Frequently Asked Questions

Need help with something? here are our most frequently asked question

Where Should I Start My Journey

Start with Inner Circle. Inner Circle provides expert guidance as you learn. You’ll have the support you need, including the Federal Sales Training Center, the GovCon Vault, and weekly live coaching sessions without the initial expense of one-on-one coaching. Upgrade to FastTrack when you’re ready for personalized support.

If your business is still getting off the ground or operating on a limited budget, the best place to start is our Federal Sales Training Center. You’ll gain access to step-by-step courses that walk you through the entire government contracting process from registrations and certifications to market research, teaming, pricing, and proposal development. The Training Center gives you the tools, templates, and proven strategies to build your foundation, identify real opportunities, and start competing with confidence. Click here to get started.

If you’re ready to move faster and want hands-on coaching, consider joining our Inner Circle Group Coaching Program. Inner Circle gives you direct access to expert mentors, weekly coaching calls, accountability, and personalized guidance to accelerate your growth. You’ll shorten your learning curve, develop a winning capture strategy, and position your business to generate consistent revenue from government contracts. Click here to get started.

If you’ve been pursuing government contracts for a year or two and still haven’t seen the results you expected, it’s time to take a more aggressive and strategic approach. Our 1-on-1 Coaching Programs are built specifically for businesses in your position, those that understand the landscape but need clarity, structure, and a proven roadmap to start winning consistently.

Through private coaching sessions, we’ll help you identify exactly what’s holding your company back and develop an actionable plan to fix it. You’ll learn how to refine your value proposition, focus your business development strategy, build strong teaming relationships, and target the right opportunities that match your capabilities. We’ll also help you strengthen your proposals, pricing, and capture process so every pursuit has a higher probability of win.

Our clients routinely see dramatic improvements within the first few months; stronger pipelines, better relationships with decision-makers, and more qualified bids that lead to real contracts. If you’re ready to stop spinning your wheels and start executing with confidence, 1-on-1 coaching will get you there. Click here to get started.

If your company is winning contracts but struggling to scale efficiently, our Growth Consulting Program is designed to take you to the next level. We work with established government contractors to refine strategy, optimize operations, and accelerate growth across the entire business lifecycle.

Through deep-dive consulting sessions and on-site strategy intensives, we’ll evaluate your capture and proposal systems, pricing strategy, delivery performance, and internal structure to identify where you’re leaving money or efficiency on the table. You’ll get actionable strategies to strengthen your competitive positioning, expand into new agencies, and scale your revenue without overextending your resources.

This isn’t theory, it’s hands-on partnership. We bring decades of experience helping companies like yours expand their footprint, win larger contracts, and position for long-term, sustainable growth in the federal market.

If you’re ready to build a strategy that supports your next stage of success, schedule a consultation today and let’s map out your growth plan together.

For mature government contractors already winning contracts but ready to sharpen performance across every level of the organization, our Enterprise Sales Audit and Training Program delivers a comprehensive, high-impact solution.

We start with a full audit of your federal sales, capture, and proposal processes, evaluating how your team identifies opportunities, builds relationships, and competes in today’s market. You’ll receive a detailed analysis of what’s working, where your pipeline is leaking, and which strategies will drive faster, more predictable growth.

Then, we bring your team through tailored, in-depth training designed to align every department with best-in-class business development practices. From executive strategy sessions to tactical sales and proposal workshops, your staff will learn how to increase win rates, improve capture discipline, and strengthen long-term client relationships.

If you’re ready to elevate your team’s performance and gain a decisive edge in the federal marketplace, schedule a discovery call today to discuss your enterprise audit and training engagement.

General Questions

Government sales training teaches companies how the Department of Defense and federal agencies buy and how to position your commpany to win contracts. It covers the complete sales process – from finding the right opportunities and building relationships to teaming with other companies, capture planning, pricing strategies, and winning proposals.

RSM Federal is a coaching and consulting firm specializing in helping businesses secure government contracts. We provide proven strategies, expert guidance, and exclusive resources to accelerate success in the federal marketplace.

Our team is world-class because we’ve been in your shoes and we’ve helped thousands of companies win. With decades of combined experience in federal sales, capture, and proposal strategy, we’ve guided clients to more than $14.6 billion in government contract awards. Every strategy, template, and lesson we share comes straight from real-world results, not theory.

Absolutely! We have more than a thousand testimonials from clients and companies we’ve trained. These testimonials can be found throughout our website.

Not at all. Our programs are designed for every stage of the journey; from startups learning the basics to established contractors ready to scale. The Training Center walks you step-by-step through the fundamentals, while Inner Circle and 1-on-1 Coaching provide advanced strategies and personalized guidance as you grow. No matter your experience level, we’ll meet you where you are and help you move forward with clarity and confidence.

Absolutely! Our team is available Monday through Friday from 9:00 AM to 5:00 PM EST. If you have questions about any of our products or services, feel free to contact us at clientcare@rsmfederal.com.
Because some products include instant digital access and downloadable materials, all sales are final once your purchase is completed or your items have been delivered. Please review our full Terms and Conditions for additional details. Does not apply to the products and resources found in the Federal Sales Training Center and GovCon Vault. We offer a 30 day money back guarantee within 30 days of accessing the Training Center and 30 days of joining Inner Circle.

RSM Federal’s Ecosystem

An Insider’s Guide to Winning Government Contracts

Go behind the curtain and learn how agencies really buy and dozens of proven strategies to position in the federal market. Packed with real-world advice, this guide shows you how to shape requirements, improve win rates, and outperform your competition
Buy Now

I’m New to Government Contracting – Where Do I Start?

Your step-by-step roadmap for entering the federal market with confidence. Learn how to register, certify, research, and compete effectively from day one
Buy Now

Game Changers for Government Contractors

Discover the proven strategies and insider tactics that have helped small businesses win billions in federal contracts. A must-read for contractors ready to compete at the next level
Buy Now

The Government Sales Manual

The complete system for building a repeatable, scalable government sales process. Covers business development, capture, pricing, and proposal strategies used by top performers
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Becoming a GovCon Expert

Advanced strategies for established contractors ready to accelerate growth. Learn how to position your company as an industry leader, strengthen partnerships, and influence opportunities before they hit the street
Buy Now

Our Award-Winning Podcast; Game Changers for Government Contractors

Hosted by RSM Federal, Game Changers for Government Contractors is the industry’s leading podcast for small business success in the federal market. With more than a million downloads, each episode delivers actionable strategies, insider interviews, and proven tactics that help you win more contracts and grow your business
Listen Now

Free Government Sales Course Learn More
Federal Sales Training Center Learn More
Government Sales Workshop Learn More

The Inner Circle Learn More

FastTrack Coaching and Prime Consulting Programs Learn More

Federal Sales Training Center

The Vault is an exclusive resource within the Federal Sales Training Center, built to give you even more depth and support as you move through your lessons. It’s our lifetime collection of templates, tools, playbooks, checklists, deep dive videos, and proven tactics designed to strengthen every part of your government sales process. Inside, you’ll find 200+ strategy guides, templates, tools, and ready-to-use templates, as well as 100+ on-demand training videos, all built by experts who’ve helped contractors win billions in awards. From prospecting and pipeline building to proposals and contract closeout, the Vault gives you the exact tools you need to streamline your sales process and win more, faster.
You control the timeline. Complete the entire training in 90 days if you’re focused and ready to move fast, or take up to a year to work through the material at a comfortable pace. The training is designed so you can start implementing strategies immediately – you don’t have to finish everything before you begin taking action and seeing results. Plus, you can search and access the hundreds of tools, templates, and strategy guides in the GovCon Vault anytime you need them, giving you instant support as you apply what you learn.
Join 25,000+ companies that have won $14 billion in government contracts using RSM Federal’s training. You get unlimited access to all three training phases (70+ lessons with 100+ videos), the complete GovCon Vault library with 200+ templates, tools, and strategy guides, and RSM Federal’s proprietary frameworks proven to double success rates. Membership includes monthly email support, mobile access, and the flexibility to learn at your own pace – everything you need to compete and win government contracts.

The Training Center gives you proven, comprehensive training for $199/month versus $150-$300/hour for consultants who may lack deep federal expertise or documented results. You receive the exact methodologies and tools RSM Federal’s award-winning coaches use with clients, allowing you to implement at your own pace without ongoing consulting fees. As your needs evolve and you’re ready for personalized guidance, our coaching programs provide dedicated support to accelerate your progress.

Inner Circle

Inner Circle is an exclusive membership that delivers direct access to RSM Federal’s leadership team through weekly live group coaching and mentorship sessions, the complete Federal Sales Training Center, and a community of companies actively winning government contracts. It’s designed to accelerate your success in federal contracting through expert coaching, proven strategies, and peer collaboration.

The Federal Sales Training Center is self-paced learning where you access training modules, templates, tools, and strategies on your own schedule. Inner Circle adds weekly live group coaching and mentorship sessions, real-time strategy development through hot-seats and Q&A, and direct expert guidance from our certified coaches. Think of the Training Center as your knowledge base, Inner Circle as your strategic advisory team and coaching community that helps you apply that knowledge to win contracts faster.
  • Weekly live group coaching and mentorship sessions with RSM Federal's expert leadership team
  • Complete access to the Federal Sales Training Center with 70+ training modules
  • The GovCon Vault with 200+ templates, tools, and strategies
  • Personalized strategy development during live hot-seats and Q&A sessions
  • A community forum to connect with peers and expert coaches
  • Real-time answers to your specific challenges and opportunities
  • Accountability from both coaches and your peer community
Winning government contracts is not magic. It doesn’t have to take years. With our proven coaching, expert mentorship, and hands-on support, most clients start landing contracts in the first year versus the typical 3–5 year struggle. We give you a step-by-step roadmap, help you avoid costly mistakes, and accelerate your results by focusing on what actually works in the federal market through personalized group coaching.
Every week, you join a live group coaching and mentorship session led by RSM Federal’s leadership team. These aren’t generic webinars – they’re interactive, focused, and tailored to real challenges. You get real-time answers to your questions through live Q&A, personalized strategy development during hot-seat sessions where coaches work directly on your specific opportunities, and guidance on your biggest roadblocks with strategies you can apply immediately to improve your sales, proposals, compliance, and growth in the federal space.
While Inner Circle is group coaching, it’s far from generic. Sessions includes live hot-seats where our coaches work directly with individual companies on their specific challenges and opportunities. During Q&A, you bring your company’s unique situation and receive personalized guidance tailored to your market position, solutions, and goals. You also benefit from peer learning – seeing how coaches guide other companies often provides insights directly applicable to your own strategy.
Session attendance typically ranges from 20-100 participants depending on the week and topic. Not all Inner Circle members attend every session – attendance varies based on schedules and relevance to individual companies. Critical market updates, discussions on AI tools, or popular system features tend to draw larger audiences, while tactical deep-dives may have smaller, more focused groups. This variety ensures you get both broad market intelligence and focused strategic guidance.
Independent consultants typically charge $150-300 per hour. Inner Circle gives you ongoing access to multiple expert coaches, a complete training platform, and the GovCon Vault for $249/month – equivalent to 1-2 consultant hours but delivered weekly with continuous support. Instead of project-based consulting, you get sustained coaching and mentorship relationships, peer community insights, and comprehensive business resources. Plus, you’re learning from coaches who’ve supported $14 billion in client contract wins, not just individual consultant experience.
We are experts in business first, even though we’re also experts in federal acquisition and government sales. We don’t regurgitate the same information you see on YouTube, LinkedIn, and what everyone else in the market pushes. Here’s what sets our coaching apart: It’s not what you learn – it’s how you apply it. Winning requires tactics and strategies for application, not just knowledge. That’s where RSM Federal excels through personalized coaching and mentorship. It’s what absolutely differentiates us from other companies in the market. It’s why most of our clients win government contracts – because our coaches teach you how to execute, not just what to know.
Inner Circle operates on a simple month-to-month membership with no long-term contracts. You can cancel anytime by logging into your account and updating your membership status. Since we bill monthly, we don’t provide refunds for partial months, but you maintain full access through your current billing period. This month-to-month flexibility means you’re never locked in – you stay because the coaching delivers value, not because of a contract.
Absolutely. Many companies start with Inner Circle to learn fundamentals, then move to FastTrack when ready for personalized coaching. Just let us know and we’ll help you make the transition.
Yes! If you’re not satisfied within the first 30 days, we offer a full refund. Simply contact our support team, and we’ll process your request. No questions asked.
Let us know! We are constantly updating our resources based on member requests, and if it’s not available, we’ll point you in the right direction or develop it for you.

Executive Coaching and Consulting

They’re different approaches serving different needs. Coaching is a collaborative partnership where your coach teaches you strategies, guides your execution, holds you accountable, and builds capabilities your team sustains long-term. You’re directly involved in every decision and implementation. Consulting is more comprehensive and time intensive – your principal consultant conducts strategic assessment, develops transformation roadmaps, and provides intensive guidance on complex initiatives. Both approaches build your internal capability and are investments in your organization’s growth. The difference is scope: coaching focuses on specific areas and execution, while consulting addresses strategic transformation across your entire business development function and often includes other business functions.
Results vary based on implementation, market conditions, and your starting point. Generally, Inner Circle clients develop stronger strategies and see improved focus within 2-3 months. FastTrack clients often see first contract wins within 6-12 months. Prime clients frequently see significant market transformation within 12 months. But remember: coaching accelerates progress when you’re committed to implementation.
Inner Circle is 70% general training, 30% adaptable to your situation through Q&A and hot seats. FastTrack is 20% general training, 80% specific to your company. Prime is 100% specific to your company and market.
Different companies have different needs. Inner Circle is incredibly effective for learning, accountability, and peer support. You get expert coaching on your questions plus benefit from others’ challenges and wins. For companies needing a more personalized strategy specific to complex situations, one-on-one coaching (FastTrack or Prime) is better. Many companies start with Inner Circle, then upgrade when ready.
You implement. Your coach provides strategies and accountability; you execute them. Inner Circle members have unlimited email support for questions. FastTrack and Prime members have direct access to their coaches for urgent issues. The goal is to build your capability so you can execute confidently between sessions.
The assessment includes a comprehensive review of your current business (revenue, contracts, team), your market (opportunities, competition, positioning), your capabilities (strengths, gaps), and your goals (growth targets, timeline). Once your coach has completed the initial assessment, you’ll have a meeting to verify information. All of this to ensure your coach understands your full situation before the kickoff call.
Inner Circle is month-to-month – maximum flexibility. FastTrack is 6 months minimum. Prime is 12 months minimum. These minimums exist because meaningful growth takes time. However, we’re open to discussing your specific situation. Contact us to explore options.
You’re ready if you’re willing to take action on coaching insights and commit time to implementation. Coaching works best for companies serious about improvement, not those looking for quick fixes. If you’re ready to invest in growing your company, you’re ready for coaching.
You can sign up directly on our coaching services page. If you’re unsure which program is right for you, book a call with our team, and we’ll help you choose the best option for your business.

Government Sales Workshop

Two consecutive business days. Participants consistently find this duration optimal – sufficient for comprehensive topic coverage and sophisticated discussion, yet concise enough to maintain engagement and energy. This timeframe also accommodates typical executive schedules without excessive organizational disruption.
No. The workshop is designed for both complete beginners and experienced federal contractors. Whether you’re just exploring federal opportunities or looking to optimize a mature federal business, the content will be relevant. We customize the pace and depth to your team’s background.
We customize for product and service companies. The core framework is universal, but we address product-specific regulations (Buy America, Berry Amendment, Trade Agreement Acts) and discuss different contracting approaches for product vs. service businesses.
Ideally, your entire leadership team – business owner, sales leader, proposal manager, marketing, human resources, delivery managers, and operations lead. The workshop works best when decision-makers can discuss strategy and align on direction. However, we’ve also successfully conducted workshops for individual business development teams.
There is no limit. You can have as many or as few employees as you want to attend. Some companies invite only C-level and business unit directors. Others invite their entire team – we’ve conducted workshops with 25+ participants. For smaller companies, three or four participants is typical. All attendees must be employees of your company.
You have a comprehensive roadmap and actionable strategies. Many companies engage RSM Federal for ongoing coaching support to implement learnings, build their federal strategy, and accelerate results. But the workshop stands on its own – you’ll have immediate, applicable value from the two days.
Yes. We conduct workshops onsite at your location or at a location of your choosing. We’ve delivered workshops at corporate offices, colocation facilities, and as part of corporate offsites. And yes, we’ve gladly supported companies hosting workshops in challenging locations like Key West, Florida; Cancun, Mexico; and Las Vegas. However, most are presented at the corporate headquarters. Available for organizations globally.

Still have questions? Reach out to our team

Government Sales Training 101

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2 Ways To Get Started

Learn on Your Own?

Federal Sales Training Center

Start with the Federal Sales Training Center. We teach you everything you need to win government contracts. The most comprehensive and award-winning platform in the market – featuring basic and advanced training, step-by-step guides, templates, and proven strategies covering who buys what you sell, marketing, business development, teaming, proposals, and corporate operations. Thousands of companies have started with the Federal Sales Training Center.
  • 90% of our clients win using these strategies!
  • For ANY size company - from startup to Fortune 500!
  • Get proven tactics that actually WIN contracts!
  • Know what the government wants and WIN with confidence!
  • Build competitive advantage that makes you stand out!
  • PLUS the GovCon Vault: 200+ templates & strategies!
Get Access Now - $199/mo

Ready to Win Faster?

Inner Circle 

Inner Circle skips the waiting. You get total access to the Federal Sales Training Center PLUS weekly live coaching sessions from the RSM Federal leadership team – the same team that has helped companies win billions in federal contracts. You’re not learning alone – you’re working alongside our coaches and other companies that are winning government contracts today. Most companies see results in 3 to 6 months.
  • Weekly coaching calls with the team behind $14B in wins!
  • Get answers to YOUR questions in real-time!
  • Never struggle alone - we're here every week!
  • Network with peers who are winning contracts today!
  • Navigate challenges with direct expert support!
  • See results in 3-6 months with guided acceleration!
Join Inner Circle Today - $249/mo