Earnest Consulting Group

Employee Engagement Surveys, Part 1: Why They Matter

May 17, 2023 | Business Development, Government

A recent ResumeBuilder survey found approximately one fourth of employees do the bare minimum at work due to burnout--a phenomenon described as “quiet quitting.” As this reveals, even when employees are technically “at work,” they may not be intellectually or emotionally present. The distinction is a matter of employee engagement--which I’ll focus on in a new three-part series beginning today. Employee engagement is different from what organizations typically measure. Traditionally, employers have looked at employee satisfaction as a litmus test of how their employees feel about their work. However, this is very limiting, since “satisfied” employees are merely those who…

Avoid the Trap of “Resting On Your Laurels”

May 10, 2023 | Business Development, Government

Our last article discussed why we need to celebrate our wins even if only in small ways. Even an old-fashioned fist bump can be a great way to celebrate at the moment. However, as with most everything in life, we must seek balance. It’s important to guard against resting on your laurels and celebrating the past too much. The bottom line is that very few people care about what you’ve done; they care more about what you’re currently doing. The phrase "resting on your laurels" comes from ancient Greek mythology, where the victors of athletic competitions were crowned with laurel…

Stop and Smell The Roses: A Must for Government Contractors

May 3, 2023 | Business Development, Government

Photo by Andrea Piacquadio on Pexels Celebrating success is an essential aspect of personal and professional growth. Whether it's achieving a goal, landing a new job, or completing a project, it's worth taking the time to acknowledge your accomplishments and recognize the effort you put into achieving them. In the areas of government contracting, we often get laser-focused on winning bids, the contract startup period, and the ongoing fulfillment of services. However, taking time to celebrate success can provide several long-term benefits: Boosts Motivation and Confidence: When we…

Strategies for Winning Government Contracts: Building Strong Relationships with Manufacturers and Collaborating for Better Margins and Payment Terms

April 26, 2023 | Business Development, Government

Last week, we covered a common mistake government contractors make: chasing bids proposing the brand name before building a relationship with the manufacturer. This week, we’ll discuss some strategies to win opportunities with better margins and potentially better payment terms. Brand Name Or Equal One of the keys to this strategy is to better understand the FAR’s Brand Name or Equal clause (BNOE). A BNOE is a provision found in federal contracts that allows bidders to offer products or services either identical to the brand name specified in the solicitation, or equal in quality, features, and performance. The purpose of…

A Common Mistake New Contractors Make On LPTA Bids

April 19, 2023 | Business Development, Government

Let’s imagine that you’ve registered with SAM and been awarded a socioeconomic certification like SDVOSB, 8(a), Woman Owned or HUBZone. You see a bid for widgets. It’s LPTA (Low Price Technically Acceptable) and includes the “Brand Name or Equal” clause. You don’t sell widgets as part of your core offerings, and don’t really want to start, but it is set-aside--and you have an SDVOSB certification. You may think, “I could get a quote for this from the specified manufacturer and--if I’m smart--win my first bid.” There are several reasons why you shouldn’t take a grasp-at-straws approach like this, but I…

The Three Biggest Brick Walls in Prospecting–and How to Overcome Them

April 12, 2023 | Business Development, Government

When you’re launching a government contracting business, finding new prospects can be a daunting task. With a complex procurement process and a vast pool of potential customers, it can be challenging to identify and reach out to the right decision-makers. However, your success depends on your ability to prospect effectively. With this in mind, here are some of the most significant barriers you will face--and how to overcome them. Not doing enough research. Many prospective government contractors take a “ready, fire, aim” approach--and often miss the best opportunities as a result. To be efficient in prospecting, it’s important to consider…

Discovering Who Buys What You Sell Using SAM’s Databank – The Webinar!

April 5, 2023 | Business Development, Government

In order to have a successful sales strategy, your company needs to know who buys what you sell. And companies in the government sector have an advantage, since this information is often publicly available. The key is knowing how to use the tools available to you. That’s the inspiration behind a new, free webinar I’m offering: “Discovering Who Buys What You Sell Using SAM's Databank.” On Thursday, April 27, join me at 1 PM EDT, where I’ll present an overview of using pivot tables, to mine SAMs Databank and find out: Who Buys What You Sell When Did They Buy…

What is your number one priority as a business?

March 22, 2023 | Business Development, Government

Today’s post is short and to the point, because it’s all about where your focus should be. As a business leader, your top priority should be how your product or service can relieve your customer’s anxiety. Your ability to help your customer sleep well at night will be directly proportional to your success. When customers are looking for solutions, the root cause is always a problem they’re experiencing. It could be a lack of quality in a product they currently buy, issues with a vendor not hitting deadlines, a lack of responsiveness to their questions or clarifications, or ongoing maintenance…

The Two Most Ignored Areas When Marketing to Government Agencies

March 15, 2023 | Business Development, Government

In my work helping companies do business with the government, I always start by evaluating two seemingly simple things: How they present themselves via email, and How do they handle incoming calls What I’ve learned is that a surprising number of would-be contractors have significant room for improvement in both areas, which also leads to significant lost opportunities. Here’s an overview. Email A professional email is essential because it can impact how others perceive you, particularly in a business setting. A professional email address typically uses your full name or possible first initial and last name. When you communicate with…