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What is your number one priority as a business?

March 22, 2023 | Business Development, Government

Today’s post is short and to the point, because it’s all about where your focus should be. As a business leader, your top priority should be how your product or service can relieve your customer’s anxiety. Your ability to help your customer sleep well at night will be directly proportional to your success. When customers are looking for solutions, the root cause is always a problem they’re experiencing. It could be a lack of quality in a product they currently buy, issues with a vendor not hitting deadlines, a lack of responsiveness to their questions or clarifications, or ongoing maintenance…

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The Two Most Ignored Areas When Marketing to Government Agencies

March 15, 2023 | Business Development, Government

In my work helping companies do business with the government, I always start by evaluating two seemingly simple things: How they present themselves via email, and How do they handle incoming calls What I’ve learned is that a surprising number of would-be contractors have significant room for improvement in both areas, which also leads to significant lost opportunities. Here’s an overview. Email A professional email is essential because it can impact how others perceive you, particularly in a business setting. A professional email address typically uses your full name or possible first initial and last name.  When you communicate with…

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Earnest Consulting Group Turns 8 Years Old: A letter to myself in 2015

March 8, 2023 | Business Development, Government

March 1, 2023, marked the eighth anniversary of Earnest Consulting Group. Having been a successful business owner and government contractor, I thought it would be easy. I was wrong! One big difference is that this gig was my first as a solopreneur. To say I've learned a lot in the past years would be an understatement.  In an attempt to help others avoid some of the mistakes I’ve made, I’ve written a letter to the 2015 version of myself, with a recap of everything I wish I knew when I started. I hope this helps people start a new venture…

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How to Hire and Retain Rockstar Employees for your Government Contract: Exit Interviewing

March 1, 2023 | Business Development, Government

When team members leave your organization at increasing rates, it’s important to know why--especially in the current job market. One of the best ways to find out is through exit interviews, which can help you identify opportunities for organizational improvement, improve employee retention, better understand employees’ perceptions, and gain insight into managers’ effectiveness.  Team members at all levels should be invited to participate in the process, not just key employees. Even so, only employees that leave the company on good terms should receive an exit interview–you can skip the exit interview for those asked to leave. Keep in mind, exit…

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MYTH: Government agencies always award contracts based on price alone. Lowest price always wins.

FACT: While some contracts are awarded to the lowest bidder, government agencies also make awards based on the best value which includes trade-offs between the ability to perform the work, quality, past performance, and price.

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