Navigating 8(a) Graduation: 6 Key Sales Strategies

March 21, 2024 | Uncategorized

Image made in Canva As an 8(a) small business, graduation can be challenging. Your current customers likely tend to buy from 8(a) small businesses and don’t want to change that trend. However, with the right strategies, you can position yourself for continued success in the competitive federal marketplace. Here are six key sales strategies to consider as you approach 8(a) graduation: Focus on Sales-Related Activities: Increase your sales resources and focus most of your time on pre-acquisition activities, including making calls and emails, prospect meetings, industry days, conferences, and RFI submissions. Building a strong network will open doors to new…

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The Shortest Game Plan Newsletter to Date

March 14, 2024 | Business Development, Self Help

Image made in Canva In this world of government sales, especially in the beginning, we must ensure we cheer others on. We can’t compare our success to others' success. We all have your game plan to win. Your path to winning will be different from others.. Here’s how I generally measure my overall progress. Self-awareness is critical with all of these. Did I do my absolute best?  Was I true to myself? Did I lift others up along the way? Am I still an awesome husband and father to my family? The last one is crucial for me. If I…

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Earnest Consulting Group Turns 9 Years Old: A Letter from Me to the Me of 2015

March 7, 2024 | Uncategorized

Image made in Canva March 1, 2023, marked the ninth 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. 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…

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Growing Your Government Sales through Federal Access Advisor Group Coaching

March 1, 2024 | Uncategorized

Image made in Canva For about two years now, I have been a Certified Government Sales Coach through RSM Federal. Collectively, RSM Federal and our team of coaches have helped over 2000 companies win over 14 billion dollars worth of government contracts. I personally have over 20 years of experience in government contracting including spending the first 10 years of that time either owning or working for a company that was a prime contractor. As a team, our coaches at a minimum possess 20 years of government contracting experience.  The Difference A main differentiator between us and others that work…

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MYTH: Doing business with the government does not rely on relationships and does not require any marketing. All that is required finding opportunities on web sites and responding with quotes/proposals.

FACT: Having great relationships with government end users can provide more opportunities beyond RFQs/RFPs posted to government web sites. Some opportunities do not even require the government put it out for a competitive bid process so knowing someone could present more chances to do business. Furthermore, relationships also help build positive past performance history which is critical to winning future opportunities.