MPPOA Fall Conference
The Avengers of Purchasing
Session Descriptions and Speaker Bio’s
Introduction to Public Purchasing, (pre-registration required)
Sunday, October 25th, 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
Super-Strong Supplier Evaluations
Monday, October 26th, 9:30am
Presented by Carol Prahinski, PhD
Two years ago at the MPPOA conference in Grand Rapids, we delved into your
personal negotiation strategies. For these sessions, you will learn several
methods for evaluating your suppliers and the best way to communicate the
evaluation to enhance supplier performance.
Assessing suppliers’ performance can be subjective. How do you create a reliable and useful
tool? For the first session, you will learn the various forms of evaluations and delve into the
mathematics of three different forms of outcome-based evaluations – learning the strengths
and weaknesses of each.
Whether you choose to or not, communicating supplier evaluations can explode with a
cauldron of intense emotions. For the second session, we will examine communication
strategies to improve your suppliers’ performance without setting off a chain reaction that
undermines your organization’s success. We will examine the suppliers’ perspective, what
works, and what doesn’t work.
This is a hands-on interactive work session. Bring a calculator!
Bio: As an Assistant Professor of Supply Chain Management at Michigan State University, Dr.
Carol Prahinski has 20 years of teaching purchasing, supply chain management and operations
management. She received her PhD and MS degrees from Ohio State University. She is a
graduate of improvisation from Second City. Prior to her academic career, Carol has nine years
of supply chain management and purchasing experience in the food manufacturing industry.
Carol Prahinski has won numerous speaking and leadership awards, including Toastmaster of
the Year, Distinguished District Governor, and 1st place for humorous speaking, evaluations and
the international speech competitions. In addition, she has won several international awards
for her research, business cases and her PhD dissertation titled, Communicating Strategies and
Supplier Performance Evaluations. Currently, she is on the board for the National Speakers
Association - Michigan.
The full vitae for Dr. Prahinski is available at http://broad.msu.edu/facultystaff/prahinski/
Developing Ironclad Internal Controls
Monday, October 26th, 11:00am
Presented by Joshua Sullivan, CPA and Chad Biggar, CPA
Abstract: This session will cover:
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Examples of Fraud and Internal Control Failures
The Five Components of Internal Control
The Primary Objectives of Internal Controls
Developing and Designing Proper Internal Controls
Mitigating Internal Control Weaknesses
Common Areas Where Fraud is Committed
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-for-profits, 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:
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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!
Leveraging Organizational Spend
Monday, October 26th, 2:30pm
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.
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:
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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
This hilarious stress reduction program offers super strategies you can easily
apply to stay in control of an uncontrollable situation. Richard puts in plain words
several practical tips and easy examples to uphold and balance mind, body and
spirit.
It’s a fun educational, stress reduction program that helps you improve your
physical health while sharing practical hands on daily activities and lessons, when
implemented, one can create a positive frame of mind, improving your sense of humor, and
increase your stamina.
Through a series of humorous stories and examples, attendees will discover how to turn the
body's primitive automatic "fight/flight" response from a stress creator to a stress reliever.
Richard will offer simple things the attendees can do to boost their positive thinking habits.
You will be given proven techniques to protect yourself and work through negative situations
and things you can do to conquer stress and start taking control of your life.
Bio: Richard Paul is an award-winning speaker and author that travels the world sharing his
workplace humor and stress reduction techniques. These life changing techniques help people
and businesses learn how to work through and deal with negative situations.
For the past forty years he has studied and worked through his own workplace stresses. He
continues to discover new ways to deal with anger evoking situations and share those practical
techniques at conferences and workplace training programs in addition to articles, blogs and
interviews.
As a successful business owner for over forty years, a husband and father of three awesome
grown children, Richard has learned that life is a series of highs and lows, and you can’t run
away from them. He has discovered why it is important to work to better yourself, respect
others, and include laughter as part of you stress reduction exercises. Richard is also a big fan of
James Taylor, and agrees: “The Secret of Life is to Enjoy the Ride.”
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.
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:
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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
Abstract: Join us for a presentation on IT terms and Conditions; what’s legal versus what are
the business decisions. The presentation will include a discussion on Cyber Security and
provisions that may provide protection to entities in case of cyber breaches.
Bio: James Gallagher is a highly experienced IT transactional attorney. Prior to joining the
Michigan Attorney General, James was in private practice at Varnum LLP, where he represented
established corporate clients, as well as entrepreneurial start-ups, on a wide variety of IT issues.
Since joining the State, James has been instrumental in transforming the Attorney General’s IT
transactional practice group. In his first year, he was awarded Transactional Specialist of the
Year for work in handling significant and complex IT contracts and securing client agency
intellectual property rights.
James routinely assists client-agencies in drafting and negotiating complex IT transactional
agreements, including but not limited to: custom developed software, software-as-a-service,
cloud-based services (PaaS and IaaS), and commercial-off-the-shelf purchases. He counsels
client-agencies during the RFP process and negotiates with vendors post-award. He also assists
client-agencies with IT-related contractual disputes, including enforcement of contractual
provisions and potential litigation risks. James closed over $450 million dollars in IT
transactions for the State for fiscal year 2014.
Bio: Whitnie Zuker is an IT Procurement professional who draws upon 5 years of State IT
purchasing experience with the last 2 years dedicated as an IT Buyer for the Department of
Technology, Management and Budget Procurement Division. Over the past two years,
Whitnie was responsible for 34 separate competitive bid requests resulting in over 50+
executed contracts; 17 equaling over $152 Million dollars.
As an IT Buyer, she was responsible for the procurement of IT staff augmentation services
and IT solutions such as custom developed software, software-as-a-service and commercialoff-the-shelf purchases for various State of Michigan departments. She has led the
procurement processes from RFP creation to facilitating the evaluation process ensuring
policies and procedures were upheld by all participants. She has lead negotiations of
specifications, terms and price. She has been responsible for developing and defending
award recommendations, executing resulting contracts and directly handle contractual
matters after execution.
Lighten Up and Laugh
Tuesday, October 27th, 11:30am
presented by Richard Paul
A practical workplace stress reduction program that demonstrates the real health benefits of
daily laughter. During this program Richard explains in laymen terms why
laughter is the best medicine, why it is chocolate for the soul, and how
workplace laughter and humor can save you when dealing with and working
through your daily stressful situations.
This hilarious interactive program will explain how laughter in the workplace can
boost productivity; uphold a stronger bottom line while at the same time
creating a respectful, welcoming, happier workplace environment.
During the program Richard will facilitate a series of super-charging group activities that will
bring you to your feet laughing and learning how to implement his five simple lighten up and
laugh tips you will come to understand throughout the program.
You will walk away with a series of powerful, funny tools you can instantly implement to boost
your self-esteem, build stronger relationships with your co-workers and discover how to be a
“light hearted avenger of purchasing.”