Inaugural PGCPS Education Marketplace Draws More Than 1,000 Entrepreneurs Seeking Contracting Opportunities

More than 1,000 registered small, minority, and women-owned business owners gathered at Dr. Henry A. Wise Jr. High School on Friday, Oct. 16, for the inaugural Prince George's County Public Schools (PGCPS) Education Marketplace.

The free, five-hour event connected local entrepreneurs directly with procurement officers managing billions of dollars in regional public-sector contracting activity across Maryland and Virginia.

In addition to representatives from PGCPS, the event featured purchasing decision-makers from public school systems in Anne Arundel, Montgomery, Fairfax, and Baltimore counties, Baltimore City Public Schools, Bowie State University, Morgan State University, and municipal government procurement divisions.

For many attendees, the gathering provided an unprecedented opportunity to engage regional buyers face-to-face and gain practical insight into the public-sector purchasing pipelines.

“The vendors who win are usually the ones who do more than show up—they prepare,” said Desmond Brown, Director of the Office of Procurement & Supply Services for PGCPS and event organizer.

“They understand the school system, study the opportunity, know their own capacity, and can clearly explain the problem they solve and the value they bring.”

Moving Beyond the Business Card

Throughout the day, agency representatives held informational sessions and met with vendors across diverse industries, including construction, educational technology, professional consulting, facilities maintenance, and food services.

Brown noted that while networking events offer valuable exposure, successful contractors approach these forums with focused strategy.

“Before an event like PGCPS Education Marketplace or any small business outreach event, I want businesses to research, understand our needs, and know which offices or buyers they should be speaking with,” said Brown. “During any event, the goal should not be to hand out as many business cards as possible; it should be to have meaningful conversations and listen to what leaders are saying they actually need.”

Brown also emphasized that official certification is merely an entry point.

“Afterward is where many businesses lose momentum,” said Brown. “Follow up professionally, make sure your vendor registrations and certifications are current, monitor our solicitations, and continue building your capability. Certification may open a door, but readiness, performance, and execution are what ultimately win work.”

Maintaining Momentum

With the conclusion of Friday's event, the PGCPS Purchasing and Supply Services is encouraging attendees to convert initial introductions into actionable business development.

“PGCPS Education Marketplace was designed to be a starting point, not a one-day interaction,” said Brown.

For vendors looking to connect with buyers following the event, Brown advised a deliberate, structured approach rather than broad solicitations.

“If a vendor met someone from Purchasing or another PGCPS office, I recommend a brief, targeted follow-up that reminds the person who you are, what your company provides, and why it may be relevant to the district,” said Brown. “Avoid sending a generic sales pitch or repeatedly asking when the next contract is coming. Public procurement has to remain fair and competitive, so individual conversations cannot guarantee future business.”

Staying on the District's Radar

To remain competitive for forthcoming solicitations, PGCPS Purchasing recommends business owners take the following operational steps:

• Maintain an Active Profile: Register or update company information within the district’s iSupplier portal.
• Keep Credentials Current: Verify that all Minority Business Enterprise (MBE) and small-business certifications remain up to date.
• Track Active Bids: Routinely monitor active PGCPS solicitations and competitive bidding opportunities via the purchasing website.
• Participate in Pre-Proposal Conferences: Attend pre-bid meetings and district outreach sessions to understand project scopes before submitting proposals.
• Target Aligning Opportunities: Respond selectively to formal solicitations that match your firm’s demonstrated capacity and performance history.

“My goal is to continue creating opportunities for businesses to understand what PGCPS buys, how we buy it, and how to position themselves to compete,” said Brown. “We can create access, but businesses still have to turn that access into readiness and performance.”

For more information on upcoming procurement opportunities and vendor registration procedures, visit PGCPS Purchasing and Supply Services online.

View photos from the event in the PGCPS Education Marketplace Gallery.