Boost Your B2G Margins: Winning Strategies for Small Business Resellers

Format: Live webinar (on-demand recording available on April 17, 2025)
Date: April 10, 2025
Time: 1:00 p.m. EDT
Duration: Approx. 90 minutes
Instructor: Rich Earnest, Earnest Consulting Group
Learning Credits: 1.5 CPEs, 1.5 ATCs
Cost: $85.00

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

Stop competing on razor-thin margins! Instead, leverage winning strategies to secure government contracts with higher profitability. This webinar 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