Earnest Consulting Group

8 Essential Components of a Capabilities Brief

December 7, 2023 | Government

Image made in Canva When working in the government sector, it is expected to provide a Capabilities Brief as a part of the sales process. The number of slides in the presentation should generally be between 10 and 15, but the exact number will depend on who you are presenting to. For instance, a Small Business Liaison Officer (SBLO) may not require as much detail about the product or service as an end user. Therefore, it is recommended to have fewer slides in the presentation when presenting to an SBLO. Here is a table that outlines the eight essential components…

Mastering Government Sales Calls: Seven Essential Tactics for Success

November 29, 2023 | Government

Image from Canva Making successful phone calls to prospective buyers, especially in the government sector, can be challenging. Here is some fundamental guidance to help you navigate this task more effectively: Plan and Prioritize: Create a list of prospective buyers and rank them based on their potential value to your business. This helps you focus on the most promising leads first. Allocate specific times on your calendar for making these calls, treating them as important appointments. Also, don’t commit to making all your weekly calls in a one-time slot. If you aim to make 25 calls weekly, break it into…

Six Things To Consider Before You Bid When You Don’t Have Past Performance

November 21, 2023 | Business Development, Government

Photo by simarik on Canva Companies new to government sales face challenges when entering the space. Success in this area hinges on an astute understanding of one's competitive advantages and a systematic approach to bid preparation. Simply saying, “This is exactly what we do,” isn’t enough. This article delineates six factors to consider before submitting a government contract bid. Have you completed comprehensive competitive pricing research? A fundamental step for prospective bidders is to ascertain the competitiveness of their pricing strategy. This necessitates a comprehensive analysis of prevailing market rates and a thorough understanding of governmental budgetary constraints for similar…

4 Biggest Mistakes Made In Government Business Development and How To Overcome Them

November 16, 2023 | Government

Image taken from Canva This table outlines key pitfalls in government sales strategies, such as insufficient market research, overreliance on bidding sites, and delayed sales strategies. It details the implications of each mistake and offers tailored solutions. This quick reference table is a resource for new and seasoned business developers alike, helping them in the effective decision-making and strategy formulation process.

Lack of Government Sales – The Cause and the Cure

October 26, 2023 | Government

Image taken from Canva In government contracting, many companies typically are embroiled in a seemingly endless cycle of frustration and disappointment. The problem isn't always the lack of effort or passion. The Problem: Blindly Responding to RFPs Falls Short A typical approach to government contracting often involves a brute force strategy of blindly responding to RFPs listed on SAM.gov. Companies dive headfirst into a sea of opportunities, hoping to secure contracts that will propel them to success. They meticulously prepare proposals, invest significant time and resources, and eagerly await a response. However, this approach often leads to frustration and disappointment as…

The Truth About GSA Schedules and Winning Government Contracts

October 4, 2023 | Government

Image taken from Shutterstock For the past few years, I have pontificated about how getting a GSA schedule does not guarantee success in government contracts. When seasoned government contractors or companies new to the game tell me, “I need to get a GSA schedule. Can you help me get one?” My response is almost always a question, “Why?”. There are plenty of companies out there that would be delighted to provide any company with a GSA schedule and take your money. The problem is that many companies don’t share that GSA sales aren’t guaranteed or know how to create a…

Six Fundamental Strategies to Navigate the Threat of Government Shutdowns: Operational and Business Development Insights

September 27, 2023 | Government

Image taken from: Unsplash Operational Resilience Amidst Shutdown Threats Review Contracts Proactively: In light of a potential shutdown, assessing your contracts can offer foresight on possible interruptions. Keep a keen eye out for "stop-work" notices and familiarize yourself with the expiration dates of contracts. Furthermore, understand which agencies are “business as usual” due to their essential nature like the VHA. Our contracts, when we were a prime contractor to the VA were never affected by a government shutdown. The best way to understand how your work might be affected is through ongoing communication with your contracting officer. Foster Open Communication:…

7 Ways to Kick Off the New Fiscal Year with a Bang: #1 Don’t Wait Until October 1st!

September 21, 2023 | Business Development, Government, Time Management

Image taken from Shutterstock As the federal fiscal year-end draws near, proactive government contractors are already gearing up for FY’24. You must plan, strategize, and be several steps ahead to hit the ground running. I have shared seven critical efforts to ensure that you're prepared and in a prime position to maximize your government sales opportunities 1. Don’t Wait until October 1: The biggest mistake many make is waiting until after the new fiscal year begins or, for that matter, waiting until November or December. Some people think because historically, it's slow for new contracts to be released on the…

Navigating the Decline: Opportunities Amidst Small Business Challenges – 2023.09.13

September 13, 2023 | Business Development, Government

Image Taken from SBA.gov So, I have to say the post by Steven Koprince last week was super depressing! No offense, Mr. Koprince. I appreciate the awareness you presented of the issue of the Federal Government losing 48% of the prime small businesses since 2009. It doesn’t matter if it's a presidential election year or midterm elections; we constantly hear from all who are running about how vital small businesses are to the lifeblood of this country. Congress legislates initiatives making it easier for small businesses to access capital, tax breaks, and other programs. At the same time, the Executive…

Selling On Your Contract Vehicle: Free Webinar 10/12/2023

September 6, 2023 | Business Development, Government

Photo by Alexander Grey on Unsplash In my early years as a government contractor, businesses continually contacted my company, wanting me to hire them to obtain a GSA MAS Contract(often called the GSA Schedule). Our company was in the business of providing health care to Veterans. We thought about it because we could leverage our past performance and our recruiting department to provide clinical staffing to government agencies. We chose not to because our line of business kept us very busy. These sales pitches always included the following: Over X dollars (in the billions) are bought on a GSA Schedule…

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