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First let me say what a wonderful job you did putting the show together. It was very well organized and very well run. You and your team did an outstanding job!

- Laurie Hill, VP, Swift Delivery and Logistics
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Schedule - Alliance Mid-Atlantic 2017

March 28, 2017
Atlantic City, NJ

March 28, 2017

7:30 am - 8:00 amRegistration and Continental Breakfast
8:00 am - 8:30 amOpening General Session

Speaker: Valarie Cofield, CEO, Eastern Minority Supplier Development Council 
8:30 am - 3:30 pmExhibits Open and Networking
9:00 am - 9:15 amBreak and travel to first workshop sessions
9:15 am - 10:30 amProcurement 101 - Back to the Basics
Back by popular demand, this workshop is your "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: Sherry Rose, New Jersey Institute of Technology, PTAC 
Speaker: Clyde Stoltzfus, Director, SE Pennsylvania Procurement Technical Assistance Program 
9:15 am - 10:30 amSo You Didn't Get the Bid; Now What?
Your company cannot be all things to all people, so who can you do business with and how do you connect with them? What can you do to build trust and a relationship with buyers before the bid process begins and how do you maintain that? What can you do after the bid process closes to seek feedback and gain insight for improvement. We will also discuss considerations that affect purchasing decisions (ie. cost of change). Learn what successful companies are doing to help them win more contracts.
Moderator: James Haile, Supply Chain Management Consultant, JWH & Associates 
Speaker: Anna Hakobyan, Supplier Diversity Lead, AstraZeneca/Medimmune 
Speaker: Dominick Belfiore, Lead Business Opportunity Specialist, US Small Business Administration - New Jersey District Office 
Speaker: Erica Patterson, Director of Contracts Management & Supplier Diversity, Philadelphia Gas Works 
9:15 am - 10:30 amThe Mentor Protege Program
Does your small business have a desire to seek large contracts, but some uncertainty about whether you are ready? Have you explored the possibility of a Mentor-Protege relationship to get you the development assistance you need? Learn more about programs specifically designed to help proteges get prepared to successfully bid on government contracts. Attendees will learn how mentors can help in the areas of Management, Contracting Assistance, Business Development, Finance and more.
Speaker: Holly Schick, Director All Small Mentor Protege Program - Office of Government Contracting/Business Development, US Small Business Adminstration 
Speaker: Brian Donley, President, Donley Construction 
10:30 am - 10:45 amBreak and travel to second workshop sessions
10:45 am - 12:00 pmCorporate Buyer Expectations
What are the important factors when determining who is a viable sub-contractor?What certifications do you need? What is the best way to connect with these firms? Learn how you can achieve B2B success from supplier diversity representatives.
Moderator: Raul Mercado, State Director, New Jersey Institute of Technology, PTAC 
Speaker: Kathleen Castore, Head of Supplier Diversity & Sustainability, Sanofi 
Speaker: Lisa King, Administrator - Contracts and Small Business, Kirlin Builders, LLC 
Speaker: Sheri Shafir, Associate Director, Supplier Diversity, Novartis 
Speaker: Rufus Van Thompson, Diversity Program Director, Metro Region, Skanska USA Building 
10:45 am - 12:00 pmGrowing G.R.I.T. for Government Contracting
Giving up is not an option for high achievers. For those minority, women, small and veteran business owners who want to,sell their products and services to; or expand their reach in government and public agency contracting; get ready to grow your G.R.I.T. Factor. Dr. Stephanie D. Burroughs' presentation ignites the audience with an explosive momentum and desire to tackle the challenging and rewarding process of pursuing government and public contracts. Dr. Burroughs integrates the 6 foundation principles for government contracting with 4 G.R.I.T. principles which help business owners transform fear and frustration into confidence and clarity as they master the procurement process.
Speaker: Stephanie Burroughs, President, StephanieSpeaking LLC 
10:45 am - 12:00 pmSmart Financing - You Dont Know You Need It Until You Need It
The title says it all. Access to capital is critical for small businesses, but too often hard-working business owners and entrepreneurs cannot get the financing they need. That is when SBA intermediaries step in and non traditional accounts receivable funding come into play. Learn about the different loan and B2B products available to you, how to prepare a winning application, the importance of a detailed business plan and identify the issues that could kill the deal. You will leave this workshop ready to make smart decisions about your financing options.
Moderator: Maryann Williams, Director, UCEDC PTAC 
Speaker: Ellen McHenry, SR Director Financial Programs, UCEDC 
Speaker: Jack Wilson, Owner & Principal, Liquid Capital of Greater Philadelphia 
Speaker: Mark Mandula, Principal and Managing Partner, United Capital Funding 
Speaker: Sheryl Paynter, Lead Lender Relations Specialist, US Small Business Administration 
12:00 pm - 1:00 pmLunch and Keynote Speaker
James Bratten, President and CEO of EZGovOpps, will give a keynote address titled "Federal Government Contracting: Trends-Opportunities/Forecasts for 2017 and Beyond with the New Administration"
You'll also hear success stories from other Alliance Procurement Fair attendees.
Speaker: James Bratten, President and CEO, EZGovOpps 
Speaker: Ankit Goyal, , PS3G Inc 
1:00 pm - 4:00 pmMatchMaking Meetings
2:30 pm - 2:45 pmDoor Prizes and Dessert
Win prizes donated by Alliance Mid-Atlantic participants. Must Be Present to Win!
Enter to Win one of 6 custom pieces from Premiums & Specialties at their booth.

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Linthicum, MD
ShoWorks, Inc.
P.O. Box 8028
Spokane, WA 99202
Voice: (509) 838-8755
Fax: (509) 838-2838
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