Earnest Consulting Group

The GSA Schedule Just Became Essential for Contractors, Especially IT Firms — Here’s Why

March 25, 2025 | Government

If you’ve been on the fence about getting a GSA Multiple Award Schedule (MAS), the latest Executive Order from the White House might be the reason to move forward—sooner rather than later. On March 20, 2025, President Trump signed an Executive Order that directs federal agencies to consolidate procurement of common goods and services under the General Services Administration (GSA). This directive is clear in Section 3(c): GSA is now the executive agent for all Government-wide acquisition contracts for IT, with a mandate to streamline procurement and eliminate duplicative contract vehicles across the federal enterprise. This isn’t just procurement policy.…

11 Steps to Creating a Winning Proposal for Medical Equipment Bids

March 19, 2025 | Government

It takes more than submitting bids to be successful in the medical equipment space, but if you don’t know how to respond correctly to a bid, your sales efforts could be in vain. Winning a government medical equipment bid is more than just submitting a quote and product information—it’s about demonstrating reliability, compliance, and value. With major buyers like the VA, DOD, and HHS procuring billions in medical equipment annually, positioning yourself correctly can set you apart from the competition. Here’s how to create a proposal that stands out and secures contracts. 1. Build a Relationship with Your Manufacturer BEFORE…

Momentum Matters: How to Build Consistency in Government Sales

March 16, 2025 | Government

These tactics and strategies we’re sharing this Sunday aren’t just for government sales—they’re industry agnostic. Whether you’re selling to the federal market, commercial sector, or even managing internal business development, momentum is the key to sustainable success. The businesses that thrive aren’t necessarily the most talented or the most innovative—they’re the ones that show up consistently, execute with discipline, and keep moving forward even when motivation isn’t there. Government sales isn’t about quick wins—it’s about sustained effort over time. Success comes to those who stay in motion, building relationships, refining their approach, and maintaining a steady cadence of activity. Yet,…

Selling to Sam #010 – Winning Contracts Takes More Than Just SAM Searches!

March 14, 2025 | Comic Strip

7 Leadership Skills Every Government Sales Manager Needs in 2025

March 12, 2025 | Government, Leadership

Government sales are evolving, and 2025 is set to bring new challenges and opportunities. Success in this space requires more than knowing how to navigate federal procurement—it demands strong leadership. Whether you're managing a small team as the owner/founder or leading a large company's entire government sales division, mastering these seven leadership skills will set you apart and help you drive results in the government market. 1. Strategic Decision-Making Government sales isn’t just about bidding on contracts—it’s about taking a strategic approach to winning business. The best sales managers don’t chase every opportunity; they focus on the right ones. This…

The Sunday Reset: 7 Ways to Prep for a High-Impact Sales Week

March 10, 2025 | Sunday Sales Spark

Sunday isn’t just the day before Monday—it’s the strategic reset that separates top government sales professionals from those constantly playing catch-up. If you want to start your week with momentum, clarity, and a plan of action, Sunday is your best opportunity to set the stage for success. Government sales isn’t a waiting game. If you’re reactive, you’re already behind. The best players in this space have a game plan before the week even starts. Here’s how to make Sunday your power play. 1. Review Your Pipeline and Prioritize Your sales pipeline is your playbook. Every Sunday, take 30 minutes…

Selling to Sam #009 – Want them to listen? Show them you’re listening first.

March 6, 2025 | Comic Strip

ECG Celebrates 10 Years: A Letter from Me to Me of 2015

March 4, 2025 | Government

March 1, 2025, marked the tenth anniversary of Earnest Consulting Group. Having been a successful business owner and government contractor who sold their business to a Fortune 100 company, I thought it would be easy. Boy was I 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 my mistakes, I’ve written a letter to my 2015 version, sharing everything I wish I had known when I started. I hope this helps people start a new…

Sales Never Stops: The Mindset That Separates Winners

March 2, 2025 | Sunday Sales Spark

Sunday Sales Spark Fueling Your Sales Strategy Before Monday Begins Welcome to the first edition of Sunday Sales Spark. If you’ve been following our Government Sales Game Plan newsletter, you know we focus on strategy, execution, and real-world tactics to win government business. But winning isn’t just about what you do Monday through Friday—it’s about mindset, momentum, and making the right moves before the week even begins. This Sunday edition is here to set the tone for your week. Short, sharp, and actionable, Sunday Sales Spark is designed to give you an edge before the rest of the market even…