Earnest Consulting Group

7 Operational Tactics for Conference Success (That No One Talks About)

May 14, 2025 | Government

We’ve all read the lists about what to do and not do at conferences—have a plan, network smart, follow up. But here’s the thing: success at conferences isn’t just about being present and pleasant. It’s about building systems that work for you before, during, and after the event. So if you’ve already got the basics down, here’s a deeper operational playbook to help you turn conference attendance into repeatable ROI. 1. Start With a Campaign Mindset, Not a Calendar Entry Too many companies treat conferences as one-off events. They show up, shake hands, pack up—and go home without a measurable…

7 Activities NOT to Do at a Conference — And What to Do Instead

May 11, 2025 | Government

Conferences can be game changers—or complete duds. It all comes down to how you show up. Here’s your sales-focused playbook for making the most of your next industry event. 1. Don’t show up without a plan of attack. Instead: Know your targets. Decide in advance who you're meeting, what sessions you’re skipping, and where you’ll focus your time. Map out buyers, partners, and key agencies you want to connect with. Walking the floor with a strategy beats wandering with swag bags. 2. Don’t spend all your time in sessions. Instead: Prioritize networking over note-taking. If you’re brand new, pick two…

Why Companies Fail to Submit (and Win) a GSA Multiple Award Schedule Contract

May 7, 2025 | Government

When companies come to us frustrated about failing to secure a GSA Multiple Award Schedule (MAS) contract, they often blame the government, the process, or the market. But after years of coaching firms through this, we know the truth: most companies fail before they ever submit — or they give up too soon. Here’s a hard look at eight reasons why companies stumble — and what operational leaders can address before wasting months (or years) in the GSA process. They’re Overwhelmed and Don’t Know Where to Start Many businesses look at the GSA MAS and freeze. With its maze of…

5 Tactical Moves to Win More Awards on Contract Vehicles

May 4, 2025 | Government

In government sales, one of the biggest myths I hear over and over is: “If I just had a contract vehicle, I’d be winning more business.” It’s the classic “if only” trap — and it’s dangerous. Here’s the truth: contract vehicles are sales tools, not sales strategies. They give you the right to compete, not the right to win. Think of it this way — just because you have a fishing pole doesn’t mean you’re catching fish. Without a plan, skill, and consistent effort, you’re standing on the shore watching others walk away with the catch. The same applies to GSA Schedules,…

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.…