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You Gotta Swing the Bat!

August 5, 2019 | Business Development, Government

Photo by Erik Drost on Flickr I've just started to follow baseball. My oldest daughter plays softball and loves to watch the Yankees so I've found myself watching more softball and baseball. I often hear her coaches say, "That was your pitch. Why didn't you swing?" I assume they are also implying, "you may not see the 'perfect' pitch so you must take some chances when the ball is delivered to the strike zone". Another obvious message is if you want to hit the ball, you gotta swing the bat! Doing My Homework I thought about that a bit and…

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Not All Government Customers Are Created Equal

January 4, 2019 | Business Development, Government

Photo by dpbirds on Flickr When I first started doing business with the Federal government, I assumed they were one customer. Since they all followed the same rules, why wouldn't the process of winning business be the same, right? However, after I participated in some procurements, I found this not to be the case. Even each agency has different customers within their organization. In my experience, they are not all equal in the sense of being a good fit for the goods/services we were selling or our company's vision. I have listed below some experiences that showed me we were not a good…

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Your Government Business Plan: How to Get Started–and Why Now is the Time

November 29, 2018 | Business Development, Government

It was March 2004. Our community had lost two of its three largest employers within one year of each other. Even for something as essential as health care, when people have no insurance and they have to choose between making the mortgage payment and a doctor's visit, the mortgage payment wins. We had to have a new line of business, and fast or cuts including my job were inevitable. A large Request for Proposal (RFP) for primary care and clinic management services with the Department of Veterans Affairs (VA) was just released for competition. Winning this opportunity would solve a…

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quoteMark

MYTH: Since the amount of goods and services the government buys is not affected by a economic downturn as private industry, the best time to begin selling to the government is during a recession.

FACT: Developing an effective government business development strategy usually takes years. Waiting until the economy is in recession to pull the trigger on a plan can doom it from the start as this strategy takes time and resources to develop….items that seem to be more scarce when the economy is in a downturn.

© 2019 Earnest Consulting Group