Government Sales Basics: How You Can Become Procurement Ready

• Workshop Room 1

Many companies are curious about doing business with the government, but many don't do anything beyond talking about it. This engagement will address the bare essentials to become procurement ready with the Federal government. This includes items such as 1)Registering with System for Award Management, Identifying NAICS & PSC Code, and Determining Your Small Business Designation Status, 2)Identifying Free and Low Cost Resources Available For Government Contractors, and 3)Reviewing and Developing Marketing Materials Specific to Government Customers

Presented by:

Rich Earnest Managing Partner, Earnest Consulting Group

Rich Earnest represents 18 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
Rich Earnest represents 18 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 success includes 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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