Description
Stop competing on razor-thin margins! Instead, leverage winning strategies to secure government contracts with higher profitability. This course will equip you with essential tactics, including utilizing the Brand Name or Equal clause, building strong relationships with manufacturers and developers, and implementing effective post-contract follow-up strategies.
In today’s competitive environment, a strong sales strategy is more critical than ever. Many small businesses enter the government market with high hopes, only to face stiff competition, restrictive payment terms, and unsustainable pricing. This workshop will show you how to boost competitiveness, increase margins, and position your business for long-term success.
What You’ll Learn:
- Understanding the “Brand Name or Equal” Clause – Unlock new opportunities by mastering this often-misunderstood clause. Plus, learn how comprehensive market research helps identify gaps, tailor offerings, and strengthen your positioning with government buyers.
- Manufacturer & Developer Collaboration – Strategic partnerships enhance your value proposition, making your bid more compelling. Discover key tactics to strengthen these relationships and gain a competitive edge.
- Pricing Strategies for Success – With increasing competition, effective pricing is crucial. Learn how to balance competitiveness with profitability to maximize your contract wins.
- Post-Contract Award Best Practices – Success doesn’t stop at the contract award. We’ll cover essential strategies for clarifying deliverables, managing expectations, and soliciting feedback to ensure continuous growth. Plus, learn how to maintain strong relationships with government buyers beyond the contract to secure future opportunities.
This session follows industry best practices to provide actionable insights that drive real results. Get ready for a product sales strategy on steroids!
Target Audience:
- Business Development Professionals looking to expand their government sales pipeline
- Senior Management exploring product sales opportunities for their company
- Business Owners/Founders seeking proven tactics and strategies to launch and grow product sales
Meet Your Instructor:
RICH EARNEST, Earnest Consulting Group
Rich Earnest represents 20 years of experience in government contracting with multiple agencies. As a principal of Ambulatory Care Solutions (ACS), Rich led the business development team that won nine contract awards with the Department of Veterans Affairs totaling over $75M in an eight-year period. Responsibilities on the business development team included the formulation of a federal business plan, competitive analysis, pipeline management, proposal content creation, “red-team” review, and final production for submission. Rich was also responsible for FAR compliance as it related to subcontracting requirements for large and small businesses.
In January of 2013, ACS was fully acquired by Humana Government Business. Rich assisted in the integration of ACS into the Humana enterprise, which included business development, new operations start-up, and ongoing support services operations. Between 2013 and 2015, Rich set up 12 new operations for Humana, which were the result of winning over $110M of new business from the Department of Veterans Affairs.
At the beginning of 2016, Rich founded Earnest Consulting Group to assist other companies in their government business strategies. Some of his early successes include growing a Service-Disabled Veteran-Owned Small Business by more than 300% over the course of one year. His goal with every client is to show them tactics and strategies that can be easily applied to their own government business plans.
Rich is a certified government sales coach and lives in North Central Indiana with his wife, Alexis, and three children, Aly, Jett, and Brynlee.
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