Earnest Consulting Group

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𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗺𝗮𝘁𝘁𝗲𝗿𝘀 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝗲𝗳𝗳𝗼𝗿𝘁 𝗶𝗻 𝗹𝗼𝗻𝗴 𝘀𝗮𝗹𝗲𝘀 𝗰𝘆𝗰𝗹𝗲𝘀.

March 2, 2026 | Uncategorized

𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗺𝗮𝘁𝘁𝗲𝗿𝘀 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝗲𝗳𝗳𝗼𝗿𝘁 𝗶𝗻 𝗹𝗼𝗻𝗴 𝘀𝗮𝗹𝗲𝘀 𝗰𝘆𝗰𝗹𝗲𝘀.

In government sales, effort alone will not save you.

More bids.

More SAM searches.

More capability statements.

That is activity, not strategy.

Long cycles reward focus.

Knowing which agencies buy what you sell.

Understanding how they buy it.

Shaping opportunities before they hit the street.

Saying no to low probability bids.

You can outwork everyone and still lose if you are aiming at the wrong target.

In long sales cycles, clarity beats hustle.

The question is not how hard you are working.

It is whether your effort is pointed in the right direction.

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MYTH: Since the amount of goods and services the government buys is not affected by a economic downturn as private industry, the best time to begin selling to the government is during a recession.

FACT: Developing an effective government business development strategy usually takes years. Waiting until the economy is in recession to pull the trigger on a plan can doom it from the start as this strategy takes time and resources to develop….items that seem to be more scarce when the economy is in a downturn.