Annette Gray MBA, DBA Candidate, Lean Six Sigma, DISC Certified

I attribute my success to having a higher risk tolerance than most people and being willing to embrace that uncertainty. I'm not married and don't have children, so at the end of the day, I really only have to be responsible for me - that gives me freedom to take chances. I think what's kept me going as an entrepreneur for over 25 years is my ability to be flexible and fluid. I don't hold on too tight to what the original dream or concept is. If you asked me how many times I've changed or evolved the organization to reflect the marketplace or the needs of the marketplace, most people's heads would just spin around. A lot of entrepreneurs fail because they become too emotionally attached to a single idea, like it's their lifelong dream, and they can't pivot when they need to. But if you're looking to grow concepts and lead, you can't be that emotionally tied to what you're doing. You have to be willing to see opportunities, make changes, and practice strong change management. I also think my willingness to work hard and my ability to see needs in the marketplace have been crucial. And honestly, the fact that I actually like what I do - I'm able to leverage my experience across so many different jobs and industries to help organizations and people now - that makes a huge difference in sustaining this work over the long term.

I encourage young women to do an honest self-evaluation and really understand their level of risk tolerance. You need to ask yourself what you're willing to risk - are you willing to take an equity line out on your home, use some of your 401K money, or bootstrap? Because if you're not even willing to do that, then entrepreneurship might not be for you. I also tell young women to remain flexible as opportunities and industries evolve. Don't be afraid to adapt and pivot. It's okay if your path changes from the original plan - in fact, that's often necessary for success. I tell young people all the time that like 90 percent of people don't do what they majored in in college, so it's important to learn a variety of skills when you're younger because you never know where your path is going to take you. Being a one-trick pony prevents you from being flexible and taking advantage of opportunities. And particularly for young women, I try to impart the confidence, the skill, and the ability to be in rooms that are not traditionally female. A lot of times in my career, I was the only female and the only Black female in the room, and I want to help young women develop the courage to navigate those spaces. Make sure the business you're starting solves a real need or problem in the marketplace, not just something you've done before or something that's already saturated. And do a quick emotional intelligence check - business is about relationships, so you need to be able to manage your own emotions, your own risk, and build strong relationships with others.

Right now we're in a very challenging time where a lot of people are losing their jobs, whether it's in the private sector, government agencies, or elsewhere. This creates both challenges and opportunities for entrepreneurship. One of the biggest challenges I see is that people don't properly evaluate whether they're suited for entrepreneurship - they need to understand their risk tolerance and be willing to invest their own resources, because grants and loans to start businesses don't really exist anymore. Another major challenge is that entrepreneurs often become too emotionally attached to one specific idea or vision, and they hold on to their businesses long after they should have let them go or modified them to reflect changes in the marketplace. But I also see tremendous opportunities right now for people who are adaptable and willing to evolve. The key is being able to see needs in the marketplace and having strong change management skills. If you can remain flexible, work hard, and not be a one-trick pony, there are real opportunities to build something sustainable. The marketplace is always changing, and those who can pivot and take advantage of new opportunities rather than sticking rigidly to their original plan are the ones who will succeed. I work with the SBA and they send me people who are looking to start their businesses, so I'm seeing firsthand how important it is for new entrepreneurs to honestly assess themselves and understand what it really takes to make it in this environment.

The values that drive everything I do are resilience, independence, and the ability to create opportunities for others while encouraging self-sufficiency. Growing up in the foster care system deeply shaped my perspective on survival, strategic planning, and what it means to empower yourself and others. That experience informs quite a bit of how I approach my work today. I value hard work and grit - the willingness to put in the effort even when things are uncertain. I also deeply value flexibility and adaptability, because I believe successful people and organizations can't be too rigid or emotionally attached to one path. Change management is crucial. On a personal level, my nonprofit work feeds my soul in a way that my for-profit business doesn't, and I think that balance is really important. Very few jobs or businesses actually feed your soul, so I realized early on that I needed both in my life - the for-profit work that sustains me financially and the nonprofit work that fulfills my deeper purpose. I'm passionate about helping young people, especially those from underserved communities, develop entrepreneurial traits, leadership skills, and the confidence to succeed independently. I want them to learn that it's okay if their path isn't straightforward, that they can be flexible and take advantage of opportunities even when things don't go according to plan. At the core, I value creating systems and opportunities that empower people to be responsible for themselves and build their own success.