MPPOA Fall Conference
The Avengers of Purchasing
Session Descriptions and Speaker Bio’s
Introduction to Public Purchasing
Sunday, October 25th, 5:00pm
presented by Chris Mitchell, CPPB
Description Coming Soon
Super-charge Your Power to Connect, Communicate and Cultivate Great Relationships
Monday, October 25th, 8:00am
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:





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.
Leveraging Organizational Spend
Monday, October 26th, 9:30am
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 Cathy Shoemaker, CPA & MBA
Description Coming Soon
Boosting Your Executive Presence Through Real Influence
Monday, October 26th, 1:15pm
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 26th, 2:30pm
presented by Carol Prahinski, PhD
Description Coming Soon
Amazing Negotiation Strategies
Monday, October 26th, 3:40pm
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 reallife 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.
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
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:
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:



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