The RSM Federal Sales Training Center

Exclusive Sales Training & Resources for Government Contractors

The Federal Sales Training Center helps companies to win government contracts. Whether you’re brand new to federal sales or you’ve been trying for several years without success, this is where you learn what works – and where $14 billion in client wins proves it.

Inside, you’ll find the tools, templates, and training that have helped 25,000+ companies win contracts with federal agencies and the Department of Defense. No generic advice. No theory. Just proven methods that teach you how to sell to the government from start to finish.

If you’re serious about winning government contracts, the Federal Sales Training Center is where you learn, take action, and win.

What Companies Struggle With

Industry research shows that most companies struggle in federal contracting not because their products or services aren’t good enough, but because they don’t understand how government buying works. Without this knowledge, companies face five big obstacles:

Finding the Right Opportunities

Companies waste time chasing contracts they can’t win instead of focusing on opportunities where they have real advantages

Cost

Many small businesses can’t afford to hire business coaches or sales consultants that specialize in government sales.

Confusion

Hundreds of different websites, resources, and organizations give you conflicting advice about how to win government contracts.

No Clear Strategy

Companies try everything hoping something works instead of following a proven plan that actually wins contracts.

Wrong Marketing Approach

Most companies talk about what they sell instead of explaining how they help the government achieve outcomes.

The Federal Sales Training Center fixes these problems by giving you clear strategies, proven methods, and practical tools you can use right away.

What's Inside the Training Center?

Exclusive Training, Tools, Templates, and Strategies for Success

The Federal Sales Training Center is the most complete government sales training available – designed to teach you how federal buying works and help you to consistently win government contracts. Access the training on desktop, tablet, or mobile.

This isn’t a basic resource library. This is a complete training system that gives you 100% of the tactics, strategies, tools, and templates you need to compete successfully. Every lesson is organized by topic, and each one focuses on teaching you how to show value – not just list your capabilities. Every lesson includes a training video and a resource section for templates and strategy guides.

RSM Federal built the Federal Sales Training Center to change how government sales training works. While other companies offer scattered advice or basic templates, we teach you everything: how to find opportunities, build relationships, plan your approach, and win contracts.

The Training Center uses a simple three-phase system. Each phase walks you step-by-step through the strategies, tools, and action plans that successful government contractors use to build their pipeline and grow revenue.

Each phase includes structured lessons with tools, templates, and real examples you can use immediately. You’ll get access to the same resources that have helped our clients win billions in federal contracts.

The Federal Sales Training Center gives you a clear path forward – so you can move faster, compete smarter, and win more contracts.

Why RSM Federal Training Gets Different Results

We Teach Strategy, Not Recycled Generic Content

Most training teaches you how to respond to opportunities after you find them. We teach you how to get involved early – before requirements are finalized, before RFPs are released, and before the competition is locked in. Industry research shows that 40-80% of buying decisions are made before proposals are even submitted. By the time opportunities go public, preferred vendors are often already identified. We teach you how to get involved early and influence the outcome.

Real Experts with Proven Track Records, Not Entry-Level Consultants

The instructors in the Federal Sales Training Center aren’t just trainers – they’re Master Coaches with a minimum of 20 years in the federal market. Every instructor is an award-winning, best-selling author whose books are used as college textbooks. You’re learning from the experts who literally wrote the books on government sales.

We Fix the Real Problem

Low win rates aren’t caused by bad proposals. They’re caused by getting involved too late, chasing the wrong opportunities, and not having relationships with the right people. We teach the complete government sales process – from finding opportunities to building relationships to winning contracts.

We Teach Everything Together, Not Separate Skills

Our training focuses on government buying behavior and sales strategy – skills that apply regardless of what you sell. Winning federal contracts requires multiple skills working together: finding opportunities, building relationships, planning your approach, beating competitors, teaming with other companies, and writing strong bids and proposals. We teach the complete system, not just disconnected pieces.

We Give You Proven Methods, Not Generic Advice

Every lesson is built from real government contracts, actual wins, and documented results. Our methods work in today’s market – proven through $14 billion in client wins over the past 10 years.

We Measure Success by Your Wins, Not How Much Training You Get

Training success isn’t measured by how many courses you finish – it’s measured by whether you start winning more contracts. Our methods are proven by billions in client wins, showing that what we teach actually works.

Industry-Recognized Excellence, Not Marketing Hype

RSM Federal has been honored with national awards including: SBA recognition (2016), Society of American Military Engineers Advocate of the Year (2017), Thompson Street Capital Partners Lifetime Achievement (2021), Small Business Monthly Top Business Advisor (2022), National Veteran Small Business Coalition Advocate of the Year (2023), and National Podcast Award (2025). Industry recognition proves our training works.

The Three-Phase Training System

Inside the Training Center, you’ll work through three phases with more than 70 expert videos designed to teach you every skill you need to win government governments. Learn at your own pace – complete the training in 90 days or spread it across a full year. You control the pace. No travel required. No expensive multi-day workshops. Learn from anywhere.

PHASE 1 : FOUNDATION

Building Your Base Knowledge

This phase teaches you the basics you need for long-term success. You’ll learn how government agencies buy, what drives their decisions, and how to position your business so they notice you and trust you.

Foundation includes three main topics and ten lessons:

Introduction to Government Sales

Learn how the federal market works, how agencies make buying decisions, the critical importance of contract vehicles including IDIQ, GWAC, BPA, and other indefinite delivery vehicles (IDV), how the process flows, and what you need to get started. Understand how selling to government is different from selling to businesses.

Getting Your Business Ready

Set up your business to compete with the right registrations including SAM.gov, certifications, GSA Schedules, and systems. Learn about small business programs, set-aside contracts, and how to use your business type to your advantage.

Market Research

Learn how to find out who buys what you sell, how much they buy, and how often they buy it. Master the tools for tracking opportunities, analyzing spending patterns, and targeting agencies most likely to need your solutions.

Access 50+ related resources in the GovCon Vault

PHASE 2 : MARKETING & STRATEGY

Setting Yourself Apart from Competitors

After you build your foundation, you move into marketing and strategy. This is where you learn how to stand out, build strong partnerships, and create a sales plan that gets results.

Marketing and Strategy includes three main topics and seventeen lessons:

Marketing & Showing Your Value

Learn how to position your company as a trusted partner by clearly explaining what value you bring to government buyers. Create capability statements, marketing presentations, and messages that show how you help accomplish missions and achieve outcomes – not just what you do. Master competitive positioning strategies that differentiate you from competitors.

Teaming

Learn how to find, evaluate, and approach potential partners. Build win-win relationships that expand what you can do. Understand when to be the prime, when to be a subcontractor, and how to structure partnerships that make you more competitive.

Build Your Government Sales Plan

Create a clear, action-focused sales plan that matches your goals, target agencies, and resources. Learn to focus your time where it matters most – on opportunities where you have the best chance to win.

Access 60+ related resources in the GovCon Vault

PHASE 3 : EXECUTION & CAPTURE PLANNING

Turning Your Plan into Contract Wins

This is where it all comes together. You’ll use what you’ve learned to actively go after, price, and win government contracts. Execution focuses on the skills and processes that drive consistent results and turn opportunities into revenue.

Execution includes three main topics and twenty-three lessons:

Finding Opportunities, Business Development, & Building Relationships

Learn how to find and qualify the right buyers before opportunities are posted publicly. Build relationships that give you early visibility into requirements, budget plans, and technical approaches. Learn the habits that keep your pipeline full all year.

Pricing, Bids & Proposals

Master capture planning strategies and how to create competitive, compliant, and compelling bids and proposals. Learn how to price your products and services for government contracts, structure your responses clearly, and show value that wins.

How Government Picks Winners & Awards Contracts

Understand how government evaluates proposals and awards contracts so you can move through the process confidently. Learn how to address concerns, strengthen your position during discussions, and close the deal.

Access 100+ related resources in the GovCon Vault

The GovCon Vault

Your Complete Library of Government Sales Tools

Every lesson includes a video that shows you exactly how to use what you’re learning. Each lesson also includes the templates, tools, and guides you need to take action right away – all stored in The GovCon Vault.

The GovCon Vault is more than just a place to store training materials. It has every tool, tactic, template, and strategy used by the companies we coach – with powerful search that helps you find exactly what you need, when you need it.

Your membership includes full access to:

100+ Strategy Guides

Detailed step-by-step guides covering everything about government sales. Learn how to position yourself, stand out from competitors, and show your competitive advantage for marketing, prospecting, sales, teaming, proposals, and company operations.

100+ GovCon Templates

Capability statements, marketing presentations, bid/no-bid calculators, graphics packs, pricing models, proposal templates, executive summaries, past performance write-ups, teaming agreements, and much more! Ready to customize and use.

100+ On-Demand Training Videos100+ GovCon Templates

More than 40 hours of high-quality training sessions to accelerate your company and win government contracts. Covers basic to advanced strategies, tactics, market updates, and best practices.

Proven Methodologies and Proprietary Tools

Built on RSM Federal’s Realignment Solution Methodology (RSM), our proven execution framework that doubles contractor success rates and cuts time to first win from 24 months to 6-12 months. Our training teaches you how to apply proven tactics and strategies. Access our proprietary methodologies including: the 45-Second Sales Pitch; Ghosting Framework to Influence Acquisitions; the Sales Pyramid Framework for Government Sales; the Teaming Triangle Framework for Past Performance Evaluation; and the Pipeline Calculator Decision Support Tool (DST).

Member Services

All Training Center members get access to our support center with 2 email requests per month. Inner Circle members get unlimited email support and weekly live coaching sessions.

People Are Talking

Clients have won contracts across all major agencies including DoD, Homeland Security, GSA, Veterans Affairs, Treasury, Energy, Commerce, USDA, and HHS.

We have expanded our government footprint and won more than $30 million in government contracts thanks to the RSM Federal Sales Training Center.

Cheryl Leader

President – Datrose – Webster, NY

RSM Federal’s expert guidance helped us win two (2) multi-million-dollar IDIQ’s with the VA. Our entire business model is based on RSM Federal tactics and strategies.

John Diluna

Co-Founder – Technical Assent – Washington, D.C.

We have been working with the RSM Federal team for more than 5 years now. We can’t imagine not having them in our corner. We won our first 13 contracts because of RSM Federal’s tactics and strategies.

Morgan Clayton

President – Tel-Tec Security Systems – Bakersfield, CA

Not all business coaches and consultants are the same! We learned more in two days with RSM Federal than years with other well-respected and well-known experts. If you want to win government contracts, RSM Federal is the best I’ve ever seen

Dr. Stephanie Parson

President – Crowned Grace International – Lanham, MD

RSM Federal’s training, tools, and step-by-step strategies helped us win 7 contracts worth $150 million in federal and Defense contracts. Our success is a direct result of the awesome training and coaching we received. We could not have done any of this without RSM Federal’s expert support

Claye Greene

Chief Executive Officer – Technology Blue – Pittsburgh, PA

First time I met the RSM Federal team was on a webinar on tactics and strategies for bidding on DLA’s Internet Bid Board System. It was and has been the best training on DLA DIBBS that I’ve ever seen. RSM Federal’s tactics and strategies in the Federal Sales Trainning Center provide actionable steps and the information is priceless! These strategies made working with DLA much less intimidating and helped us win contracts as a result. Highly recommend RSM Federal!

Patricia Arauz-Corrow

General Manager – Quest Power International – Orlando

Value-Mapping, a core methodology in the Federal Sales Training Center, was shock therapy for me! Some of the best training I’ve had in a long time. Thank you from the bottom of my heart.

Jan Swider

Managing Director – Cogoto – Simi Valley, CA

Highly Recommend! If you are looking for a single resource that answers your questions on how to effectively sell to the Federal Market – take advantage of the Federal Sales Training Center. I only wish that I had been introduced to RSM two years ago. The Training Center is like nothing you’ve ever seen

Sandi Hubert

President – Elite IT Services – St. Louis, MO

Is The Training Center Right For You?

Training Alone Doesn't Win Contracts

We’re direct about this: just taking training doesn’t win contracts. Success requires applying what you learn, adapting it to your situation, and taking consistent action. Our job is to give you the methods, tools, and insights that make your actions more effective.

New Federal Contractors

If you’re entering the federal market, starting with the right foundation saves you years of wasted time and money. We teach you the complete government sales method from the beginning, so you build skills correctly instead of learning through expensive mistakes.

Companies Struggling After 1-3 Years

If you’ve been chasing federal opportunities without consistent wins, the problem isn’t effort – it’s approach. Our training identifies what’s missing in your strategy and builds the skills that improve your win rate.

Established Companies That Have Plateaued

Experienced contractors can skip Foundation and start with Strategy phase. We have dozens of clients using the Training Center with annual revenue between $10 and $50 million. Our advanced strategies are used to train the sales teams for these companies.

Prime Contractors & Subcontractors

Whether you want to be the prime or work as a subcontractor, our methods work for both. We teach both paths and help you decide which approach works best based on what you can do and your market position.

Works for All Industries

Our training works whether you’re IT, professional services, manufacturing, construction, healthcare, R&D, logistics, and more. The sales strategies we teach work across all industries targeting federal and Defense contracts.

Available Everywhere

Companies worldwide and across all 50 states use our training to enter and succeed in U.S. federal contracting. Where you’re located doesn’t determine success – how you sell does.

Our Training Philosophy

Set Realistic Expectations

Federal contracting is competitive. Not every company will win every opportunity. What we teach increases your chances of success by building real advantages – but it requires commitment to use what you learn and persistence through the learning process.

Start Now, Improve as You Go

The fastest way to win isn’t waiting until you know everything – it’s starting with solid basics and getting better based on real experience. Our training provides those basics, and your experience creates the learning that drives continuous improvement.

The Federal Sales Training Center Difference

We built this training center because we saw companies failing in federal contracting even though their products and services were good enough. The problem wasn’t what they were selling – it was how they were selling to government.

Every lesson we teach, every method we provide, and every strategy we share comes from 35 years’ experience and having trained more than 25,000 companies. We don’t guess about what works. We teach what has proven effective across $14 billion in client wins.

While competitors offer generic federal contracting advice or basic training, we teach complete government sales methods that cover everything – from getting started to winning consistently.

This is where struggling contractors become consistent winners. This is where skills meet strategy. This is where your approach to federal contracting transforms.

To show you the value in the Federal Sales Training Center, you can access the platform to explore what it covers and how it works – without registering. We don’t need to hide our training platform. If you want to see the training center and every resource in the GovCon Vault, click below.

Ready to transform your approach and start winning consistently?

The Federal Sales Training Center gives you the methods and insights that separate companies that occasionally win from those that win consistently. Your next step is to start learning from training built on $14 billion in proven results.

Frequently Asked Questions About Sales Training

What Is the Federal Sales Training Center?

The Training Center teaches companies how the Department of Defense and federal agencies buy and how to position your company to win contracts. The training center is a learning management system (LMS) that covers the complete sales process – from finding the right opportunities and building relationships to teaming with other companies, capture planning, business development, teaming, pricing strategies, and crafting winning proposals.

What is the GovCon Vault?

The Vault is your all-access library of proven resources for winning in the federal market. Inside, you’ll find 100+ strategy guides, 100+ ready-to-use templates, and over 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.

How long does it take to complete the training?

You control the timeline. Complete the entire training in 90 days if you’re focused and ready to move fast, or take longer 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.

What’s included in the membership?

Join 25,000+ companies that have won $14+ billion in government contracts using the tactics, strategies, templates, tools, and other resources in the Federal Sales Training Center. You get unlimited access to the entire training program (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 help you successfully and consistently win government contracts. 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.

Training Center versus hiring a consultant?

The Federal Sales 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.