Experience

At Earnest Consulting Group (ECG), we are government sales experts who focus on business first. Winning government contracts is not about chasing RFPs. It is about having the right strategy, positioning, and execution plan.

Built in the Federal Market

We began our journey in the federal market in 2004 when we founded Ambulatory Care Solutions. Over the next eight years, the company secured nine federal contracts totaling more than $80 million. One of those became the largest contract of its kind in the country at the time, based in South Bend, Indiana.

Scaled Inside a Fortune 100 Environment

In 2013, a prominent Fortune 100 company acquired ACS. During the integration, Rich helped lead the transition into a Fortune 100 enterprise and stood up 12 new operations. Between 2013 and 2015, he also helped secure more than $110 million in additional federal contracts.

From Contractor to Coach

After exiting the business, Rich shifted his focus to coaching and advisory work. For more than 20 years, he has operated in the federal market as a business owner, executive leader, and nationally recognized speaker. Today, he helps companies build practical, sales driven government strategies centered on positioning, disciplined pipeline development, and consistent execution. The emphasis remains clear: not proposals written in isolation and not paperwork exercises, but structured action that produces results.

National Impact Through RSM Federal

Rich serves as a top coach with RSM Federal and works alongside a nationally recognized team. Together, that team has trained more than 25,000 companies and helped them win over $14.6 billion in government contracts. Since earning his RSM Certified Government Sales Coach designation in 2022, he has delivered dozens of workshops, webinars, and keynotes for organizations including the National Veterans Small Business Coalition, National 8(a) Association, Society of Military Engineers, HUBZone Contractors National Council, the D’Aniello Institute for Veterans and Military Families, and others across the country.

Recognized for Results

RSM Federal named Rich Diamond Level Coach of the Year in 2025. The organization awards this distinction to the top coach based on revenue performance and client satisfaction.

Government Sales Is a Sales Process

At ECG, government sales are never treated as a compliance function. Instead, it operates as a disciplined sales process. We help companies stop bidding blindly and start selling strategically, focusing on agencies that already buy what they sell and executing a clear plan to win.