Flipping the script: Big buyers make pitches to small businesses

GRAND RAPIDS, Mich. — Small businesses often have to chase opportunities they can’t easily see. Amaad Hardy and Alvin “AJ” Hills IV are trying a different approach: bringing the buyers and more than $1 billion in purchasing power directly to them.

Hardy, a business developer with the city of Grand Rapids’ Office of Equity & Engagement, and Hills, who works on the city’s Equal Business Opportunity program and equity initiatives, are organizing a new event designed to change how those connections happen.

“Our goal was to get over $1 billion of local procurement in one room, and we exceeded that,” Hardy says.

The result is Connect Local GR: A Buyers & Business Exchange, which will bring together public agencies, hospitals, universities, manufacturers, and other large buyers, all seated at tables, while small businesses circulate to learn how to compete for contracts.

The April 2 event at DeVos Place is hosted by the city’s Office of Equity & Engagement in partnership with its purchasing department and ASM Global.

What makes Connect Local GR different is that it inverts the typical vendor fair format, where small businesses pitch themselves in hopes of being noticed.

Instead, buyers will lead the conversations, sharing what they purchase, how vendors can qualify, and what upcoming opportunities may look like.

Explaining the process

“There have been historically separate buyer events across the region, one more private sector and one for the public sector,” Hardy says. “Our goal is to mix the two, make it lively, make it something that folks want to go to, really just to educate the myriad small businesses about what we actually procure and purchase.”

The model focuses on helping businesses discover opportunities, connect with decision-makers, and compete for contracts.

Small businesses often face barriers when trying to work with large institutions, including unclear processes, limited relationships, and difficulty identifying the right contacts.

“While the city has always been in the public procurement space, we wanted to create some connectedness and synergy with private institutions as well,” Hills says. “In the city, we have limited buying opportunities sometimes, and we wanted to create a more cohesive partnership with the private sector that could deploy dollars faster.”

The event brings together a mix of buyers, including city and county departments, health care systems, educational institutions, and private-sector companies, with the aim of making those systems easier to understand.

Among the companies participating are Corewell Health, Gentex, and Meijer.

A key part of the approach is helping businesses build relationships early, before formal requests for proposals are released.

“Lots of times, small businesses engage with bigger systems when they are looking for a direct transaction today,” Hills says. “But we want them to be able to build relationships, learn what people procure, and put more strategy into their engagement.”

Making contacts

At the event, business owners will be able to speak directly with procurement staff and decision-makers

“A lot of the time it’s hard to know who’s the right person to talk to,” Hills says. “At the event, they’ll be able to get directly to the person who’s a decision maker, ask all the good questions, and strategize for future procurement opportunities.”

The event also includes a “Resource Alley,” where support organizations, lenders, and community development financial institutions will offer assistance with certification, capital access, and business development. A panel discussion and a lunch with a local food vendor are also planned.

City officials describe the event as part of a larger effort to strengthen the regional economy by keeping more spending local.

When large institutions source goods and services locally, organizers say, the impact can spread through the economy. It can support job creation, business growth, and stronger supply chains.

The event also supports the city’s Equal Business Opportunity program and a pilot focused on helping small businesses meet bonding requirements.

The event isn’t expected to produce immediate deals.

“Our main goal is just to create the relationships; we are not guaranteeing any kind of contracts out of this event, which is mainly to educate,” Hardy says. “We can’t and won’t promise any contracts, but what we can say is that you can learn what we actually buy and how to actually get into our pipeline.”

Businesses may still face hurdles after the event, including capacity constraints, certification requirements, and the time needed to compete for and win contracts.

“A lot of times in business, especially small businesses, they want things to happen fast, but it’s often about who you know and who knows you,” Hardy says.

Organizers say interest is growing, with hundreds of businesses expected to attend.

“We’re expecting to hit at least 500 or so businesses in attendance, and we know some great things will happen once they get in front of buyers,” Hills says.

The event is free but advance registration, at this link, is encouraged.

Photos provided by Amaad Hardy and Alvin “AJ” Hills IV.