Earnest Consulting Group

Selling to Sam #006 – A conference without follow-up is just an expensive social event

February 13, 2025 | Comic Strip

6 Post-Conference Follow-Ups That Lead to Real Opportunities

February 11, 2025 | Government, Opportunity

Attending a conference is just the first step. What you do afterward determines whether those new connections turn into opportunities—or disappear into the abyss of forgotten business cards. Here’s how to follow up effectively and turn momentum into meaningful conversations. 1. Follow the 24-Hour Rule Don’t wait days to follow up. Within 24 hours of the conference wrapping up, send a quick message to everyone you connected with. A simple acknowledgment—like “Great meeting you at [conference name]! I enjoyed our chat about [topic]”—keeps the conversation warm and increases your chances of a response. 2. Personalize Your Outreach Avoid generic follow-ups.…

Selling to Sam #005 – Walking into a conference without prep is like taking a test without studying—don’t be Dash

February 6, 2025 | Comic Strip

Special Update: How the New Administration is Shaping Government Sales

February 6, 2025 | Government

A new administration always brings a wave of changes—executive orders flying, policies shifting, and plenty of noise about what’s coming next. But this one? This one feels like a whole different level of chaos. In terms of sheer turbulence, it’s shaping up to be one of the most unpredictable transitions we’ve seen in our lifetime. Some agencies are getting dismantled piece by piece, and contracts tied to DEI initiatives are being terminated. There’s no doubt that some parts of the federal market are seeing disruption—but that doesn’t mean opportunity has dried up. In fact, if you compare the last 16…

8 Objectives for a Successful Business Conference

February 4, 2025 | Communication, Government

Navigating industry conferences, especially in government contracting, requires a blend of strategic planning, active participation, and timely follow-ups. Here's how to maximize your experience from start to finish. Pre-Conference Planning Ensure Key Buyers are Attending: Research the list of attendees. If the primary buyers of your products or services are present, your attendance becomes even more crucial. Secure Meetings in Advance: Identify people you want to meet or prospects you may want to target and include other team members in this search. Ask other attendees if they would like to meet for coffee at the conference. Having scheduled meetings better…

Selling to Sam #004 – Finn’s latest scheme? A shortcut straight to government contracting failure.

January 30, 2025 | Comic Strip

6 Key Areas to Communicate Value Providing Professional Services

January 28, 2025 | Government

When it comes to selling professional services, communicating value is everything. Prospects and government buyers must see clear, quantifiable proof of your impact and capabilities. The challenge? Many businesses struggle to effectively convey their value in a way that resonates. If you're aiming to stand out and secure contracts, you need to communicate your value in measurable, meaningful terms. Here are six key areas to focus on: 1. Number of Customers Nothing speaks louder than numbers. Showcasing the number of customers you've served helps establish credibility and demonstrates experience. Whether it's dozens or thousands, these figures reinforce trust and reliability.…

Selling for Sam #003-Stay Humble. Choose Subcontracts to Start

January 23, 2025 | Uncategorized

Three Biggest Areas To Measure For Driving Government Sales

January 21, 2025 | Government

As government contractors, tracking the right metrics can make the difference between growth and stagnation. If you're not measuring the right things, you might be missing key opportunities or spending too much time on activities that don’t move the needle. Here are the three biggest areas you should be measuring to drive government sales success: What Metrics Do You Use to Communicate Your Value to Prospects? Understanding how you communicate your value to government buyers is crucial. Your past performance, differentiators, and proof points should be backed by clear, quantifiable data. Whether it’s contract value, cost savings, operational efficiencies, or…