Earnest Consulting Group

9 Ways to Act Like a Victim in Government Sales — and How to Avoid Them

April 27, 2025 | Government, Sunday Sales Spark

Government sales isn't easy — and it's not supposed to be. If you're looking for a market where success comes with a participation trophy, you're in the wrong place. What separates the winners from the ones still "waiting for their big break" usually boils down to one thing: taking ownership. Victim thinking in government sales will destroy you. Here's how it sneaks in — and how to kill it before it kills your pipeline. 1. If Only I Had the Right Certification... Victim Thinking: "If I was an SDVOSB, 8(a), WOSB — then doors would open automatically for me."…

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,…

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…

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.…

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…

The GSA Schedule Just Became Essential for Contractors, Especially IT Firms — Here’s Why

March 25, 2025 | Government

If you’ve been on the fence about getting a GSA Multiple Award Schedule (MAS), the latest Executive Order from the White House might be the reason to move forward—sooner rather than later. On March 20, 2025, President Trump signed an Executive Order that directs federal agencies to consolidate procurement of common goods and services under the General Services Administration (GSA). This directive is clear in Section 3(c): GSA is now the executive agent for all Government-wide acquisition contracts for IT, with a mandate to streamline procurement and eliminate duplicative contract vehicles across the federal enterprise. This isn’t just procurement policy.…

11 Steps to Creating a Winning Proposal for Medical Equipment Bids

March 19, 2025 | Government

It takes more than submitting bids to be successful in the medical equipment space, but if you don’t know how to respond correctly to a bid, your sales efforts could be in vain. Winning a government medical equipment bid is more than just submitting a quote and product information—it’s about demonstrating reliability, compliance, and value. With major buyers like the VA, DOD, and HHS procuring billions in medical equipment annually, positioning yourself correctly can set you apart from the competition. Here’s how to create a proposal that stands out and secures contracts. 1. Build a Relationship with Your Manufacturer BEFORE…

Momentum Matters: How to Build Consistency in Government Sales

March 16, 2025 | Government

These tactics and strategies we’re sharing this Sunday aren’t just for government sales—they’re industry agnostic. Whether you’re selling to the federal market, commercial sector, or even managing internal business development, momentum is the key to sustainable success. The businesses that thrive aren’t necessarily the most talented or the most innovative—they’re the ones that show up consistently, execute with discipline, and keep moving forward even when motivation isn’t there. Government sales isn’t about quick wins—it’s about sustained effort over time. Success comes to those who stay in motion, building relationships, refining their approach, and maintaining a steady cadence of activity. Yet,…

7 Leadership Skills Every Government Sales Manager Needs in 2025

March 12, 2025 | Government, Leadership

Government sales are evolving, and 2025 is set to bring new challenges and opportunities. Success in this space requires more than knowing how to navigate federal procurement—it demands strong leadership. Whether you're managing a small team as the owner/founder or leading a large company's entire government sales division, mastering these seven leadership skills will set you apart and help you drive results in the government market. 1. Strategic Decision-Making Government sales isn’t just about bidding on contracts—it’s about taking a strategic approach to winning business. The best sales managers don’t chase every opportunity; they focus on the right ones. This…

ECG Celebrates 10 Years: A Letter from Me to Me of 2015

March 4, 2025 | Government

March 1, 2025, marked the tenth anniversary of Earnest Consulting Group. Having been a successful business owner and government contractor who sold their business to a Fortune 100 company, I thought it would be easy. Boy was I 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 my mistakes, I’ve written a letter to my 2015 version, sharing everything I wish I had known when I started. I hope this helps people start a new…