Earnest Consulting Group

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…

Top 10 Areas Where The Government’s Buying in 2025

February 26, 2025 | Government

A lot has changed in government contracting this year. Since January 20th, many contracts have been canceled, some government agencies have shut down, and some things the government used to buy are no longer needed. It might feel like everything is falling apart—but that’s not true! The good news? The government still awarded over 138,000 contracts and spent more than $7.8 billion. Businesses that sell to the government still have plenty of opportunities. The key is knowing where the money is going and making sure your business is ready to take action. Here are the top 10 things the government…

From Event Excitement to Everyday Focus: 7 Strategies to Combat Post-Conference Burnout

February 18, 2025 | Government

Conferences are a whirlwind—especially when they take place in a city like New Orleans, where the National Small Business Conference (SBC) just wrapped up. With thousands of attendees, it’s a non-stop mix of insightful sessions, valuable networking, and, let’s be honest, some incredible food. You leave feeling energized, inspired, and full of new ideas. Then reality hits. Your inbox is overflowing, your to-do list has doubled, and that initial conference excitement starts to fade into post-conference exhaustion. Add in the uncertainty with the new administration, and it’s easy to feel like you’re falling behind instead of capitalizing on the momentum.…

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.…