Earnest Consulting Group

phoneIcon

New firms are like sprinters. Mature firms build like distance runners.

June 15, 2026 | Business Development

Young govcons chase the next contract. Any contract.

It’s a three-step process:

They burn the team.
They burn the process.
Then they burn out.

Mature firms are designed for the marathon.

Intelligence capture systems are on repeat like that new song you couldn’t get enough of in high school.

Pricing strategies that last.

Teams that stay.

That’s the marathon training playbook. Not the 100-yard dash ran in a continuous loop.

In government sales, endurance beats velocity every single time.

Stay strategic.

« Back to Blog Home

Comments

archive

categories

[jetpack_subscription_form title="Subscribe to Blog"]

Open quote mark

MYTH: Since the amount of goods and services the government buys is not affected by a economic downturn as private industry, the best time to begin selling to the government is during a recession.

FACT: Developing an effective government business development strategy usually takes years. Waiting until the economy is in recession to pull the trigger on a plan can doom it from the start as this strategy takes time and resources to develop….items that seem to be more scarce when the economy is in a downturn.