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:
- 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,MaryJane isa nationally accredited speaker with an uncanny ability to hitthe stage, creating an instant connection with her audience. She consistently harvests ravereviews for herthought-provoking content, laugh-out-loud humor, and life-changing ideas.
See Mary Jane in action at:
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
Developing Ironclad Internal Controls
Monday, October 26th, 11:00am
Presented by Joshua Sullivan, CPA and Chad Biggar, CPA
Abstract: This session will cover:
- 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: ChadBiggar, 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:
- 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:
- 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-the-trenches 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:
- 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
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: WhitnieZuker 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 commercial-off-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.