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Seven Essential Strategies to Boost Government Sales Conversion Rates

May 17, 2024 | Business Development, Government

Image made in Canva Sales in any industry present unique challenges and opportunities. Certain strategies can give you an edge when selling to the federal government. In this article, we will explore seven proven tips for developing a successful sales strategy that stands out in this competitive landscape. 1. Find Out Who Buys What You Sell While sales are sales, a few things about sales to the Federal government are unique. One of those things is customer data is public record. So this means you can get a very good idea of which agency buys what you sell, which contracting…

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Mastering the 6 Essential Prospecting Channels for Government Sales

May 9, 2024 | Government

  Image made in Canva To succeed in government sales, you need to use a variety of tactics. No single approach will guarantee success, but they can be very effective when used together. Here are the six necessary channels to reach prospects and improve your chances of success. Phone Power: Taking a traditional approach to communication can be valuable, especially when it comes to phone calls. They offer a personal touch that can help foster more meaningful connections that feel less like a sales pitch. To increase your chances of success, planning and gathering information about your prospect's geography, education,…

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Six Fundamental Characteristics Of a Successful Capabilities Brief

April 18, 2024 | Government

Image made in Canva In the competitive world of government sales, a capabilities brief meeting can be a crucial moment for companies looking to impress potential agency customers or teaming partners with their strengths, expertise, and value propositions. However, to ensure success, careful planning, preparation, and execution are necessary. This article will examine the six essential characteristics for conducting a successful capabilities brief meeting, with practical tips and strategies for each process stage. 1. Compelling Presentation Deck: When preparing for a capabilities brief meeting, a visually appealing presentation deck is essential. Limit the deck to five to seven slides to…

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Four Government Sales Steps for Medical Equipment Manufacturers and Distributors to Win More Awards

April 4, 2024 | Government

Image made in Canva Winning government customers can be a game-changer for manufacturers and distributors in medical equipment sales. Government sales can often be lucrative due to their short sales cycles and recession-proof nature, helping companies survive the ups and downs of commercial sales and the erratic replacement decisions of private and public sector health systems.  However, navigating the complexities of government procurement requires a strategic approach tailored to the unique needs of this sector. It doesn’t start with bidding on everything and seeing what sticks. Instead, to emerge victorious in this competitive arena, here are the top three key…

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Navigating 8(a) Graduation: 6 Key Sales Strategies

March 21, 2024 | Uncategorized

Image made in Canva As an 8(a) small business, graduation can be challenging. Your current customers likely tend to buy from 8(a) small businesses and don’t want to change that trend. However, with the right strategies, you can position yourself for continued success in the competitive federal marketplace. Here are six key sales strategies to consider as you approach 8(a) graduation: Focus on Sales-Related Activities: Increase your sales resources and focus most of your time on pre-acquisition activities, including making calls and emails, prospect meetings, industry days, conferences, and RFI submissions. Building a strong network will open doors to new…

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The Shortest Game Plan Newsletter to Date

March 14, 2024 | Business Development, Self Help

Image made in Canva In this world of government sales, especially in the beginning, we must ensure we cheer others on. We can’t compare our success to others' success. We all have your game plan to win. Your path to winning will be different from others.. Here’s how I generally measure my overall progress. Self-awareness is critical with all of these. Did I do my absolute best?  Was I true to myself? Did I lift others up along the way? Am I still an awesome husband and father to my family? The last one is crucial for me. If I…

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Earnest Consulting Group Turns 9 Years Old: A Letter from Me to the Me of 2015

March 7, 2024 | Uncategorized

Image made in Canva March 1, 2023, marked the ninth anniversary of Earnest Consulting Group. Having been a successful business owner and government contractor, I thought it would be easy. I was 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 the mistakes I’ve made, I’ve written a letter to the 2015 version of myself, with a recap of everything I wish I knew when I started. I hope this helps people start a new…

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Growing Your Government Sales through Federal Access Advisor Group Coaching

March 1, 2024 | Uncategorized

Image made in Canva For about two years now, I have been a Certified Government Sales Coach through RSM Federal. Collectively, RSM Federal and our team of coaches have helped over 2000 companies win over 14 billion dollars worth of government contracts. I personally have over 20 years of experience in government contracting including spending the first 10 years of that time either owning or working for a company that was a prime contractor. As a team, our coaches at a minimum possess 20 years of government contracting experience.  The Difference A main differentiator between us and others that work…

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My Top Ten Most Useful Links for Government Sales

February 22, 2024 | Uncategorized

Image made in Canva  Here are some important things to understand about this list. One, its not comprehensive. Two, they’re not in any specific order. I put them down as I thought about them. Three, this is my list. I” 'm sure other folks top ten will be different. So here they are: SAM.gov: This is your official gateway to federal contracting opportunities in three ways: Registering of your business is necessary to win a government contract.  Use the SAM Databank to review award history. It takes some practice to master but a lot of competitive data can be found…

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Six Insights From The SAM Databank To Enhance Your Government Sales Strategy.

February 4, 2024 | Government

Image made in Canva  In government contracting, knowing your target market is crucial for success. Unfortunately, some companies sell lists of known government contracting officers and tell their customers to spam the entire list. It's the spray and pray method. Some just say its a numbers game. In my experience, this method doesn’t work in government sales.  Fortunately, the System for Award Management (SAM) Databank offers information that can provide valuable insights for your government sales strategy. You only need access to the databank, which requires a login.gov username and password and a spreadsheet pivot table. I personally prefer Google…

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MYTH: Companies cannot do business with the federal government if they aren’t connected politically to the party in power.

FACT: The federal government’s procurement process is designed to be one of the most objective, transparent processes in the world of business. Contracting officers are forbidden to award federal contracts based on politics. Furthermore, elected officials are forbidden to interfere with the agency’s contracting process.