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Positioning Companies to Win Federal Contracts
If you’re here, you are actively exploring government sales as a growth channel for your business. More specifically, you are likely looking for a smarter, more disciplined way to sell to the Federal government without wasting time, money, or effort on tactics that do not produce results.
Before we talk about strategy, it helps to start with reality.
What the Data Shows:
- Out of more than 450,000 entities registered to do business with the government, only about 115,000 have won even one contract.
- Roughly 90 percent of GSA Schedule holders who missed their sales targets did not sell a single dollar of products or services in 2025.
- Only 1 out of every 10 contract awards is competed publicly on SAM.gov.
- Relying on small business or socioeconomic status as a differentiator is a weak strategy.
- The number one reason companies win contracts is simple. They communicate their value clearly and effectively.
There is a massive opportunity in government sales. But the companies that win are not guessing, waiting, or hoping the right opportunity shows up in a search tool.
Where Most Companies Get Stuck
On one hand, the size of the Federal market looks encouraging. They are the largest customer in the world. On the other hand, the outcomes most companies experience are discouraging.
That gap exists because most businesses never develop a true government sales strategy. Instead, they focus on registrations, certifications, and tools while ignoring the fundamentals.
Government sales is not a paperwork problem.
It is a business problem.
How We Help
Earnest Consulting Group’s Government Sales Game Plan is designed for three types of companies:
- Businesses that are new to selling to the Federal government.
- Companies that have won one government contract but cannot repeat the result.
- Organizations that previously succeeded in government sales but have lost momentum.
Our role is to shorten the learning curve, eliminate distractions, and help you build a clear, repeatable government sales strategy that fits how your business actually operates.
Government sales are not about luck, set-asides, or waiting on SAM.gov alerts.
It is about focus, positioning, and execution.
