GSA schedule

How to Leverage Your GSA Schedule to Win More Government Contracts

Format: Live webinar (on-demand recording available on November 2)
Date: October 26, 2023
Time: 1:00 pm EDT
Duration: Approx. 90 minutes
Instructor: Rich Earnest, Earnest Consulting Group
Learning Credits: 1.5 CPEs, 1.5 ATCs

*Your registration includes access to the on-demand recording.

Are you a company holding a GSA Multiple Award Schedule (MAS) and wondering why you’re not receiving unsolicited orders from government agencies? You’re not alone. In fact, more than half of MAS holders fail to meet the annual sales criteria. But fear not! This informative webinar with Rich Earnest (Earnest Consulting Group) is here to help.

Join us for a session packed with valuable insights and strategies to effectively sell your products/services on your MAS. We’ll dive into critical aspects that can make a real difference in your sales success:

  1. Analyzing government demand: Discover whether the government actively purchases the products/services you offer on the GSA.
  2. Evaluating pricing competitiveness: Ensure your pricing is on point to stand out and win contracts.
  3. Examining awards and agencies involved: Gain a deeper understanding of the awards granted against GSA schedules and the agencies that are most likely to engage with your offerings.

This webinar is specifically designed for contractors who struggle to meet their annual sales targets or those aiming for exponential growth in their MAS win rate. Rich Earnest will provide practical tips and tricks to help you achieve your goals.

Target Audience: Companies that currently have a GSA Schedule; companies that have thought about getting a GSA Schedule; government business development professionals; small business government contractors.

Meet Your Instructor:

RICH EARNEST, Earnest Consulting Group

With 18 years of experience in government contracting across multiple agencies, Rich Earnest is a seasoned professional in the field. As a principal of Ambulatory Care Solutions (ACS), Rich played a pivotal role in leading the business development team to secure nine contract awards with the Department of Veterans Affairs, totaling over $75M in just eight years. His responsibilities included developing a federal business plan, conducting competitive analysis, managing the pipeline, creating proposal content, overseeing “red-team” reviews, and ensuring final production for submission. Additionally, Rich ensured compliance with FAR regulations regarding subcontracting requirements for both large and small businesses.

In 2013, ACS was fully acquired by Humana Government Business, and Rich played a key role in integrating ACS into the Humana enterprise. This involved overseeing business development, facilitating new operations start-up, and providing ongoing support services operations. During this period, Rich successfully established 12 new operations for Humana, resulting in over $110M of new business from the Department of Veterans Affairs between 2013 and 2015.

In 2016, Rich founded Earnest Consulting Group, aiming to assist other companies in their government business strategies. He quickly achieved notable success by helping a Service-Disabled Veteran-Owned Small Business experience a remarkable growth of over 300% within one year. With every client, Rich’s goal is to provide practical tactics and strategies that can be easily applied to their own government business plans.


Oct 26 2023


1:00 pm - 2:30 pm

Local Time

  • Timezone: America/New_York
  • Date: Oct 26 2023
  • Time: 1:00 pm - 2:30 pm