Today, 17 Small and Medium-sized Enterprises (SMEs), all part of the Kenya Private Sector Alliance (KEPSA) supplier network, gathered at KEPSA Board Room for the SMEMarketConnect program training, a hands-on session designed to help them unlock procurement opportunities and strengthen their market positioning with large corporates. 

The session opened with remarks from Mr. Levi, KEPSA SME, Trade and Investment Officer, who traced the evolution of the program from its origins in 2020 as the “Supplier and Diversity” initiative to its current form as the SMEMarketConnect Program under the Jiinue Growth Program. His remarks set the stage for the day, emphasizing KEPSA’s role as a pipeline—one that connects SMEs not only to procurement opportunities and LPO financing within KEPSA but also to external demand-driven supply chain opportunities with larger corporate and institutional buyers. 

Looking ahead, Mr. Levi encouraged participants to prepare for the upcoming KEPSA SME Annual Conference, scheduled for June 26th and 27th, 2025, which will provide further platforms for engagement and business linkages. With this forward-looking vision in mind, the day’s training began, structured around a carefully designed nine-module curriculum that guided SMEs through the full journey of; Introductory Profile of The SMEs Vs Large Enterprises Landscape, Business Opportunity Mining, Business formalization and Effective Tender Processing and participation 

The training began with a deep dive into the landscape of SMEs versus large enterprises, helping participants understand the key differences in operational scale, regulatory expectations, and client needs. This foundational context was crucial in framing why SMEs must transition from informal, survival-driven operations to strategic, structured businesses capable of scaling up. 

From this base, the training progressed to Business Opportunity Mining, where participants explored how to identify, prospect, and tap into viable markets. Facilitator Mr. Zachari Kariuki, a consultant with 26 years' extensive experience in procurement and logistics, emphasized that opportunity rarely knocks twice. He challenged participants to be alert to their environments—listening to customer needs, observing gaps in the market, and positioning themselves through networking, advertising, and referrals. “Sometimes the most powerful opportunities are those you notice while going about your day—but only if you're paying attention,” he noted. 

Recognizing that spotting opportunities is only the beginning, the training then tackled Business Formalization—a step many SMEs shy away from. Participants explored how registration, compliance, and structured operations are not bureaucratic hurdles, but essential tools that allow SMEs to qualify for tenders, attract financing, and build long-term credibility. The facilitators made it clear: the fear of formalization is one of the greatest threats to SME growth. 

Once equipped with the understanding of why structure matters, participants were ready to explore Effective Tender Processing and Participation. To build a business case, Mr. Eric Ndume, from KEPSA procurement team, walked them through the KEPSA procurement and supply chain processes on the backdrop of Large Corporate SME profiling, business formalization, effective tendering process and participation. He stressed the importance of reading tender documents thoroughly, following submission instructions to the letter, and ensuring that every requirement is met. “A single oversight—even something small—can lead to automatic disqualification,” he cautioned, underlining the need for attention to detail. 

Ms. Alice Nganga, one of the facilitators for the program, took the participants through the tender processes and also encouraged them to be proactive in staying updated on tender opportunities. She stressed the value of dedicating a team or individuals to monitor tenders, emphasizing that while not every opportunity is right for every business, missing the right one due to lack of awareness can be a costly mistake. “Map out your relevance and focus your energy—don’t chase every tender, but be ready for the ones that matter,” she advised. 

The training will continue with a dedicated virtual session scheduled for next week Wednesday, April 9th, 2025, allowing participants to build on the momentum gained from today’s engagement. This week’s session ended with participant reflections, guided by questions meant to provoke deeper thinking about past tender experiences, unmet expectations, and the vision for future growth. These moments of honesty revealed a shared hunger—not just for contracts, but for transformation. 

As one participant remarked, “This training reminded me that the opportunity is not out of reach—I just need to be better prepared to claim it.” 

With the SMEMarketConnect Training, KEPSA continues to turn learning into empowerment, equipping entrepreneurs with not just knowledge, but the clarity and confidence to build lasting business success. 

Photos: https://flic.kr/s/aHBqjC7J1s