Executive Coaching & Consulting

The Art and Science of Government Sales

Executive Coaching Services

Are You Ready? 

Getting government contracts requires education, training, tactics and strategies, and a solid sales action plan. Getting government contracts is making sure that you target the right government agencies, properly communicate your value, and understand the intricacies of the government procurement process.

Whether you need a second opinion, insights on how to market to a specific agency, or assistance in developing a tailored marketing and sales strategy, RSM Federal’s mission is to educate you on the market, improve your engagement, help you take advantage of qualified opportunities, and win federal government contracts. 

RSM Federal has a highly successful and proven track-record of helping small, mid-sized, and large companies influence government procurements. Nationally recognized, we have a wide range of award-winning resources, programs, and services. Whether you are an entrepreneur, a small business, or a $500 Million corporation, we have the expertise to help you grow your business.

 

Most Valuable Coaching Engagement We’ve Ever Had

We Learned More in TWO Days with RSM Federal than years with other well-respected and well-known experts. Joshua Frank and his team at RSM Federal are the real deal. If you want to win more government contracts, RSM Federal is the best I’ve ever seen.”  Click here for more testimonials
Stephanie Parson, President, Crowned Grace International

3 Coaching Tracks

RSM Federal provides three tracks for coaching and consulting services. They are Advisor, FastTrack, and GovCon PRIME. Whether you are new to government sales, a small or large business that wants to accelerate revenue, or you want dedicated support for your entire sales team, our team is ready to help you accelerate your objectives.

Please note: Every coaching engagement is unique and tailored specifically for your company; in addition to the products or services you sell. The descriptions of the tracks below are examples of how our coaching team commonly facilitates an engagement. Clients will work with their coach to determine their priorities as well as what tactics and strategies are most appropriate to accomplish your goals.

Federal Access Advisor (Entry-Level Track) – $895 / Mo

Advisor provides executive coaching to established companies that are new to government contracting (first 1 to 3 years) or new to owning a business. This is a self-driven program. You have questions, your Advisor coach answers, provides context, and recommended strategy. The focus of this track is on the fundamentals of running a government contracting business.

 

This Program covers:

  • The fundamentals of government contracting

  • The basics of business ownership

  • Assistance with goal setting and strategic planning

Includes:

  • Monthly coaching session

  • 24 hour email support

  • Up to 2x Federal Access accounts

No contract. Advisor is month to month.

FastTrack (Executive Track) – $2,495 / Mo

FastTrack is designed for companies that are ready to take an aggressive approach to growing their government contracting business. FastTrack clients don’t want to take years to “figure it out.” They want to master the “Art and Science of Government Sales” in six to twelve months. This coaching track starts with a deep-dive assessment of your business. Prior to your first call, we will conduct a comprehensive review of your company so that your coach understands your business. The onboarding process includes researching acquisition data to validate your top buyers. Your coach will also review your corporate materials to include capability statement, proposal submissions, marketing collateral, and your website.

 

This program covers:

  • Building a strategic sales plan with actionable and deliberate outcomes

  • Execution of your strategic plan

  • Facilitating how to best communicate the value you provide

  • Facilitating tactics and strategies to differentiate and achieve competitive advantage

  • Time-management and prioritization of weekly and monthly requirements

Includes:

  • 2 coaching session per month

  • 12 hour email support

  • Emergency Phone Support

  • Quarterly KPI development and review

  • Up to 4x Federal Access accounts

6 month engagement

PRIME (Management Consultant Track) – $4,995 to $8,995 / Mo

GovCon PRIME is comprehensive and time-intensive. Ideal candidates are large corporations or highly aggressive mid-sized companies with rock-solid business operations. PRIME clients are already having success in the commercial or federal markets, but have plateaued and require fresh guidance and support. Over the past 12 months, RSM Federal has worked with half a dozen Fortune corporations with an emphasis on Value-Mapping to more strongly communicate past performance and value; and strengthening the sales process by shifting corporate and subsidiary business development from a focus on acquisition phase to pre-acquisition phase with application of new tactics and strategies.   

 

GovCon PRIME provides the most comprehensive and time intensive level of support with maximum access to your principal consultant.

 

Includes:

  • 3 x Monthly strategy / coaching sessions
  • 6 hour email support
  • Emergency phone support
  • Quarterly strategic planning sessions
  • Monthly KPI development, tracking, and review
  • Monthly pipeline deep-dive review
  • Proposal Red-Team (1 x month)
  • Freedom of Information Act (FOIA) support
  • Up to 4x User accounts – Federal Access accounts

6 – 12 month engagement

Strategies to Win Federal Government Contracts 

What makes RSM Federal unique is that you get every resource that we offer when we provide coaching and consulting services. You automatically receive The Government Sales Manual, access to the award-winning Federal Acess Knowledge-Base, and every template and step-by-step strategy you need to accelerate and win federal government contracts. You will have complete and total access to every resource we have at no additional cost.

 

Most companies can communicate and market the capabilities of their products or services. Fewer companies are able to communicate value. Only a small percentage can map their value with their customer’s challenges, requirements, and objectives. If you currently support or want to sell to the Department of Defense, State and Local, or Federal Agencies, standing out from the thousands of other businesses is a process more critical than the products you sell or the services you provide.

 

Significant, Effective, and Proven Concepts & Strategies

Ask any of our Clients and they will tell you they are successful because of how RSM Federal integrates advanced-level training and strategies into every product, program, and service. When we are asked, “What is the most important thing we can do to win government contracts?” The answer is:

  • The ability to communicate the value of what you sell
  • How to differentiate from the competition
  • How to position your past performance / past contracts
  • 80% focus during pre-acquisition
  • Collecting information and intelligence to be more competitive; and
  • Techniques and step-by-step strategies to influence the acquisition

How to get government contracts - RSM Federal