Podcast 294: Northern Ireland Chamber’s annual Meet the Buyer event has grown into one of the most significant business networking platforms in the region.
Delivered in partnership with Bank of Ireland, the NI Chamber initiative recently facilitated 230 one-to-one meetings between small and medium-sized enterprises and major corporate and public sector buyers.
The goal is clear: strengthen local supply chains and create new commercial opportunities.
“SMEs come prepared. They understand their USP and the value they can add. They have a ten-minute window to get that across”
“This is the biggest event we have ever held,” said Suzanne Wylie, CEO of the Northern Ireland Chamber. “We have been learning from it year on year and improving it. The whole point is to get the bigger businesses who are out there buying supplies and services from SMEs locally across Northern Ireland and beyond.”
Preparation is critical. “You only get ten minutes with each of the buyers,” Wylie explained. “You have to get your pitch absolutely right. You should not expect to come away with a contract signed. What you need to do is prepare so well that you spark interest and open the door to a relationship. Follow-up is absolutely key.”
Making connections and powering deals
The event attracted 20 major buyers, including Heathrow Airport, construction firms and hospitality groups.
Wylie believes technology will play a growing role. “We have an AI company working with us to improve the matching process. We want to articulate exactly what products and services buyers are looking for and make matchmaking much better in the future.”
For Bank of Ireland, the event aligns with its purpose of supporting economic growth.
“Meet the Buyer is unique because buyers choose which suppliers they want to see,” said Tanya Anderson of Bank of Ireland. “It is a willing buyer and a matched seller. That is a really unique opportunity for suppliers.”
Anderson highlighted the appetite among large companies to diversify supply chains. “There is a real emphasis now on buying local and diversifying. Supply chains can be fragile. Businesses like to have a diversified and local supply chain. SMEs come prepared. They understand their USP and the value they can add. They have a ten-minute window to get that across.”
John Francis Collins, 3T Power
For some businesses, the event has been transformative. John Francis Collins of 3T Power, a renewable energy supplier, secured a £20 million five-year contract with Belfast City Council after attending last year’s event.
“We only joined the Chamber in September,” Collins recalled. “We were matched with Belfast City Council. One of their requirements was renewable energy. We explained our model and asked for the opportunity to tender. We won the contract. It builds our profile and gives us a solid foundation to grow.”
Anj Jashani and Isabelle Liu from Heathrow Airport
Heathrow Airport’s presence underlined the event’s national reach. “We were blown away by the talent and innovation here,” said Anj Jashani, External Affairs manager at Heathrow. “Our supply chain features every region of the UK. We currently invest about £300,000 in Northern Ireland and we have exporting grants called the World of Opportunity program. We genuinely want businesses of different sizes and sectors to join our supply chain.”
Isabelle Liu, Supply Chain manager at Heathrow, stressed the importance of SMEs. “They are the backbone of our economy and the driving force of innovation. Winning business with a large organisation will not happen in a day. Preparation is everything. Stay to the point, research who you are talking to and think about the potential application in their environment.”
Frank McAlynn and Melissa Connery from Top Frame Engineering
Family-run Top Frame Engineering also sees the event as a gateway to growth. “These events open doors we could never knock on ourselves,” said Frank McAlynn, sales manager.
The company, based in Castledawson, Co Derry, has expanded further into the UK and is targeting Northern Europe. “We have an ambitious five-year plan and a new 30,000 square foot factory. Sustainability is important to us. We follow ISO 14001 environmental standards.”
As Wylie concluded, the event is set to grow. “This is about building relationships that last and strengthening our economy. We see this getting bigger and better.”
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