Earnest Consulting Group

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.…

Special Update: How the New Administration is Shaping Government Sales

February 6, 2025 | Government

A new administration always brings a wave of changes—executive orders flying, policies shifting, and plenty of noise about what’s coming next. But this one? This one feels like a whole different level of chaos. In terms of sheer turbulence, it’s shaping up to be one of the most unpredictable transitions we’ve seen in our lifetime. Some agencies are getting dismantled piece by piece, and contracts tied to DEI initiatives are being terminated. There’s no doubt that some parts of the federal market are seeing disruption—but that doesn’t mean opportunity has dried up. In fact, if you compare the last 16…

8 Objectives for a Successful Business Conference

February 4, 2025 | Communication, Government

Navigating industry conferences, especially in government contracting, requires a blend of strategic planning, active participation, and timely follow-ups. Here's how to maximize your experience from start to finish. Pre-Conference Planning Ensure Key Buyers are Attending: Research the list of attendees. If the primary buyers of your products or services are present, your attendance becomes even more crucial. Secure Meetings in Advance: Identify people you want to meet or prospects you may want to target and include other team members in this search. Ask other attendees if they would like to meet for coffee at the conference. Having scheduled meetings better…

6 Key Areas to Communicate Value Providing Professional Services

January 28, 2025 | Government

When it comes to selling professional services, communicating value is everything. Prospects and government buyers must see clear, quantifiable proof of your impact and capabilities. The challenge? Many businesses struggle to effectively convey their value in a way that resonates. If you're aiming to stand out and secure contracts, you need to communicate your value in measurable, meaningful terms. Here are six key areas to focus on: 1. Number of Customers Nothing speaks louder than numbers. Showcasing the number of customers you've served helps establish credibility and demonstrates experience. Whether it's dozens or thousands, these figures reinforce trust and reliability.…

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…

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