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Strategic Thinking: How to Find RFPs, Connect With Buyers, and Other Opportunities as a Small B2B Business

Leanne Strickler
Published March 17, 2023


As a small business, you know you need more buyers and opportunities to continue growing. The challenge is: how do you go about making those connections? After all, it can be hard enough just to find the right people in the first place, let alone get their attention and turn them into paying customers.

The good news is that there are several strategies you can use to find buyers, find RFPs, increase your visibility, and identify new opportunities in the B2B space. In this article, we’ll walk you through some of the most effective tactics for finding RFPs, connecting with buyers and other stakeholders, as well as how to position yourself as an attractive partner for larger companies. By the time you’re done reading this piece, you’ll have the tools and knowledge needed to take your small business’s growth to the next level.

Identify Your Buyers’ Needs

In any line of business, your buyers’ needs should be your number one priority. As a small B2B business, understanding what potential buyers are looking for allows you to tailor your services specifically to their wants and needs.

The first step to identify your buyers’ needs is to research what they want and need from the products and services you offer. An effective way to do this is by searching relevant blogs, forums, or industry-specific websites for trends and customer feedback. You can also ask existing customers what their pain points are in relation to your services.

Another great way to dig deeper is by attending industry-relevant events or webinars where you can get up close with potential buyers. This will give you valuable insights into the types of businesses they represent, what they are looking for in terms of services or product offerings, and how they prefer being contacted. This will help you tailor your pitch to make sure it resonates with them every time.

Use Your Network to Generate Leads and Referrals

You already know that your network is one of the most powerful tools in your arsenal. But did you know that it can also be a powerful source of new business opportunities? Building relationships with colleagues, partners, and even prospective customers can be a great way to uncover value and leads.

Here are some tips for using your network to find buyers:

By leveraging your existing relationships and connecting with decision-makers, you can open up a world of opportunities as a small B2B business. The key is to stay consistent and persistent when looking for new buyers.

Utilize Online Platforms to Find RFPs and Opportunities

One great way to discover new buyers and opportunities as a small B2B business is to utilize online platforms. With SupplierGATEWAY’s Premium Supplier Platform, you can easily connect with buyers from some of the world’s biggest companies like Target, The NBA, LVMH, and Home Depot.

Our platform eliminates the time-consuming prospecting process and makes it simple to find potential clients and opportunities that fit your business model. With our platform you can:

Expand Your Reach With Advertising and Promotions

Advertising and promotions are great ways to expand your reach. When you advertise, you showcase the unique value of your services and products to potential prospects. And when you promote your small business, you gain visibility and generate more leads for your offerings.

But how do you know what kind of promotion will bring in the best leads?

Try a mix of advertising and promotions

When it comes to getting new B2B buyers, there’s no one-size-fits-all answer— try different strategies to see what works best for your business. Some tactics you could try are:

No matter which tactics you choose, creating a well-thought-out advertising and promotions plan will help ensure that you reach the widest possible audience—and garner more B2B buyers.

Leverage Social Media to Connect With Buyers

Social media has become an important tool to connect with potential buyers and create meaningful relationships with them. With a simple search on the platform, you’ll be able to find potential buyers, learn more about their likes and interests, and follow them. This allows you to get on their radar and get noticed by them.

When it comes to connecting with buyers on social media, there are some key things to keep in mind:

  1. Keep your profiles updated and well maintained: Ensure that your profile is up-to-date with the latest information about your business. This includes pictures of your products or services, relevant content, and any other details that might be helpful for buyers to make an informed decision.
  2. Join relevant groups: Find groups related to your industry or field of interest and join them. This is a great way of finding and connecting with potential buyers in the same space as you who may be interested in what you have to offer.
  3. Engage thoughtfully: Once you’ve established contact with potential buyers, engage thoughtfully in conversations online so they get a good impression of your business. Respond to comments that they make, give insights into topics related to your industry, and overall make yourself open for communication – this helps in building trust and credibility between yourself as a seller and them as a buyer.
  4. Leverage paid campaigns: If you have the budget for it, leverage social media paid campaigns such as Twitter Ads or Facebook Ads (or other platform-specific campaigns). Using targeted ads can help reach more potential clients than organic traffic alone could do – this means reaching out to more people who may have never heard of your product or services before but might truly benefit from it given

Research Government Portals to Find RFPs and Other Opportunities

Have you ever considered looking for business opportunities on government websites? It may sound intimidating but it’s worth a shot— lots of governments are using digital portals to make it easier for businesses to find out what they have to offer.

You can take advantage of those portals and start finding RFPs (Request for Proposals) and other bids that your small business could participate in. Government bidders usually look for suppliers with specific criteria, so make sure your business is ready to meet the requirements before responding to any RFPs.

Where do you find government portals?

It’s not hard to find government portals— all you have to do is enter the name of your city plus some keywords like “government bids”, “RFPs”, or “vendor opportunities”. 

At the end of the day, thinking strategically will help you gain more business as a small B2B. You need to know where and how to look for opportunities, but when done right, you can bring amazing results.


As a small B2B business, it’s critical to stay ahead of the competition by staying connected to new buyers and understanding how to find RFPs. Doing so will open up more opportunities to secure new leads and win more sales.

Fortunately, there are strategies and tools to help you succeed. From utilizing data to monitoring keywords to leveraging technology to simplify the process, there are many ways to help you identify and pursue the right customers.

By implementing an effective strategy for finding RFPs and connecting with buyers, you’ll be able to create a successful small B2B business and stay ahead of the competition. With the right tools and knowledge, you can find the buyers and opportunities you need to take your small B2B business to the next level.