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What People Are Saying

Great conference, Cathy. Thanks for allowing us to register at the last minute. It was very helpful to hear names of Matchmakers with available time called out. I met with a number of primes/agencies that I had not scheduled with. O'Donnell Corporate Distribution Ltd.

- Kathie O'Donnell, Corporate Distribution
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Schedule - Alliance Baltimore 2016

November 10, 2016
Linthicum, MD

November 09, 2016


5:30 pm - 7:00 pmExhibitor Move-In
Exhibitors and MatchMaking Hosts are welcome to set up their tables. Setup will resume at 6:00am on the 10th.

November 10, 2016


7:30 am - 4:00 pmExhibits open
7:30 am - 8:00 amAttendee registration and networking
Pick up your badges and final meeting schedule. Join us for a Continental Breakfast and begin your networking!
8:00 am - 8:15 amOpening remarks and Morning Keynote
After you meet our presenters, speakers and event sponsors, Keynote Speaker Soraya Morgan will WOW you in the early morning opening ice breaker with her high energy and hands-on practical tools. You will leave her high impact talk knowing how to create a Big Zig that will attract prospects to see you and your company in a whole new light. You will learn 3 specific activities you can do now to embrace the rapid changes now happening with technology. You cannot control what is happening in our economy and your company, but you can capitalize on the opportunities. You will learn specific techniques on how to identify, capture and then convert your ideal prospects into profitable clients. Soraya Morgan will show you how understanding your triggers and those around you is the magic formula to attract new clients and keep your current clients coming back for more. You will find out how to turn conventional wisdom on its head to take a completely unique angle of C.A.D. (connecting, authentically by disarming) that gives you a quantum edge on engaging your prospects.
Angela Estes, MDOT Office of MBE, Maryland Dept of Transportation 
Speaker: Soraya Morgan, President, Brand Launcher 
9:00 am - 9:15 amBreak and travel to first workshop sessions
9:15 am - 10:30 amCorporate Buyers' Expectations
What are the important factors when determining who is a viable sub-contractor? Hear from supplier diversity representatives.
Moderator: Marlo Johnson, MBE Liaison, Maryland Department of Juvenile Justice 
Speaker: Lisa King, Administrator - Contracts and Small Business, Kirlin Builders, LLC 
Speaker: Tamara Stickland, Sr. Manager, Procurement, Eisai Inc 
Speaker: John Collins, District Sales Leader, Honeywell Building Solutions 
9:15 am - 10:30 amGovernment Procurement 101 - Are You Ready To Do Business?
This is a 101 level session wher you will be given an introductory "road map" 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 statues and regulations, and practical requirements.
Speaker: Arthenia LeFlore, Maryland Technical Assistance Program (MD PTAP) 
9:15 am - 10:30 amPrepare, Present, Pursue: A Methodology For Catching The Big One
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 through your preparations to pitch a potential client, how to most effectively present that pitch, and how to pursue that target after making that pitch.
Speaker: Charles Gillean, Chief Consultant, Global Supplier Diversity Strategies LLC 
10:30 am - 10:45 amBreak and travel to second workshop sessions
10:45 am - 12:00 pmDo Your Homework! How To Target Companies and Agencies Who Are Buying What You Have to Offer
Less than 2% of cold calls actually result in a meeting, yet many still attempt to use this as a means for winning business. There are more effective tools and marketing strategies to get the information you need to connect with the companies and agencies looking to purchase your products and services. Hear from panelists who will give you practical ideas and suggestions so that you can be more targeted in who you approach.
Moderator: Austen Colledge, US Small Business Administration 
Speaker: Wayne McDonald, OSDBU Director, Social Security Administration - OSDBU 
Speaker: Lisa King, Administrator - Contracts and Small Business, Kirlin Builders, LLC 
10:45 am - 12:00 pmDoing Business in the State of Maryland
Know your rights and responsibilities when contracting with Maryland state agencies. Hear from speakers representing state, county and city procurement departments.
Moderator: Tom Johnson, President, Business Research Services and Publisher, Set-Aside Alert/Business Research Services 
Speaker: Cristen Ervin, eMM SBR Program Coordinator, Maryland Department of General Services 
Speaker: Courtney Billups, Chief, Minority & Women's Business Opportunity Office, City of Baltimore 
Speaker: Carla Tucker, , Baltimore County, Maryland Office of Budget and Finance, Purchasing Division 
Speaker: Grace Denno, , Montgomery County Office of Procurement, Division of Business Relations & Compliance 
10:45 am - 12:00 pmUtilizing Strategic Networking To Make Connections And Uncover Resources
There are unlimited resources available to those who choose to build a strategic network. There are a variety of Ethnic Commissions and local Chambers that can be a valuable resource to your business. Learn more about the diverse resources, certifications, and connections available to you from our team of panelists.
Moderator: Ronald Allen, CEO, Managing Change 
Speaker: Sandra Eberhard, Executive Director WPEO-DC, Women Presidents' Educational Organization (WPEO-DC) 
Speaker: Natalie Rojas, National Gay & Lesbian Chamber of Commerce (NGLCC) 
12:00 pm - 1:00 pmLunch and networking
Enjoy your lunch while networking with exhibitors and other attendees. During lunch we will hear from two wildly successful government contractors. They will talk about how they build relationships, manage challenges and share tips on best practices.
1:00 pm - 4:00 pmMatchMaking meetings
Meet with purchasing representatives, contracting officers and Small Business Liaisons from federal, state and local agencies and prime contractors.
2:40 pm - 2:45 pmBreak and door prizes
Take a break, get reenergized and win door prizes provided by our participants. Must be present to win.

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Linthicum, MD
11/08/2017
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