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What People Are Saying

We have made over $100,000 in sales that we can trace directly to the contacts made at your events. Cathy Doerr and ShoWorks produce the most well run matchmaking events that my company has attended. Not only are the events well organized, the representatives that attend from local, state and federal entities are top notch and attentive. ShoWorks also provides an atmosphere that encourages networking among other small businesses. My company has attended three ShoWorks shows in the past year. We plan on attending more. Thanks so much for everything!

- Jill Roy, Celina Tent Inc.
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For a current event listing check the right side menu.

Schedule - Alliance Mid-Atlantic 2016

March 31, 2016
Atlantic City, NJ

March 30, 2016


2:00 pm - 6:00 pmATTENDEE REGISTRATION/BADGE PICK-UP
All Participants are welcome to pick up their badges and registration information at this time. There is no admission to the trade show area until Tuesday morning at 7:30 am.
2:00 pm - 6:00 pmMATCHMAKING HOST AND EXHIBITOR SET UP
All Exhibitors and MatchMaking Hosts can pick up badges and set up areas.

March 31, 2016


6:00 am - 9:00 amEXHIBITOR REGISTRATION AND BADGE PICK-UP
Exhibitors and MatchMaking Hosts may pick up badges and MatchMaking schedules and begin setting up displays. EXHIBITS OPEN AT 9:00 AM
7:30 am - 12:00 pmATTENDEE REGISTRATION/BADGE PICK-UP
Registration opens at 7:30. Pick up your badges and registration materials.
8:00 am - 8:20 amOPENING REMARKS

Moderator: Stephanie Burroughs, President, StephanieSpeaking LLC 
Speaker: Kellie LeDet, Regional Administrator Reigon II, US Small Business Administration 
Speaker: Raul Mercado, State Director, New Jersey Institute of Technology, PTAC 
8:20 am - 8:50 amGET A BIGGER PIECE OF THE PIE BY PARTNERING AND FORMING ALLIANCES

Moderator: Joan Chrestay, Executive Director, Goldman Sachs 10,000 Small Businesses Initiative 
Speaker: Michael Brown, CEO, Environmental Construction Services 
9:00 am - 4:00 pmEXHIBITS OPEN
Our exhibitors include small and large businesses, resources for small businesses and corporations. There are many exhibitors that are also MatchMaking Hosts. There are also government agencies and prime contractors who choose ONLY to staff an exhibit booth. Make sure you see them all!
9:15 am - 10:30 am1. PREPARE, PRESENT, PURSUE: A METHODOLOGY FOR CATCHING THE BIG ONE
View PowerPoint Presentation
Selling to large corporations and Government is an uphill battle. You are selling against firms that have established track records, are well seated in their clients company and you have to do this with your limited resources. How can you effectively go about this? Every customer is risk adverse. A decision to change a vendor is not taken lightly within a corporate structure. Get their attention, find their hot button, then be ready to explain how dealing with you will enhance their bottom line. Be ready to tell them who you are; what you do; how you do it better and most importantly, why your target should care. We'll take you thru your preparations to pitch a potential client, how to most effectively present that pitch, and how to pursue that target after making that pitch.
Moderator: Karen Burton, Director of Operations, Incredible One Enterprises 
Speaker: Charles Gillean, Chief Consultant, Global Supplier Diversity Strategies LLC 
9:15 am - 10:30 am2. BACK TO THE BASICS!
View PowerPoint Presentation
This is your basic "Government Procurement 101". In this session you will be given an introductory "roadmap" for doing business with the government. Are you interested in learning how you can participate as a federal government vendor? Do you qualify for any of the federal government preference programs? This workshop will provide an understanding of the government contracting process, contract terminology, key procurement statutes and regulations, and practical requirements
Speaker: Clyde Stoltzfus, Director, SE Pennsylvania Procurement Technical Assistance Program 
Speaker: Sherry Rose, New Jersey Institute of Technology, PTAC 
9:15 am - 10:30 am3. TEAMING/ALLIANCES/JOINT VENTURE? WHEN? WHY? HOW?
View PowerPoint Presentation
How do you know you need to team? Come away with ideas on how to build a team, how to get along with the team, how to select a team. Receive tips from a successful team.
Moderator: Dominick Belfiore, Lead Business Opportunity Specialist, U.S. Small Business Administration - New Jersey District Office 
Speaker: Paulo Heyman, President, Renova Environmental Services, LLC 
Speaker: Michael Hanlon, Business Development Manager, Sovereign Consulting Inc. 
10:45 am - 12:00 pm4. DETERMINE YOUR MARKET THEN GET CONNECTED
Your company cannot be all things to all people...so who can you do business with and how do you connect with them. Don't waste your valuable time chasing after agencies and companies who will never buy your products or services. Learn how to target just those who do buy what you sell.
Moderator: Stephanie Burroughs, President, StephanieSpeaking LLC 
Speaker: Jonathan Lovitz, Vice President of External Affairs, National Gay & Lesbian Chamber of Commerce (NGLCC) Director, NGLCCNY, NGLCC - National Gay and Lesbian Chamber of Commerce 
Speaker: Dominick Belfiore, Lead Business Opportunity Specialist, U.S. Small Business Administration - New Jersey District Office 
Speaker: Keisha Blake, Regional Director of Certification and Programming, Women Presidents' Educational Organization 
Speaker: Valarie Cofield, CEO, Eastern Minority Supplier Development Council 
10:45 am - 12:00 pm5. HOW DO GOVERNMENT CONTRACTING OFFICERS MAKE DECISIONS?
View PowerPoint Presentation
What are the important factors when determining who is a viable sub-contractor. Hear from supplier diversity representatives.
Moderator: James Haile, Supply Chain Management Consultant, JWH & Associates 
Speaker: Robert Hutcheon, Contract Specialist, US Army Corps of Engineers - Philadelphia District 
Speaker: Brian Gallagher, New Jersey Dept of the Treasury 
Speaker: Bruce Krug, State Contract Procurement Supervisor, State of Delaware 
Speaker: Jack Wise, Director, Regional Acquisition Operations Federal Acquisition Service, US General Services Administration 
Speaker: Beth Walden, Regional Chief of Contracts, Northeast Region, National Park Service 
10:45 am - 12:00 pm6. DOING BUSINESS WITH BIG BUSINESS
View PowerPoint Presentation
View PowerPoint Presentation
How do business owners and leaders achieve B2B success with Big B?
Moderator: Michelle Morin, Executive Director, Office of Supplier Diversity, State of Delaware Government Contracting 
Speaker: Sheri Shafir, Associate Director, Supplier Diversity, Novartis 
Speaker: J'nelle Clements, Supplier Diversity Manager, AstraZeneca Pharmaceuticals 
Speaker: Loren Hopkins Taylor, Sourcing Manager: Small Business / Supplier Diversity, DuPont 
Speaker: Marie Jatsko, Director of SubContracts, NTT Data 
12:00 pm - 1:00 pmLUNCH AND NETWORKING
CELEBRATE 16 YEARS OF ALLIANCE MID-ATLANTIC EVENTS!
Speaker: Bill Belknap, aEONRG, LLC 
Speaker: BJ Vaughan, President, Blue Chip 
Speaker: Brian Hess, Sales Manager, Astro Machine Works, Inc. 
1:15 pm - 4:00 pmMATCHMAKING MEETINGS
Meet one-on-one with federal, state and local government and corporate representatives.
3:30 pm - 4:00 pmBREAK AND DOOR PRIZES

Take a break and win door prizes provided by our participants. Win these and more. Would you like to donate a prize also? MUST BE PRESENT TO WIN.

  • Set-Aside Alert: 6 months subscription to Set-Aside Alert's daily Federal Opportunities emails and bi-weekly newsletter (value $297)
  • Novartis: Keurig Coffee maker
  • Printer Friendly Version

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    Linthicum, MD
    11/08/2017
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