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Navigating 8(a) Graduation: 6 Key Sales Strategies

March 21, 2024 | Uncategorized

Image made in Canva As an 8(a) small business, graduation can be challenging. Your current customers likely tend to buy from 8(a) small businesses and don’t want to change that trend. However, with the right strategies, you can position yourself for continued success in the competitive federal marketplace. Here are six key sales strategies to consider as you approach 8(a) graduation: Focus on Sales-Related Activities: Increase your sales resources and focus most of your time on pre-acquisition activities, including making calls and emails, prospect meetings, industry days, conferences, and RFI submissions. Building a strong network will open doors to new…

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Earnest Consulting Group Turns 9 Years Old: A Letter from Me to the Me of 2015

March 7, 2024 | Uncategorized

Image made in Canva March 1, 2023, marked the ninth anniversary of Earnest Consulting Group. Having been a successful business owner and government contractor, I thought it would be easy. I was 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 the mistakes I’ve made, I’ve written a letter to the 2015 version of myself, with a recap of everything I wish I knew when I started. I hope this helps people start a new…

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Growing Your Government Sales through Federal Access Advisor Group Coaching

March 1, 2024 | Uncategorized

Image made in Canva For about two years now, I have been a Certified Government Sales Coach through RSM Federal. Collectively, RSM Federal and our team of coaches have helped over 2000 companies win over 14 billion dollars worth of government contracts. I personally have over 20 years of experience in government contracting including spending the first 10 years of that time either owning or working for a company that was a prime contractor. As a team, our coaches at a minimum possess 20 years of government contracting experience.  The Difference A main differentiator between us and others that work…

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My Top Ten Most Useful Links for Government Sales

February 22, 2024 | Uncategorized

Image made in Canva  Here are some important things to understand about this list. One, its not comprehensive. Two, they’re not in any specific order. I put them down as I thought about them. Three, this is my list. I” 'm sure other folks top ten will be different. So here they are: SAM.gov: This is your official gateway to federal contracting opportunities in three ways: Registering of your business is necessary to win a government contract.  Use the SAM Databank to review award history. It takes some practice to master but a lot of competitive data can be found…

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Millennials: They Want Engagement, Not Entitlement

October 8, 2015 | Uncategorized

Photo by Ted Eytan on Flickr Without completely giving my age away, let's just say that I am slightly removed from the Millennial generation. That is to say, I am at the tail end of Generation X. Given the fact that most of my friendships and professional relationships are with Gen Xer's, I have not had a lot of direct experience with Millennials as it pertains to their professional lives. The complaint I hear from just about everyone including clients is that they have an entitlement problem. They want the top job and top money but don't want to work for it.…

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At What Point is the “Human Element” Needed? (Part 3) – Intense Pain

June 22, 2015 | Uncategorized

Photo by Stefson on Flickr  Some have told me that real change doesn't happen in someone's life until the pain of keeping the status quo hurts more than the pain of changing ones habits. I am sure we have all experienced this phenomenon at some time. As it relates to the "human element" of ones organization, it is the point where the culture is so broken, so toxic that change must happen immediately and intensely. Not addressing the culture means the company will likely perish. The first "to-do" in this situation is the leader must own the problem. They must address all of their employees…

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Changing The Culture: The Employee Opinion Survey

May 21, 2015 | Communication, Leadership, Trust, Uncategorized

Photo by David Bosshard on Flickr [embed]https://youtu.be/9uwZVyptIIE[/embed]

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MYTH: Government agencies only do business with large businesses.

FACT: Each government agency sets goals each year on how much money they will spend with small business concerns (traditional small business, woman owned small business, minority owned small business, veteran owned small business, hubzone etc). Some agencies have set their goal to award 30% of their dollars spent to some type of small business concern.