Earnest Consulting Group

Conferences go beyond the agenda.

February 10, 2026 | Business Development

Conferences go beyond the schedule. In government sales, they start weeks before registration opens. They end long after the last booth comes down. Winning in government sales starts with research. -Speakers. -Exhibitors. -Agencies. -Prime contractors. -Social media conversations. It starts with posting that you are attending, exhibiting, or speaking.. It starts with at least three meetings scheduled before you arrive. It starts with a prioritized list of booths to visit. It starts with a plan to collect business cards and enter every contact into your CRM. Then the conference ends and the work begins. -Follow up calls. -Follow up emails. -LinkedIn…

If Suffering is Part of Your Strategy, Something’s Broken

February 9, 2026 | Business Development, Leadership, Time Management

If Suffering is Part of Your Strategy, Something's Broken Don’t confuse this with discomfort. Discomfort is normal in government sales. Cold outreach. Learning a new agency. Walking into your first conference solo. Presenting to a contracting officer who has zero patience. That’s growth. Suffering is different. Suffering looks like this: 60 to 80 hour weeks Proposal after proposal with no lift. Back-to-back conferences. Constant travel. Client meetings stacked on top of each other. Contract startups that never seem to stabilize. And after months of it… nothing changes. Same pipeline stress. Same revenue pressure. Same fire drills. That’s not grinding. That’s…

What is the most valuable asset in government sales?

February 6, 2026 | Business Development

Here are the top five most valuable assets in government sales: 5. Process 4. Proposal Team 3. Past Performance 2. Perceived Value 1. Competitive Intelligence Five through two can shift based on a company's situation. Number one remains. Where are relationships? It's implied. The best competitive intelligence requires relationships. The best competitive intelligence comes from 80% human sources. Less than 20% publicly available. How are you cultivating your most valuable asset? Which one do you think is missing? …… Think someone would benefit from this content? Forward this message to them and have them sign up below! https://mailchi.mp/betteryourcompany.com/sign-up-for-newsletter

Most people think government sales is all about knowing the rules……

February 4, 2026 | Focus

Most people think government sales is all about knowing the rules. It’s not. It’s about knowing where you fit. Right agency. Right timing. Right message. Everything else is noise. If you had to pick one agency to focus on this year, which would it be?

Move 94: Send One Meaningful Message This Holiday Season

December 25, 2025 | 100 Moves

Move 94: Send one meaningful message to someone who won’t expect it. The holidays are a strange time. Things slow down on the surface, but a lot of people are carrying more than they let on. This isn’t a business note. It’s not a follow up. It’s a simple reminder that someone crossed your mind and mattered this year. A short message is enough: “I thought about you this week and just wanted to say thanks.” You might never know how it lands. But there’s a good chance you’re the reason someone’s holiday feels a little lighter. Have you sent…

Move 93: Start a New Tradition

December 24, 2025 | 100 Moves

Not all traditions are inherited. Some are created on a random night when someone says, “Let’s do this again.” That’s the move today: start a new tradition Keep it simple. Keep it fun. Every tradition had a first time. Make yours this year. What’s your favorite tradition? …… Day 93 of 100 Moves to Make 2025 Your Best Year Yet Want all 100 Moves delivered straight to your inbox? Sign up for the Newsletter: https://mailchi.mp/betteryourcompany.com/sign-up-for-newsletter

Move 92: Take a deep breath.

December 23, 2025 | 100 Moves

Nothing kills holiday joy faster than stress. Move 92: Take a deep breath. So you’re not half-listening. So you’re not distracted. So you’re actually present. Is getting stressed about the meal, presents, family squabbles, or kids being home for break worth it?. It doesn’t have to be perfect. Your family just wants you. 🎄 Presence is the real gift. …… Day 92 of 100 Moves to Make 2025 Your Best Year Yet Want all 100 Moves delivered straight to your inbox? Sign up for the Newsletter: https://mailchi.mp/betteryourcompany.com/sign-up-for-newsletter

Move 91: Summarize Your Year in One Honest Sentence

December 22, 2025 | 100 Moves

Move 91: Post your year in one sentence, or write it in your journal. Not a recap. Not a highlight reel. One honest sentence. This forces clarity. It tells you what mattered, what hurt, what worked, and what you want more of next year. If you cannot summarize the year in one sentence, you probably have not reflected on it yet. Try this prompt: “This year taught me that ________.” You do not have to post it publicly. Writing it down counts. But do not skip it. This sentence will quietly shape how you enter next year. Have you summed…

Move 90: Write down 3 things you’re proud of from 2025.

December 21, 2025 | 100 Moves

Move 90: Write down 3 things you’re proud of from 2025. Before you plan what’s next, acknowledge what you carried. Momentum doesn’t come from pressure; it comes from perspective. …… Day 90 of 100 Moves to Make 2025 Your Best Year Yet Want all 100 Moves delivered straight to your inbox? Sign up for the Newsletter: https://mailchi.mp/betteryourcompany.com/sign-up-for-newsletter

Move 81: Build Strategy For The People Who Matter Most

December 12, 2025 | 100 Moves

We build strategies for our business all year long. Day 81 is about building strategy for the people who matter most. Ask your family what they want to do more of in 2026. Not someday. Not later. Now. You might be surprised by what they say, or even how small the request actually is. …… Day 81 of 100 Moves to Make 2025 Your Best Year Yet Want all 100 Moves delivered straight to your inbox? Sign up for the Newsletter: https://mailchi.mp/betteryourcompany.com/sign-up-for-newsletter