2026 Vendor Forum

Session 1: 10:20 – 11:05

Breakout 1: Selling to Fairfax County

Want to grow your business by selling to Fairfax County? Hear directly from procurement leaders about what it takes to successfully navigate the public-sector purchasing process and position your business for opportunities with one of the region’s largest buyers.

This session will provide practical, real-world guidance on how to prepare your business to compete for Fairfax County contracts. Learn how county procurement works, what buyers look for when evaluating businesses, and how to make sure your company is positioned to take advantage of contracting opportunities.

Procurement leaders will share insights on everything from registration and certifications to responding to solicitations, building relationships, understanding purchasing requirements, and avoiding common mistakes that can prevent businesses from winning work.

Whether you are new to government contracting or looking to expand your existing public-sector business, this is an opportunity to better understand the process, connect with procurement professionals, and learn how to turn your business into a stronger candidate for Fairfax County purchasing opportunities.

Come prepared to learn, ask questions, and build a roadmap for selling to Fairfax County.

Breakout 2: Access to Capital – Enterprise Development Group

Access to capital can be one of the biggest challenges facing small businesses, especially for entrepreneurs who may not qualify for traditional financing or need additional support to grow. Through the Fairfax County Microloan Program, eligible small businesses have access to financing designed to help them strengthen operations, invest in their businesses, and pursue new opportunities.

Enterprise Development Group (EDG) manages the Fairfax County Microloan Program, working directly with local entrepreneurs throughout the lending process. In addition to providing access to capital, EDG offers guidance and support to help business owners better understand their financing options and prepare for long-term success.

The program is designed to provide more than just a loan. It connects Fairfax County entrepreneurs with a lending partner that understands the challenges small businesses face and can help them navigate the financing process.

Whether a business needs working capital, equipment, inventory, or funding to support expansion, the Fairfax County Microloan Program can provide an important source of financing for qualified businesses.

Learn from Enterprise Development Group about how the program works, who may qualify, what lenders look for, and how to prepare a stronger loan application.

If you’re ready to take the next step in growing your business, learn how the Fairfax County Microloan Program can help provide the capital to move your business forward.

Breakout 3: Fairfax CORE

Join Frank Kuhns, Small Business Program Manager with Fairfax County, for a practical breakout session focused on how Fairfax CORE helps connect small businesses with resources, opportunities, and the people who can help business grow.

As part of the Reverse Tradeshow, this session will provide an inside look at Fairfax CORE and the County’s approach to supporting Fairfax County’s small business community. Frank will highlight how businesses can leverage County programs, connect with local business assistance and financing resources, navigate government contracting opportunities, and build relationships that can support long-term growth.

The session will also explore how small businesses can better position themselves to take advantage of opportunities within Fairfax County and the broader regional business ecosystem. Attendees will gain a better understanding of where to find resources, who to connect with, and how to take the next step.

Whether you are a new entrepreneur, an established small business, or a company looking to expand your presence in Fairfax County, this breakout is designed to provide actionable information you can take back to your business.

Come learn about Fairfax CORE, meet the people behind the resources, and discover how Fairfax County can help connect your business to its next opportunity.

Session 2: 11:15am – 12:00pm

Breakout 1: Proposal Writing

Winning contracts often starts with a strong proposal. For small businesses, understanding how to develop a clear, compelling, and competitive proposal can make the difference between simply responding to an opportunity and positioning your business for success.

This session will provide practical guidance on the fundamentals of proposal writing, with a focus on helping small businesses better understand what buyers are looking for and how to effectively communicate their value.

Participants will learn how to read and analyze a solicitation, identify key requirements, organize a response, and clearly demonstrate how their company can meet the buyer’s needs. The session will also cover common proposal-writing challenges, including responding directly to evaluation criteria, developing a compelling approach, highlighting relevant experience, and avoiding common mistakes that can weaken an otherwise strong submission.

Whether you are new to government contracting or have experience responding to solicitations, this breakout will provide actionable strategies you can apply to your next proposal.

Attendees will leave with a better understanding of how to approach proposal development, tell their company’s story, demonstrate their capabilities, and submit more complete and responsive proposals.

Bring your questions and learn practical techniques to help turn contracting opportunities into stronger, more effective proposals.

Breakout 2: Access to Capital

Access to capital can play a critical role in helping small businesses launch, grow, purchase equipment, expand operations, and pursue new opportunities. Join Nirav (Nick) Rajpara, Economic Development Specialist with the Washington Metropolitan Area District Office, Office of Field Operations, U.S. Small Business Administration (SBA), for an informative session on financing resources and the latest SBA updates.

Nick will provide an overview of SBA resources available to small businesses, with a particular focus on manufacturers and the unique financing needs of companies operating in the manufacturing sector. Attendees will learn about current SBA programs, lending resources, and opportunities that may help businesses access the capital they need to invest and grow.

The session will also highlight new updates from the SBA specifically impacting small business manufacturers, providing attendees with an opportunity to better understand changes, resources, and potential opportunities available to their businesses.

Whether you are looking to purchase equipment, increase production capacity, hire employees, manage working capital, or position your business for future growth, this session will provide valuable information directly from an SBA representative.

Come prepared to learn, ask questions, and hear directly from the SBA about resources that can help your small business access capital and prepare for its next stage of growth.

Breakout 3: Fairfax CORE

Join Frank Kuhns, Small Business Program Manager with Fairfax County, for a practical breakout session focused on how Fairfax CORE helps connect small businesses with resources, opportunities, and the people who can help them grow.

As part of the Reverse Tradeshow, this session will provide an inside look at Fairfax CORE and the County’s approach to supporting Fairfax County’s small business community. Frank will highlight how businesses can leverage County programs, connect with technical assistance and financing resources, navigate government contracting opportunities, and build relationships that can support long-term growth.

The session will also explore how small businesses can better position themselves to take advantage of opportunities within Fairfax County and the broader regional business ecosystem. Attendees will gain a better understanding of where to find resources, who to connect with, and how to take the next step.

Whether you are a new entrepreneur, an established small business, or a company looking to expand your presence in Fairfax County, this breakout is designed to provide actionable information you can take back to your business.

Come learn about Fairfax CORE, meet the people behind the resources, and discover how Fairfax County can help connect your business to its next opportunity.