Earnest Consulting Group

7 Ways to Tailor Capabilities Statements for Healthcare Agencies

April 23, 2025 | Government

If your target audience includes the Department of Veterans Affairs, HHS, or any of the subagencies in the Federal health sector, your capabilities statement shouldn't look like a one-size-fits-all brochure. Healthcare buyers have different missions, different stakeholders, and very different pain points compared to the average agency. Here are seven specific ways to make your capabilities statement resonate in the healthcare space: 1. Speak Their Language (Literally and Figuratively) Avoid jargon that feels generic. If you're selling to healthcare agencies like the VA, HHS, or DHA (Defense Health Agency), use terminology from their world—terms like patient-centered care, EHR integration, interoperability,…

The Right People Changes Everything: Community, Mentorship, and Mindset Before Monday

April 21, 2025 | Sunday Sales Spark

Let’s not sugarcoat it—government sales is hard. For that matter, all sales are hard—when we’re doing it right. When we’re focused. When we’re building relationships, qualifying buyers, and leading with value instead of desperation. And it’s about to get harder for a lot of small businesses. With the SBA downsizing nearly half of its district offices, a major source of education, outreach, and small business support may disappear leaving a gap which won’t be easily filled by government resources alone. This reality means the real support system for small business success is going to come from somewhere else: your community,…

Selling to Sam #013 – Are you earning trust in the inbox—or getting reported?

April 18, 2025 | Comic Strip

9 Proven Methods for Building Relationships with Government Buyers

April 16, 2025 | Government

In government sales, building relationships isn’t just about getting in front of a contracting officer—it’s about connecting with all the key players involved in the buying process. When we say “government buyers,” we’re talking about a wider group: contracting officers, program managers, department heads, and even end users. Each plays a role in shaping how a purchase happens—and whether it happens with you. Below are nine proven methods we’ve used—and coached hundreds of businesses through—to start and sustain meaningful buyer relationships in the federal market. 1. Use LinkedIn to Start the Conversation Before you ever send that email or pick…

Stop Winging It: Your 7-Step Weekly Sales Review Process

April 13, 2025 | Sunday Sales Spark

Monday morning hits. You open your laptop, pull up your CRM… and stare blankly at a dozen “active” leads you haven’t touched in weeks. You know you were busy last week, but can’t quite remember what actually moved the needle. Sound familiar? If you’re serious about growing in government sales, you need more than just hustle. You need structure. A simple weekly review keeps you grounded. It helps you focus on what matters, spot the gaps, and make clear adjustments—before another month disappears. Here’s a guide to review your sales week, ask the right questions, and reset with purpose. 1.…

Selling to Sam #011 – Learn how to make past performance work for you.

April 11, 2025 | Comic Strip

You may have commercial wins—but in GovCon, they don’t count until you tell the right story. Learn how to make past performance work for you.

The GSA Advantage: Best Practices for IT and Medical Equipment Product Listings

April 10, 2025 | Government

If you sell IT products or medical equipment and have a GSA Schedule—or are thinking about getting one—this is for you. In this week’s article, we break down the best practices that actually move the needle on GSA. Because listing your products isn’t the same as selling them. And nothing drives sales faster than getting away from your computer and picking up the phone. If there’s one thing I hear all the time from product companies trying to break into the federal market, it’s this: “If we just had a GSA Schedule, we’d start winning contracts.” The data—and experience—say otherwise.…

Spring Cleaning for Your Pipeline: What to Keep, What to Cut

April 6, 2025 | Sunday Sales Spark

There’s something about spring that makes you want to roll up your sleeves, throw open the windows, and start tossing stuff that’s been collecting dust for way too long. Your pipeline deserves the same treatment. Because just like that box of cords in your garage, you’ve probably got a few things sitting in there that you “might use someday,” but deep down, you know they’re not going anywhere. Time to clean house—and make room for real movement. What to Track Active Engagement If you've had recent, two-way communication with a prospect—email replies, meetings, even a phone call that ended with…

Selling to Sam #011 – Dash is overwhelmed. Grizz is winning. Want to be more Grizz?

April 4, 2025 | Comic Strip

Don’t miss my April 10th Govology webinar on how to grow your B2G margins. Register here

Unlock More Product Sales with These 4 Tactics and Strategies

April 2, 2025 | Business Development, Government

It’s easy to fall into the trap. You’ve got your SDVOSB or HUBZone certification, your SAM registration is active, and a brand name RFQ hits your inbox. You scramble to get a quote from the manufacturer and submit a bid. You’re excited—maybe this is your first win. But here’s the truth: if you’re chasing bids without a strategy, you’re just guessing—and in most cases, you’re giving up your margin just to be in the game. Winning product sales in the government space takes more than luck. It takes preparation, positioning, and knowing how to use the rules to your…