Landing a public institution, government agency or major corporation as a customer can be a big coup for your small business—IF you can find and meet with the right people. If you’ve been having difficulty getting your proverbial “foot in the door, the Small Business Administration’s Business Matchmaking program may be exactly what you’ve been looking for.

Presented by SCORE, HP, and other private-sector companies, Business Matchmaking is a series of regional events that bring corporate and government buyers face to face with small business owners. Since the program began in 2003, business owners have landed more than 20,000 one-on-one appointments with key government and corporate officials from hundreds of major corporations and agencies. 

Does Business Matchmaking work? Just ask Donnie McDaniel, owner of an Arlington, Texas-based industrial products distribution business. Frustrated by being unable to bring his small business to the attention of big customers, McDaniel attended a regional Business Matchmaking event.   A single meeting led to a contract potentially worth $1 million in new sales.

“To do business with any large buyer almost takes an act of Congress,” says McDaniel.  “These companies are busy focusing on their core businesses, but they take the time to attend these events to meet with potential vendors in person and that’s a chance we won’t pass up.”

Business Matchmaking doesn’t promise you’ll snag a deal, but it does give you a chance to state your case directly to decision-makers. If you’ve never sold to large corporations or government agencies, this is an excellent starting point. Business Matchmaking levels the field, allowing every small business an equal opportunity to learn about selling to big business, public institutions (like universities) and government entities at local, state and national levels.

If you aren’t sure how to prepare your pitch, Small Business Procurement Workshops held a month in advance of each Business Matching event could help you:

1. Identify potential buyers of your product or services.

2. Write and submit successful proposals.

3. Plan your marketing and sales approach, and line up financing.

Best of all, the workshops and matchmaking events are free! To find a calendar of events and information on how to participate, visit www.businessmatchmaking.com. TIP: With so much valuable information and networking, slots at Business Matchmaking events go fast. If you see an event coming up in your area, sign up early and get ready to bring your small business to the “big time.”