Description
Do you hold a GSA Multiple Award Schedule (MAS) and wonder why you’re not receiving unsolicited orders from government agencies? You’re not alone—more than half of MAS holders struggle to meet the required annual sales thresholds. Join Rich Earnest of Earnest Consulting Group for a practical course offering insights and strategies to help you unlock the full potential of your MAS.
This course will cover the following topics:
- Analyzing government demand: Discover whether the government actively purchases the products/services you offer on the GSA.
- Evaluating pricing competitiveness: Ensure your pricing is on point to stand out and win contracts.
- Examining awards and agencies involved: Gain a deeper understanding of the awards granted against GSA schedules and the agencies most likely to engage with your offerings.
This course 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 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.
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