I just submitted my very first proposal to the State of Florida—and I have to admit, I didn’t think I stood a chance.

This wasn’t some minor RFP. Florida is recompeting its Management Consulting Services Consolidated Schedule, and I chose to compete in Service Category 4: Executive Leadership Development and Customized Training—one of nine powerful categories, all dominated by big-name firms with deep pockets and armies of employees.

But here I am. A veteran, a founder, a team of one, pushing through multiple websites, platforms, registrations, certifications, documents, file formats, and yes—those relentless character count limits—just to be considered viable. To even get a seat at the table.

And I made it.

It was not easy. The process was time-consuming, mentally exhausting, and filled with moments of doubt. But it was also one of the best learning experiences I’ve had as a business owner.

And here’s what I want other small businesses—especially my fellow Veteran-Owned Small Businesses (VOSBs) and Service-Disabled Veteran-Owned Small Businesses (SDVOSBs)—to know:

If you don’t try, you can’t win.

The State of Florida spent over $82 million on management consulting services last year alone. That’s not just a number—it’s an opportunity. One that we, as small, capable, values-driven businesses, can pursue. If you have the right NAICS codes, the right mindset, and the willingness to navigate the process, there’s a real path forward.

Yes, the back-office requirements are real. But compared to the federal government, the state-level procurement process is far more accessible. You don’t need a team of ten compliance officers. You just need to be intentional, organized, and committed to understanding the rules of the game.

I don’t know if I’ll win this one. But I do know this:

• I now understand how the process works.
• I can replicate and refine my submission.
• I’ve proven to myself—and maybe to others—that I belong at the table.
• And I’m ready to bring in some of the most mission-driven leaders I know to serve with excellence.

To anyone else out there feeling like a one-person army going up against giants: keep going.

The journey matters. The learning is real. And your impact—when your moment comes—will be undeniable.