Earnest Consulting Group

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…

Strengthen Your Bid By Selecting the Best Teaming Relationships

August 30, 2023 | Business Development, Government

In government contracting, one's strength often stems from individual capability and the alliances developed. In bidding scenarios, particularly in defense, construction, and the IT world, teaming relationships can significantly enhance your offer to the government and your pipeline. In contrast, it can also break the chances of securing a contract and possibly ruin your reputation. The key to successful bids often lies in carefully selecting these teaming partnerships. Below, we are going to examine how to ensure you make the best choices when it comes to your teaming partners. 1. Vet Prospective Teaming Partners Thoroughly The importance of conducting due…

Planning For a Conference

August 23, 2023 | Business Development, Government

Navigating industry conferences, especially in the realm of 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 main 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…

Shifting Focus: It’s Not About What You Don’t Have, But What You Can Do

August 16, 2023 | Business Development, Government

At a project's inception, it is easy to get caught up in what we don’t have: the right subject matter expertise, cutting-edge technology, or the perfect team, for example. This also rings true for pursuing opportunities as a government contractor. However, a shift in perspective--what we can do with what we have instead of focusing on a lack of resources--can lead to transformative results. 1. Knowledge: It's a Mindset Knowledge, or the perceived lack thereof, can be a daunting barrier. In the realm of government contracting, knowledge doesn't…

Mastering Time Management: Setting Boundaries for Meetings

August 9, 2023 | Business Development, Government

In today's interconnected, fast-paced work environment, meetings often consume a significant portion of our daily schedules, leaving us less time for focused, productive work. This can be a significant time suck unless we set boundaries, optimize meeting times, and assertively communicate our value. Here are some actionable steps to streamline your schedule, ensuring your meetings are efficient, effective, and less frequent. Schedule 30-Minute Meetings: Meetings tend to expand to fill the allocated time, an occurrence known as Parkinson's Law. For example, if a meeting is scheduled for an…

Choosing the Right Contract Vehicle for Your Company

August 2, 2023 | Business Development, Government

Doing business with the government involves more than just offering a great product or service. It’s also about finding the right contract vehicle. A contract vehicle is a pre-negotiated or umbrella contract that government agencies can use to purchase products and services. Given the increase of government transactions, a decrease in contracting officers, and the Federal government’s push for more category management, choosing a contract vehicle can mean the difference between winning contracts and being left behind. With the many options available, how can a company determine the best option…

The Importance and Limitations of Supplier Diversity

July 26, 2023 | Business Development, Government

In today’s increasingly complex and interconnected business world, supplier diversity has emerged as a crucial element of corporate strategy. However, while it undeniably offers significant benefits, supplier diversity should not be a company’s primary value proposition. Understanding Supplier Diversity Supplier diversity refers to the strategic approach of sourcing goods from a range of suppliers that includes businesses owned by minorities, women, veterans, people with disabilities, and other underrepresented groups. It's an attempt to level the playing field and offer an equal opportunity for all businesses to participate in…

How to Craft Your First Email to a Prospect: Clear Messaging, Due Diligence, and Effective Time Management

July 19, 2023 | Business Development, Government

The initial email you send to a potential client can set the tone for your entire relationship. It's crucial to strike the right chord from the onset--and this applies in government sales as much as anywhere else. Here are three fundamentals to remember when writing your first email to a prospect. Clear, Concise Messaging with Value Proposition and Call to Action Your first prospect email shouldn’t be a full-blown proposal. Be brief. Prospects appreciate conciseness and clarity, which signal respect for their time and directness in communication. Begin…

Strategies for Effective Go/No-Go Decision-Making in Government Sales

July 12, 2023 | Business Development, Government

In government sales, deciding whether to bid on a given project is crucial for maximizing your chance of success. It involves carefully evaluating the opportunity and determining whether it aligns with your company's capabilities, objectives, and resources. While there is no one-size-fits-all approach to this process, considering key factors can help guide your decision-making. In this post, we will explore strategies for effective bid/no-bid decisions in government sales, focusing on essential questions before committing to a bid. When to Say No To arrive at a well-informed go/no-go selection,…

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