Category Archives: Federal Contracting
Winning Proposals for Veteran-Owned Businesses
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.
Navigating the Turbulent U.S. Federal Contracting Landscape
Introduction
Over the past several months, the U.S. federal contracting landscape has experienced significant turbulence. The implementation of hiring freezes, early retirements, and spending cuts has led to a slowdown in federal spending, leaving many agencies and contractors in a state of uncertainty. Drawing from firsthand insights from leaders within the IRS, USDA, DoD, VA, and other agencies, this post aims to shed light on the current challenges and potential future of federal contracting.
The Immediate Impact: A Contracting Slowdown
The extension of the federal hiring freeze through July 15, 2025, has had a profound effect on agency operations. Agencies are prohibited from filling vacant positions or creating new ones, with limited exceptions for roles related to national security and public safety . This has resulted in delayed contract awards, project cancellations, and a general hesitancy to initiate new solicitations.
For instance, the Department of Veterans Affairs is reviewing nearly $2 billion in contracts, with some terminations already announced . Similarly, the USDA has frozen funding for numerous grant programs, affecting projects that support farmers, small businesses, and food initiatives .
The Domino Effect on Contractors
The ripple effects of these federal actions are being felt across the contracting community. Many professional services contracts are being terminated, and the average sales cycle for federal contracts—often spanning three years—is being disrupted. Companies that have invested significant resources into shaping and pursuing these contracts now face the risk of sunk costs without the prospect of recouping their investments.
Moreover, the uncertainty surrounding the resumption of normal contracting activities has made strategic planning challenging. With leadership across various agencies unaware of when and how spending will restart, contractors are left in a precarious position, balancing the need to maintain readiness with the financial strain of prolonged inactivity.
A Glimmer of Hope: Long-Term Prospects
Despite the current challenges, there are reasons for cautious optimism. Historically, federal contracting has demonstrated resilience, rebounding after periods of austerity. The U.S. government remains the largest customer in the world, and its need for goods and services is enduring. Once the current constraints are lifted, there is potential for a surge in contracting activity to address backlogs and new priorities.
Note: For the most current information on federal contract opportunities and awards, visit SAM.gov.
