Earnest Consulting Group

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…

The Top 10 Contracting Vehicles for Capital Medical Equipment Sales

January 15, 2025 | Government

In the spirit of David Letterman’s iconic Top Ten Lists, here’s the countdown of the Top 10 Contract Vehicles for Medical Equipment and Product Sales—the means federal agencies use to spend billions on healthcare equipment. Start at #10 and work to the top to see where the big money is spent! The statistics included in this article cover the last five years of contract awards. 10. The Digital Imaging Network - Picture Archiving and Communications System (DIN-PACS) Total Spent: $163.9 Million This IDIQ contract supports the acquisition of Picture Archiving and Communications Systems (PACS) for storing, retrieving, and sharing medical…

8 Ways to Navigate IT Government Opportunities in 2025

January 7, 2025 | Government

The IT landscape is evolving rapidly, shaped by emerging technologies replacing legacy systems, stricter compliance requirements, and increased competition. You must adapt to these changes with strategies that keep you ahead of the curve to succeed. Here are eight ways to navigate IT government opportunities in 2025 effectively, focusing on IT professional services like application development: 1. Understand Agency Priorities Before approaching a potential client, research their mission, current challenges, and strategic goals. Many agencies prioritize custom software solutions, mobile app development, and modernization of legacy systems. Aligning your services with their needs will increase your chances of standing out.…

Top 10 Activities for Your 2025 Government Sales Strategy

January 1, 2025 | Government

I haven’t seen too many Top Ten Lists since David Letterman retired, so I thought the advent of a new year deserved one. While ours may not be as funny as the Top Ten Prom Themes or Top Ten Rejected Crayola Crayon Colors, we hope they help you with your government sales strategy for 2025. So here you go! 10. Figure Out Who Buys What You Sell I’m not just discussing doing NAICS Code or PSC Code Research and looking at the department level. No. Use Keywords. Dig down to the agency and the contracting office, including the contracting officer…

8 Ways to Improve Your Business Operations in 2025 for Better Contract Delivery

December 24, 2024 | Government

In government contracting, awards are what we want. They stand as the benchmark of success. However, more than simply winning contracts is required; delivering on those contracts efficiently and effectively is equally crucial. I’ve seen too many companies win one and never win again. Some of this may be due to a lack of a sales strategy, but other times, they could not deliver on what they promised effectively. The back office plays a pivotal role in ensuring the successful execution of contract awards. Businesses should optimize their operations to streamline processes and enhance contract delivery. This article will explore…

9 Key Mistakes to Avoid When Selling to Government Agencies

December 10, 2024 | Government

Selling to government agencies can be a great addition to your overall sales plan, but with it comes its own challenges. Government buyers operate within strict guidelines, and even small missteps can derail a deal. Understanding the common pitfalls can help you sidestep trouble and position your business as a trusted partner. Here are the nine most critical mistakes to avoid when selling to government agencies: 1. Ignoring the Importance of Relationships While government contracting emphasizes fairness, relationships still matter. Understanding the agency’s culture, priorities, and decision-makers can give you an edge. What You Can Do: Build relationships with government…

From the Exciting to the Daily Grind: 7 Ways to Overcome Post-Conference Blues

November 26, 2024 | Communication, Government

Conferences can be electric—especially in a city like New Orleans, where the SAME Small Business Conference was held last week. With over 6000 attendees, you dive into engaging sessions, forge meaningful connections, savor the local cuisine, and leave buzzing with inspiration. But when the last beignet is eaten, and the lanyard comes off, you’re back to reality: catching up on missed work, processing a whirlwind of new ideas, and grappling with a nagging feeling that you’re not doing enough to maximize the experience. On top of all that, the week back was shortened due to the Thanksgiving holiday. Welcome to…

Mastering Your Government Sales Strategy: A Three-Phase Approach

November 12, 2024 | Events, Government

I know firsthand the hurdles that come with government sales, and I've been in the trenches myself. A solid strategy isn't just a nice-to-have; it's essential. Whether you're already seeing some success or just beginning your journey with federal sales, below are the three phases essential for a strong government sales strategy. These proven steps can make a real difference in your approach to government contracting. 1. Research The research phase helps answer key questions: Who buys what you sell? What unique value do you provide? Which contract vehicles will connect you with your target customers? We’ll explore practical tools…

5 Reasons the ‘Nov New Year’ Strategy Will Supercharge Your Goals in Business and Beyond

October 29, 2024 | Government

As each new year approaches, we tend to set lofty goals only to watch them fizzle out by February. Why not rethink the timing altogether? Imagine getting a head start on your resolutions in November, positioning yourself for a powerful close to 2023 and a strong start to 2024. The "Nov New Year" mindset isn’t just a calendar shift; it’s a strategic advantage in both professional and personal arenas—whether you're focused on closing government contracts or establishing healthier routines. Here’s why starting your new year in November can transform your results, giving you two extra months to build momentum while…

Sales Objections You Won’t Hear in Government Contracting

October 22, 2024 | Government

In the commercial world, you’re used to hearing a wide range of objections from potential buyers. But in government contracting, many of those familiar objections just don’t apply. If you’re making the jump from commercial to government sales, here’s a look at the top 8 objections you’ll hear in the commercial sector but won’t encounter in the world of government contracting. 1. It’s not in the budget this quarter. In commercial sales, budgets can shift from quarter to quarter, timing everything. But in government contracting, budgets are locked in annually. Once the funding is there, they move forward, and quarterly…