In the world of government contracting, visibility is everything – but for small businesses, gaining access to the right people can feel like an uphill battle. That’s where Reverse Trade Shows change the game. These events are not just networking opportunities – they’re strategic growth accelerators designed to put your business directly in front of decision-makers.

In 2024, the federal government spent over $760 billion on contracts for goods and services. Of that amount, nearly $163 billion was awarded to small businesses, surpassing the government’s small business contracting goal for the year. This highlights a massive opportunity for small businesses that are prepared and visible in the marketplace. Events such as Reverse Trade Shows are a powerful way to tap into this potential by making the right connections and positioning your business for success.

What is a Reverse Trade Show?

Unlike traditional trade shows where businesses set up booths and hope buyers stop by, a Reverse Trade Show flips the script. Instead of vendors setting up booths and hoping buyers stop by, government agencies and prime contractors are the ones behind the tables. You – the small business – rotate through, meeting directly with buyers who are actively seeking qualified suppliers.

Why Reverse Trade Shows Are a Must-Attend for Small Businesses

Reverse Trade Shows reduce the need for cold calls, unanswered emails, and endless networking struggles by bringing businesses face-to-face with decision-makers

in a structured setting. These types of events also help small businesses establish a foothold with a larger agency or prime contractor, potentially accelerating the relationship-building process.

Unlike general networking events, attendees of a Reverse Trade Show share the same goal: to connect buyers with capable suppliers. This means conversations need to be more focused, which will, in turn, help small businesses find a strong match for their services.

Attending a Reverse Trade Show isn’t just about pitching your business – it’s also about gathering valuable information. Attendees gain insight into upcoming contracting opportunities, industry trends, and the specific procurement needs of agencies, allowing businesses to tailor their strategies.

By meeting with potential buyers face-to-face, you can build trust in a way that emails and phone calls cannot. When you engage directly with decision-makers, you establish a personal relationship that can set you apart from competitors. 

To make the most of your time during a Reverse Trade Show, it’s essential to come prepared, make a strong impression, and follow up effectively. Here’s how you can maximize your time and be successful at a Reverse Trade Show.

How to Maximize Your Impact

Attending a Reverse Trade Show is a great opportunity to show government agencies and prime contractors why they should partner with you. Still, preparation is key to making a lasting impression. Here’s how you can maximize your experience:

• Do your Research: Know which agencies or primes will be attending and understand their contracting needs. The procurement and contracting areas of agency websites are a good place to start.
• Perfect your Pitch: Be ready with a concise and compelling capabilities statement that highlights your strengths.
• Bring the Right Materials: Have business cards and copies of your Capabilities Statement, which also detail any certifications and/or licenses you hold.
• Follow-up: The event is just the beginning – send follow-up emails to keep the conversation going and reinforce connections.

Join Us and Make Connections to Grow Your Business

If you’re ready to enter the government contracting marketplace, join the Florida APEX Accelerator and Florida SBDC Network at the 2025 Small Business Success Summit and Reverse Trade Show. At the Reverse Trade Show, you will have the opportunity to meet with government agencies and prime contractors at the federal, state, and local levels, all of whom are ready to explore potential opportunities and partnerships. The Summit will feature keynote speakers, breakout sessions, and networking opportunities that allow businesses to walk away with strategies and connections to help further their business goals. The Reverse Trade Show is a special opportunity available to Summit registrants. To attend the Reverse Trade Show, you must be registered for the Small Business Success Summit.

Take a step in the right direction to creating opportunities – invest in yourself, and watch your business thrive!

The 2025 Small Business Success Summit will be held on August 18-19 in Tampa at the Grand Hyatt Tampa Bay. Be sure to register for the Reverse Trade Show, August 18 from 9:00 AM to Noon. Learn more about this year’s event and register at https://floridasbdc.org/success_summit.