Earnest Consulting Group

From Checkboxes to Contracts: How to Win Without Relying on Set-Asides

July 30, 2025 | Government

Let’s be honest, most companies in this market are still leading with status. But the numbers are clear: around 3% of federal dollars went to socioeconomic set-asides last year. And with changes coming, that percentage isn’t going up. This isn’t just about policy. It’s about mindset. Confidence in your offer doesn’t come from the checkbox, it comes from how you show up, how you communicate value, and how you execute your outreach. Here are five tactical ways to shift from status-first to value-first: Map Your Metrics Before you touch your messaging, get your numbers straight. How many users do you…

Stop Waiting for Set-Asides to Save You: 5 Better Ways to Compete in Today’s Market

July 27, 2025 | Sunday Sales Spark

Change is likely coming that will further diminish the power of socioeconomic set-asides. We’ve often said not to lean on them, they don’t communicate the value of your products and services. This is the time to fully pivot from building a business on that and start focusing on your value proposition. With only a little over 3% of total federal dollars going to socioeconomic set-asides and that number expected to shrink, it’s clear that status alone won’t drive sustainable growth. It may help you check a box, but it won’t help you stand out. Here are 5 better ways to…

Selling to Sam #021 -Deep work wins deals. Distractions drain them.

July 25, 2025 | Comic Strip

Selling to Sam #020 -Even a late start beats no start.

July 18, 2025 | Comic Strip

Executing Your Q4 Strategy: Five Practical Steps

July 17, 2025 | Government

If Sunday was about what to do, this is about how to get it done. Execution is where most companies fall short. Everyone wants to win in Q4, but few are willing to put in the work that gives them a shot. One email blast won’t do it. Neither will checking SAM once a day. Here are five tactical steps to get your Q4 sales strategy moving in the right direction: Run Targeted Research Don’t guess who your buyers are. Use tools like FPDS, USAspending, and SAM to figure out who buys what you sell. Take it a step further…

5 Ways to Be Successful in Selling to the Federal Government in Q4

July 13, 2025 | Government

Federal procurement has went through a lot of change this year. Some folks I know say that Q4 won't be like it normally is. Others say it will be bigger. Regardless, here's how we make the most of Q4. Here are five essential moves to be successful in Q4 federal sales: Target High-Probability Buyers Don’t waste time emailing 300 people hoping one replies. Figure out who buys what you sell. Use tools like SAM, FPDS, USAspending, or even a well-placed Google search for agency directories. The best Q4 wins come from knowing exactly who to talk to. Organize and Prioritize…

Selling to Sam #019 – Are You Tracking What Actually Matters?

July 3, 2025 | Comic Strip

How to Measure Your Government Sales KPIs

July 2, 2025 | Government

One of the biggest challenges in government sales isn’t finding work, it’s managing your pursuit of it. Too many teams rely on scattered notes, gut instincts, and last-minute scrambles. Tracking your 7 KPIs isn’t about making extra work. It’s about creating a system that gives you clarity, control, and better results. Here are seven ways to get tactical about measuring your KPIs: Define Your Sales Stages Clearly Your pipeline isn’t a single bucket, it’s a process with distinct stages. Define stages like Lead > Contacted > Meeting Held > Proposal > Awarded so you can track where opportunities really stand.…

Sunday Sales Spark: 7 KPIs to Measure Success in Government Sales

June 29, 2025 | Government

One of the easiest traps in government sales is to confuse activity with progress. We send emails, attend conferences, watch bid boards, and tell ourselves we’re busy. But are we actually moving toward our revenue goals? That question only gets answered if you track the right numbers. The best government sales professionals don’t just work hard, they measure what matters. They know their numbers, adjust their strategy when needed, and avoid wasting time on the wrong opportunities. If you want to manage your sales plan proactively, here are seven KPIs worth tracking. 1. Qualified Leads Generated It’s not about collecting…