as a speaker for industry programs and CLEs. Successful acquisition (by Aderant) completed in August 2011. Played key role on diligence team and helped with successful transition to new ownership.
ONESOURCE INFORMATION SERVICES, INC.
7/99 – 3/04
Senior Account Executive for web-based integrator of business and financial information on over one million public and private international companies from over 2,500 sources of content. Responsible for capitalizing on the existing business relationships and identifying new growth opportunities in major law firms nationwide. Hired for new business sales efforts within the Washington D.C, Virginia and Maryland sales territory. Charged with selling into leading professional and financial firms, major technology and corporate organizations (Global 5000+) and the emerging markets of the Internet, B2B and E-commerce. Sold traditional subscription seats, enterprise-wide intranet or CRM access, and extranet service offerings. New business/new sales responsibilities accounted for 70% of the job. I was asked periodically to help reinvigorate and/or save some critical but under performing clients for the company. I turned the Merant account (Rockville, Maryland) around from a cancellation notice to a 500% revenue increase. Saved and upgraded numerous other major accounts. $700,000+ new business target/quota. Finished as Top 5 sales rep during every full calendar year with OneSource., Successfully closed over 32 new accounts and over $1M in business. My sales cycle was an average of 80 days, ranging from a high of 388 days to a low of 4. My average order value was about $31,000 (above average for the company).
LEGI-SLATE - A Washington Post Company
1998 – 6/99
Senior Business Development Manager / Team Leader with the premier legislative research and information service. Legi-Slate operated a comprehensive, searchable database covering federal and state legislation, regulations, news, analysis, and trends in all 50 states and the U.S. Congress. Hired to formulate strategic business plans and help spearhead new sales effort as the Company planned for product migration to the web. Responsible for selling to law firms, financial institutions, Insurance companies and other major corporations (Forbes 500), selling research and analysis tailored to particular clients’ needs. Primary job responsibility was new business development (90%). Did this by targeted cold calling on Senior Level Executive (typically Vice President) in charge of Public Relations and Legislative initiatives; then do a review and analysis of clients needs; and then finally sell legislative, regulatory and news tracking services to solve those needs. In the majority of closed sales, the sales cycle generally was 180 days with a price tag of $50,000+. Successfully closed the largest new sale in the company’s history ($186,000) and a consistent sales leader. Closed significant business with Independent Bankers Association of America, America Airlines ($9K per month, contract potential of $100K+), AARP ($15,500 a month with contract potential of $186K+), Fannie Mae ($17K).. Promoted to Team Leader within six months of joining the company and built the top producing sales team for 1999. Managed top sales team in 1999 for the Financial Services, Insurance and Association markets.
NEWSBANK - Vice President, Public Library Market
1997-1998
Recruited and hired by the President of this privately-owned $400 million company to re-energize, re-motivate and re-direct the Public Library sales team. Member of executive management team in charge of strategic planning that created a companywide business plan, expense budgets and sales forecasts. Re-organized territories and assignments to maximize cost-effective efforts at securing new customers and maintaining current customer base. Accelerated the launch of major new product for the Public Library Market (NewsBank Public Library Collection). Doubled sales projections from pre-launch plans / expectations. Designed and implemented an effective budget forecasting, verification and reporting system.
WEST PUBLISHING COMPANY Special Counsel (1993-1997)
1979-1997
Represented West Publishing Company, the nations’ largest legal publisher, as a special counsel in Washington, D.C. to monitor legal matters and legislative issues as assigned by the Vice President of Sales and Marketing and the President of West Publishing. Attended industry and Association meetings and conventions advocating and representing West’s position / interests on vital issues. Conceived, developed, and implemented a strategic Capitol Hill sales effort for members of Congress and their staffs, resulting in record sales to Congress. Provided strategic guidance to successfully secure governmental approval of $3.5 billion acquisition of West Publishing Company by the Thomson Company. (1983-1993)
Regional Manager/Director of West Coast Operations
Built one of the company’s most successful regions, from its very creation to a multi-million dollar territory. Recruited, hired, managed, and motivated a 13-state, regional sales and training force in the sale and marketing of Westlaw. Member of senior Westlaw management team that developed and implemented Westlaw’s business vision and organizational structure. Personally responsible for opening and managing six field offices and hiring and managing over 50 employees. Created and implemented numerous firsts in my region; first in-firm Temporary Learning Center in the country, first direct law student training, first student reps. 90% success rate at capturing the most critical accounts in the region. (Top 500 law firms and key Fortune 500 companies). Created innovative educational programs for staff and customers used nationally in selling and marketing the products and services. Headed the sales negotiation team for all major contracts in the region, achieving consistent 100% revenue increases. Achieved record-breaking sales and usage numbers (30% + usage increases in top 500 accounts every year), with 70% of my representatives achieving top bonus level. Number one law school region. (1979-1983)
Sales Representative
Sold the company’s entire product line to law firms and major corporations within my assigned territory. Responsible for teaching and follow-up with customers to assure strong retention and re-subscription rates. Consistently a top achiever, always exceeding quota and doubled sales volume in territory by suggesting and selling solutions for the research and information needs of clients. Developed successful sales territory, selling new on-line legal research service to attorneys.
EDUCATION Juris Doctor, Pepperdine University, School of Law, 1979 Graduated with honors – Dean’s list Law Review member – Top 10% Moot Court Honors Bachelor of Science, California State University, Northridge, 1976 Major in Business Administration Minor in Economics Graduated with honors – Cum Laude Member California State Bar