Introduction to Public Purchasing, (pre-registration required)
Sunday, October 25 th , 5:00pm presented by Chris Mitchell, CPPB
Bio: Christine Mitchell, CPPB Graduated from Michigan State University in
1985, with a degree in Clothing and Textiles, Merchandising and Design with another degree in 1988 Social Work. She worked as a buyer for Dancer’s
Fashions, a 32 store clothing chain in MI and OH, and then a family owned computer company. Chris then moved into Social Work and started off her career at the State of Michigan in 1992 buying everything required for the DSS centers for delinquents and halfway houses; food, clothing, medical/dental supplies, and
IT. Chris has 23 years with DTMB, the first 15 in IT Telecom and Professional Services, currently working on high profile, complex projects, training, shadowing new buyers, while continuing to be a problem solver…Chris will be leading an informative session for new buyers on Public
Procurement.
Super-charge Your Power to Connect, Communicate and Cultivate Great Relationships
Monday, October 25th, 8:00am
Presented by Mary Jane Mapes, MA, CSP
Based on Mary Jane's Amazon bestselling book, “You CAN Teach a Pig to Sing,” this insightful and motivating keynote speech will provide the secrets to building extraordinary relationships with peers, vendors, and other professional colleagues (even members of your own family).
Packed with powerful concepts and illustrated through memorable stories, you will sit in rapt attention as you laugh and learn about winning ways to connect with anyone and get them working with you to generate desired results. Whether your desire is to make a strong connection, turn around a damaged relationship or get a reticent, resistant, or reluctant person to work with you, you will find practical ideas to create extraordinary results.
You will be Inspired to:
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
Create a relationship "vision" - move from what is to what can be
Banish negativity from all your relationships

 Stop unchecked emotions from limiting your success
 Don a Cape of Acceptance™ – and become impervious to big egos and verbal attacks
 while hearing more of what is really being said
Generate commitment and loyalty
Building positive relationships isn’t just good business…it’s profitable business!
Mary Jane can show you how.
Bio: Mary Jane Mapes, MA, CSP, is founder and president of The Aligned Leader Institute, LLC, a leadership development consulting and executive coaching organization. She has spoken for some of the most well-known Fortune 500 organizations as well as for associations, healthcare organizations, financial organizations, municipalities and government agencies across the US.
Some of her clients include Defense Logistics Services Center, the U S Postal Service, Auto
Owners Insurance, Apple, Pfizer, General Electric, Comerica Bank, IBM, Sarns 3M, Duke
University Medical School, Farmers Insurance, Avon Products, Inc., Blue Cross/Blue Shield and many more.
Entertaining, inspirational and highly engaging, Mary Jane is a nationally accredited speaker with an uncanny ability to hit the stage, creating an instant connection with her audience. She consistently harvests rave reviews for her thought-provoking content, laugh-out-loud humor, and life-changing ideas.
See Mary Jane in action at: https://youtu.be/-JnSuHfK1oA
Leveraging Organizational Spend
Monday, October 26th, 9:30am
Presented by Carol Prahinski, PhD
Where are the opportunities to improve your organization’s purchasing performance? For this session, we will manually conduct a spend analysis so that you can develop and enhance your sourcing strategy. We will also discuss alternative methods, trends, and characteristics of organizations that benefit the most from spend analytics.
Your success at taking advantage of opportunities depends on your preparation, analysis and understanding of your spend. Together, we determine what is needed and then examine the alternatives of spend analytics to develop a sourcing strategy that works.

Developing Ironclad Internal Controls
Monday, October 26th, 11:00am
Presented by Joshua Sullivan, CPA and Chad Biggar, CPA
Bio: Joshua Sullivan, CPA is a senior manager in the audit and assurance department of Rehmann, and is based in the Traverse City office. Josh joined the audit and assurance department of Rehmann in 2005. His audit experience includes providing audit services to cooperatives, manufacturers, construction contractors, Native American casinos, not-for-profits, financial institutions, higher education and employee benefit plans. Prior to joining Rehmann, Josh had 4 years of experience in retail management. Josh is a graduate of Saginaw Valley State University with a Bachelors of
Professional Accountancy degree.
Bio: Chad Biggar, CPA is a senior accountant in the accounting, tax, and consulting department of Rehmann, and is based in the Traverse City office. He has had experience in both audit and tax since joining Rehmann in 2012. His experience includes providing audit services to colleges and universities, governments, not-forprofits, financial institutions, and employee benefit plans. He also provides tax services to closely held businesses, trust and estate and individuals. Chad is a graduate of Ferris State
University with a Bachelor of Science degree in Accountancy.
Boosting Your Executive Presence Through Real Influence
Monday, October 26th, 1:15pm
Presented by Mary Jane Mapes, MA, CSP
Executive Presence is more than simply the buzz word of the day. It is without a doubt the corporate IT factor – directly linked to your ability to get noticed, create trust, and become a people magnet—the go to person to help solve problems and the one from whom others seek advice—the one with real STAR quality. It’s something that can be developed, and Mary Jane shows you how.
From the moment Mary Jane steps on stage you will be immediately engaged—actively involved—interacting with Mary Jane, but thinking about yourself and how you’re being perceived by others and your own personal brand.
You’ll discover what you absolutely MUST bring to every encounter to guarantee that when they walk out of an negotiation, or confrontation, or interview, or that presentation with senior

leaders, that you’ll have left the impression that you are the real deal—that you’ve got what it takes—that you’re confident and poised and authentic—someone others should sit up, pay attention to and follow.
In this session with Mary Jane, you will discover how to:
 Cultivate Charisma —Understand the role of intentions and the power of “staying in the
 now” in achieving consistently positive outcomes
Heighten Your Credibility —Discover the role of preparedness in projecting a powerful
 image
Exemplify Composure —Learn how to remain composed when the stakes are high and the pressure is on
Others have learned it, and you can, too!
Maximizing Spend Analytics
Monday, October 26 th , 2:30pm presented by Carol Prahinski, PhD
Description Coming Soon
Amazing Negotiation Strategies
Monday, October 26th, 3:40pm
Presented by Penny Rosema
The mightiest heroes in public procurement are those who negotiate deals with the highest value. Penny Rosema shows you how to get not only the best price, but the best terms and service, plus productive working relationships with your vendors.
With over 20 years of global in-the-trenches experience, Penny’s view on negotiation is radically different. Power in negotiation is not about domination. It’s about preparation and considering more than just the dollars of the deal.
In this session you’ll learn:
 Negotiations are predictable; knowing what to expect next gives you the advantage.
 What to do when the process doesn’t go as expected.
 Ways to create value for both sides.

 How to avoid common traps.
 Actions to counteract a negotiation bully.
 Strategic negotiation planning skills that help you get more of what you want.
Participants at Penny’s programs learn that the best negotiators ask questions. Lots of questions. The right questions. Understanding both the buyer’s and the seller’s perspective is the surest path to success – no matter whom you’re dealing with.
For over a decade Penny led a buying team at a global manufacturing operation that placed orders for $150 million annually. Her combination of tested techniques and real-life stories connect with negotiators on both sides of the table.
You’ll leave this interactive session with a negotiation roadmap and skills you can put to work to serve and protect your organization right away.
Discover how even the underdog can negotiate with confidence using Amazing Negotiation
Strategies.
Bio: Negotiation expert and consultant, Penny Rosema has over 20 years of global in-thetrenches experience. Prior to speaking professionally, Penny, an engineer by education, led a buying team at Amway with an annual spend of $150 million. After earning her MBA from
Notre Dame she worked with suppliers in Japan, Korea, China, Thailand, Europe and the U.S. As a project manager for five manufacturing plants with sales revenue of $170 million, she served as the manufacturing liaison to ensure on-time equipment trials and delivery of finished goods.
As an educator and leadership trainer, Penny worked with corporate teams in the US, Japan and Korea. She has been an adjunct professor of supply chain and negotiation at Grand Valley
State University.
Penny shows audiences how to get more of what they want, whether their deal is worth $100 or $100 million. With her interactive programs, people practice professional negotiation techniques and start using them immediately.
Ultimate Guide to Battling Workplace Stress
Tuesday, October 27th, 7:30am presented by Richard Paul
Description Coming Soon

Salary Negotiation Skills that Save Your Day
Tuesday, October 27th, 8:45am
Presented by Penny Rosema
Have you ever taken a job and realized later that you could have gotten more? The package you negotiate for your next job will affect you and your family for years to come – learn how to confidently ask for what you want.
Does asking for what you want make you uncomfortable? What if you knew that the hiring manager expects you to request more. In this session you’ll learn:
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How the process works.
 Exactly what to say.
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When to keep quiet.
Plus, you’ll see how to sweeten the deal with benefits that don’t require more payroll dollars but make a big difference in your life.
Negotiation expert Penny Rosema will show you how to be your own Super Hero the next time you negotiate a new job with:
 Key phrases that keep the negotiation moving forward.
 How to interpret what the hiring side is saying.
 The secret to gaining more time to think during the negotiation process.
With over two decades of corporate negotiation experience, Penny understands organizational needs and shows you what’s happening on the hiring side. Once you understand the business dynamics of the hiring process you’ll be poised to get a package that goes way beyond salary and health insurance.
When fighting for a better life for you and your family, Salary Negotiation Superpowers will protect and greatly improve your bargaining position!
Incredible Strategies for Establishing IT Terms & Conditions that Protect Your Organization
Tuesday, October 27th, 10:00am presented by Greg Faremouth, James D. Gallagher & Whitnie Zuker
Description Coming Soon

Lighten Up and Laugh
Tuesday, October 27th, 11:30am presented by Richard Paul
Description Coming Soon