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Acquiring a Company That Has Government Contracts? Here Are Some Things to Consider.

September 15, 2022 | Business Development, Government

Photo by MART PRODUCTION: https://www.pexels.com/photo/a-woman-in-black-suit-jacket-holding-a-poster-7414907/ One way to begin doing business with the government is to develop a strategy focusing on propensity data (who buys what you sell and how they buy it) and begin the process of building relationships with government buyers and teaming partners. Another strategy is to simply purchase a company that currently has those relationships and past success in generating business from the federal government.  I have experience with the latter approach as a consultant and--even more importantly--as someone whose company was sold about ten years ago. Personally, it was one of the best decisions I…

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My Business Coaching Practice: How I Can Help You Succeed

September 7, 2022 | Business Development, Government

Photo by Lisha Dunlap: https://www.pexels.com/photo/a-coach-looking-his-soccer-players-7611541/ I’ve observed plenty of good coaches, and some not-so-good ones, over the years both as the one being coached and the dad of kids being coached. What I’ve learned can be summarized in one simple truth: a great coach helps his players believe they’re more capable than they think and uses his or her experience to bring out their best. How they do this can vary, but it all comes down to the right balance of teaching, encouragement, and accountability. As a business coach, this is the same approach I take with my clients. I…

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RFIs, RFIs Everywhere–Yet No One Is Responding…

August 31, 2022 | Business Development, Government

Photo by Cytonn Photography: https://www.pexels.com/photo/person-holding-gray-twist-pen-and-white-printer-paper-on-brown-wooden-table-955389/ If you’ve been on SAM.gov lately, you’ve likely noticed an uptick in RFQs and RFPs. This is understandable given that the end of the government fiscal year is less than a month away and contracting officers are feverishly trying to award contracts against dollars obligated to their respective agencies. What might be surprising, however, is the number of RFIs being released--and how powerful they can be amid the frenzy of opportunities that exists during the fiscal year end. While it’s not necessary to respond to an RFI to be eligible for a subsequent RFQ/RFP release,…

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A GSA Schedule Might Be A Good Move For Your Company–But Be Cautious

August 24, 2022 | Business Development, Government

                        Photo by August de Richelieu: https://www.pexels.com/photo/lawyers-looking-at-documents-4427545/ Over the years, I’ve worked on government business strategies with several companies designated as GSA Schedule holders. A GSA Schedule, also known as the Federal Supply Schedule or Multiple Award Schedule (MAS), is a long-term contract with the federal government that simplifies the purchasing process. What you propose to offer your customers,  pricing, and terms and conditions are all pre-determined. The government can then choose to release requests for quotes and proposals against this schedule or simply issue purchase orders depending on…

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How Industry Days Can Help Your Business Understand Government Needs

August 17, 2022 | Business Development, Government

                        Photo by Product School on Unsplash Doing business with the government can seem complex. One way government agencies try to demystify the process is through Industry Days, which provide aspiring government contractors with insight into future needs and opportunities. Industry Days are often held prior to the release of a Request for Proposal (RFP), and include details about the goal of a given procurement opportunity, details about what will be requested, and the anticipated schedule. Businesses also have the chance to ask questions and build relationships with agency contacts.   Reverse Industry…

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J&A Postings Explained–and How You Can Leverage Them

August 3, 2022 | Business Development, Government

Photo by RODNAE Productions J&A Postings Explained--and How You Can Leverage Them Federal government contracts are usually quite competitive, with several factors evening the playing field for bidders. One exception, however, is "Justification and Approval" (J & A) announcements made on SAM.gov. By definition, a J & A limits competition due to one of these circumstances: National security, where the disclosure of the opportunity might compromise national security; Industrial mobilization, used in the case of a national emergency;  Public interest, where the Secretary of the Agency determines competition is not in the public interest; When there is "only one responsible…

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Interview with Monica Hayes, Part 5: Challenges Businesses Typically Face–and When to Call in Reinforcements

July 27, 2022 | Business Development, Government

The final excerpt from our interview series with Monica Hayes of Indiana Defense Network includes examples of the challenges her clients typically face in doing business with the government and her thoughts on when it's best to add bench strength to their team. [embed]https://www.youtube.com/watch?v=pTr1O3gaKmo[/embed] Click here to watch our interview with Monica in its entirety.

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A New Service from Earnest Consulting Group: On-Demand Coaching

July 19, 2022 | Business Development, Government

I'm excited to announce the launch of a new service designed to help you succeed in doing business with the government.  In partnership with Federal Access, I've launched a new on-demand coaching service, with options for every type of business. With plans starting at $59 (not including a discount for the first month), it’s an affordable, convenient way to partner with me on your schedule and consistent with your unique needs. In addition, users can tap into Federal Access resources such as strategy guides and playbooks, templates, and insightful podcast content. One of the best features of this coaching portal…

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Interview with Monica Hayes, Part 4: How IDN Helps Small Businesses

July 18, 2022 | Business Development, Government

In part 4 of 5 of our interview series, Monica Hayes shares IDN's processes for helping small businesses, where IDN is best suited to help its clients, and some success stories they've had in helping small businesses win defense contracts. [embed]https://www.youtube.com/watch?v=gPt3aXsxWjY[/embed] To watch our full interview with Monica, click here.

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Recessions are Inevitable. Participation is Optional.

July 14, 2022 | Business Development, Government

Photo by Karolina Grabowska on Pexels: https://www.pexels.com/photo/man-with-laptop-on-desk-terrified-by-stock-market-chart-5717791/ You’ve likely seen news reports about a looming recession. While no one knows when it will start, be at its worst, or subside, one thing is certain: recessions are cyclical and they won’t last forever--just as economic booms don't last forever. During these trying times, emotion can take precedence over reason and lead to bad decisions. It's important, therefore, to remember that recessions may be inevitable, but participation is completely optional. As the past has shown, many will just accept it for what it is, instead of considering creative ways to overcome obstacles.…

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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.

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