The Contracting Academy
December 8-10, 2020
TCA Sessions are being scheduled in conjunction with this year’s Virtual Marketplace 2020 during the afternoons of December 8, 9 and 10.
The Agenda
Selling to the State of Wisconsin – Goods and Services – the Basics
01:00pm | December 8
The State of Wisconsin purchases billions of dollars of goods and services each year. Learn the basics of what the State buys, how they buy and how to locate and respond to opportunities.
Moderated by Aina Vilumsons, CEO, Wisconsin Procurement Institute
Presented by Cheryl Edgington, Bureau Director, Wisconsin State Bureau of Procurement
This session’s attendees will qualify for NCMA CPE credit.
Contracting with the Wisconsin Department of Transportation and their Primes
01:00pm | December 8
The Wisconsin Department of Transportation is responsible for road and bridge construction and maintenance as well as other transportation infrastructure throughout the State. Learn how your firm could bid or work with WisDOT prime contractors on upcoming projects.
Moderated by Mark Dennis, Government Contract Specialist, Wisconsin Procurement Institute
Presented by Brian Mitchell, Business Relationship Manager, State of Wisconsin Department of Transportation (WisDOT)
This session’s attendees will qualify for NCMA CPE credit.
Selling to the State of Wisconsin – Goods and Services – Past the Basics
02:00pm | December 8
The State of Wisconsin purchases billions of dollars of goods and services each year. In this session you will learn more about bidding on opportunities, the procurement process and requirements.
Moderated by Aina Vilumsons, CEO, Wisconsin Procurement Institute
Presented by Cheryl Edgington, Bureau Director, Wisconsin State Bureau of Procurement
This session’s attendees will qualify for NCMA CPE credit.
Locating, Securing and Managing Federal Construction Contracts and Subcontracts
02:00pm | December 8
The Federal government spends billions of dollars on construction contracts - both in Wisconsin, around the country and around the world. Learn how your business can enter and grow as a contractor or subcontractor in this market.
Moderated by Mark Dennis, Government Contract Specialist, Wisconsin Procurement Institute
Presented by:
• Helen Henningsen, Government Contract Specialist, Wisconsin Procurement Institute
• Wenbin Yuan, CEO, Dakota Intertek Corp.
This session’s attendees will qualify for NCMA CPE credit.
Selling to the State of Wisconsin – Construction, A/E and Related Trades
03:00pm | December 8
The State of Wisconsin purchases billions of dollars of Architecture, Engineering and Construction each year. The Division of Facilities Development and Management (DFDM) is responsible for the State Building Program for all state agencies and the University of Wisconsin System; and for building management, maintenance, and tenant occupancy services for 30 DOA State office buildings including the State Capitol and Executive Residence. Learn how you can sell to the DFDM.
Moderated by Aina Vilumsons, CEO, Wisconsin Procurement Institute
Presented by:
• Audra Jervey, Enterprise Contract Officer, State of Wisconsin Department of Administration
• Matt Klaila, Program and Policy Analyst DFDM, State of Wisconsin Department of Administration
This session’s attendees will qualify for NCMA CPE credit.
Selling to the Federal Government and Federal Prime Contractors – Goods and Services – the Basics
03:00pm | December 8
The Federal government spends billions of dollars on goods and services each year - from IT / security, to ships, janitorial, translation - almost anything and everything. Learn how to do your market research, register, and the basics of how to successfully work with the Federal government as a prime or subcontractor.
Moderated by Mark Dennis, Government Contract Specialist, Wisconsin Procurement Institute
Presented by:
• Rhonda Iwinski, Owner, Sunshine Cleaning Company, LLC
• Kim Garber, Manager-Small Business Programs, Wisconsin Procurement Institute
• Steve Makovec, Government Contract Specialist, Wisconsin Procurement Institute
This session’s attendees will qualify for NCMA CPE credit.
An Overview of Available Federal and State Small Business Certifications
02:00pm | December 9
The Federal and Wisconsin State governments each have unique certification requirements. Could becoming certified increase your business opportunities with the Government? Learn from agency representatives what is required for qualification and application, how applications are reviewed and what benefits and opportunities are associated with certification approval.
Moderated by Mark Dennis, Government Contract Specialist, Wisconsin Procurement Institute
Presented by:
• James Strube, Business Opportunity Specialist, US SBA
• Tondra Davis, Director, Wisconsin Supplier Diversity Program
• Madalena Maestri, EdD, DBE Program Chief, Wisconsin Department of Transportation
This session’s attendees will qualify for NCMA CPE credit.
Business Development and Marketing with a Government Customer – Advice from the Experts
02:00pm | December 9
WEDC hosts Marketplace each year – one of the main attractions are the Buyer meetings. Meeting face to face is a very important part of developing your opportunities and ultimately contracts BUT it takes much more than that. Developing an understanding of the market, creating a realistic strategy, implementing that strategy, and staying the course to win the contract are all a challenge for many businesses. During this session, our experts will share their insights and experience to help you maximize your business development and sales efforts.
Moderated by Aina Vilumsons, CEO, Wisconsin Procurement Institute
Presented by
• Megan McKinney, Business Development, Beacon Interactive Systems
• Susan Leith, Director of Marketing, Ayres Associates
• Suzanne Ferris, National Engineering Market Strategist, HGA
This session’s attendees will qualify for NCMA CPE credit.
Building Your Capacity, Capability and Compliance in the Federal Marketplace
03:00pm | December 9
The federal market place presents many opportunities for small businesses to succeed – large contracts and not so large contracts. For large contracts “teaming arrangements,” joint ventures and subcontracting are some of the most common approaches for small businesses to perform successfully. Learn what small businesses need to know to properly manage and perform contracts when the job scope requires your business to work together with a large business. This session will discuss key ideas, regulations and programs that businesses should be aware of and utilize to tackle larger opportunities the right way.
Moderated by Marc Violante, Director, Federal Market Strategies, Wisconsin Procurement Institute
Presented by Tim Connelly, Government Contract Lawyer at Tim Connelly Law PLLC
This session’s attendees will qualify for NCMA CPE credit.
Working with the Government – A Panel Discussion
03:00pm | December 9
Entering the Government market can be difficult. Working with the Government can be very challenging. BUT, the Government can be and is a great customer to many Wisconsin businesses. During this session, current contractors will share their experiences in entering the market, the challenges and successes they have experienced, share some advice and answer questions from the attendees.
Moderated by Aina Vilumsons, CEO, Wisconsin Procurement Institute
Presented by:
• Dr. Dele Ojelabi, Founder and President, Comcentia
• Jean Marie Thiel, President, Belonger Corporation
• Nick Weissenborn, Vice-President (Co-Founder), Aeroforce Logistics, LLC
This session’s attendees will qualify for NCMA CPE credit.
What It Takes to Win – Preparing Government Quotes, Bids, Proposals
02:00pm | December 10
Preparing an effective response to a government solicitation takes time, careful planning and a complete understanding of the requirement. Join us as we look at different types of government solicitations and dive into how to prepare the response. Learn what the government is looking for in your response beyond a low price.
Moderated by Mark Dennis, Government Contract Specialist, Wisconsin Procurement Institute
Presented by:
• Carol Murphy, Government Contract Specialist, Wisconsin Procurement Institute
• Helen Henningsen, Government Contract Specialist, Wisconsin Procurement Institute
This session’s attendees will qualify for NCMA CPE credit.
GSA Schedule Contracts – Should you have one, how to get one and how to use it
02:00pm | December 10
Obtaining a GSA Schedules contract is a challenging process and will require a commitment of resources and time. A business must first determine if it is a good fit and if it could bring them more Federal sales. If it is a good fit for your company, it can potentially significantly increase your opportunities in the Federal marketplace. During this session, you will learn how to evaluate the value of a GSA Schedule to your business, the basic steps to prepare and submit a solicitation, your obligations as a GSA Schedule holder, and some tips on how to maximize the value of your GSA Schedule contract once awarded.
Moderated by Steve Makovec, Government Contract Specialist, Wisconsin Procurement Institute
Presented by Kimberly Hutchinson, Small Business Specialist, US GSA, Great Lakes, Region 5
This session’s attendees will qualify for NCMA CPE credit.
https://attendee.gotowebinar.com/register/4842237522554265872

About
What is the Contracting Academy
The Contracting Academy (TCA) is an opportunity for businesses to grow their technical knowledge of contracting with the State of Wisconsin, Federal Government and Government Prime contractors. The series of workshops will benefit established businesses looking to grow and develop their government sales. Topics and full schedule will be posted soon and will include sessions on topics ranging from doing business with the State of Wisconsin, small business certifications, proposal preparation and much more. Sessions are being scheduled in conjunction with this year’s Virtual Marketplace 2020 during the afternoons of December 8, 9 and 10.
Our Speakers

Kim Garber
Manager, Small Business Programs @ Wisconsin Procurement Institute

Aina Vilumsons
Chief Executive Officer @ Wisconsin Procurement Institute
December 08, 2020
Selling to the State of Wisconsin – Goods and Services – the Basics
1:00 pm | December 8
December 08, 2020
Selling to the State of Wisconsin – Goods and Services – Past the Basics
2:00 pm | December 8
December 08, 2020
Selling to the State of Wisconsin – Construction, A/E and Related Trades
3:00 pm | December 8
December 09, 2020
Business Development and Marketing with a Government Customer – Advice from the Experts
2:00 pm | December 9
December 09, 2020
Working with the Government – A Panel Discussion
3:00 pm | December 9

Cheryl Edgington
Bureau Director @ State Bureau of Procurement
December 08, 2020
Selling to the State of Wisconsin – Goods and Services – the Basics
1:00 pm | December 8
December 08, 2020
Selling to the State of Wisconsin – Goods and Services – Past the Basics
2:00 pm | December 8

Audra Jervey
DOA Enterprise Contract Officer @ State of Wisconsin Department of Administration
December 08, 2020
Selling to the State of Wisconsin – Construction, A/E and Related Trades
3:00 pm | December 8

Matt Klaila
Program and Policy Analyst, DFDM (Division of Facilities Development and Management) @ State of Wisconsin Department of Administration
December 08, 2020
Selling to the State of Wisconsin – Construction, A/E and Related Trades
3:00 pm | December 8

Brian Mitchell
Business Relationship Manager @ State of Wisconsin Department of Transportation (WisDOT)
December 08, 2020
Contracting with the Wisconsin Department of Transportation and their Primes
1:00 pm | December 8

Helen Henningsen
Government Contract Specialist @ Wisconsin Procurement Institute
December 08, 2020
Locating, Securing and Managing Federal Construction Contracts and Subcontracts
2:00 pm | December 8
December 10, 2020
What It Takes to Win – Preparing Government Quotes, Bids, Proposals
2:00 pm | December 10

Kim Garber
Manager, Small Business Programs @ Wisconsin Procurement Institute
December 08, 2020
Selling to the Federal Government and Federal Prime Contractors – Goods and Services – the Basics
3:00 pm | December 8

Tondra Davis
Director, Supplier Diversity Program @ State of Wisconsin Department of Administration
December 09, 2020
An Overview of Available Federal and State Small Business Certifications
2:00 pm | December 9

Madalena Maestri
WisDOT DBE Program Chief @ State of Wisconsin Department of Transportation (WisDOT)
December 09, 2020
An Overview of Available Federal and State Small Business Certifications
2:00 pm | December 9

James Strube
Business Opportunity Specialist @ U.S. Small Business Administration (SBA)
December 09, 2020
An Overview of Available Federal and State Small Business Certifications
2:00 pm | December 9

Carol Murphy
Government Contract Specialist @ Wisconsin Procurement Institute
December 10, 2020
What It Takes to Win – Preparing Government Quotes, Bids, Proposals
2:00 pm | December 10

Steve Makovec
Government Contract Specialist @ Wisconsin Procurement Institute
December 08, 2020
Selling to the Federal Government and Federal Prime Contractors – Goods and Services – the Basics
3:00 pm | December 8
December 10, 2020
GSA Schedule Contracts – Should you have one, how to get one and how to use it
2:00 pm | December 10

Marc Violante
Director, Federal Market Strategies @ Wisconsin Procurement Institute
December 09, 2020
Building Your Capacity, Capability and Compliance in the Federal Marketplace
3:00 pm | December 9

Tim Connelly
Government Contract Lawyer @ Tim Connelly Law PLLC
Tim Connelly is an experienced government contract lawyer serving the legal needs of large, medium and small businesses in all areas of federal, state, and local government contracts. He helps businesses with all aspects of negotiation, administration and compliance typically associated with government business agreements of all kinds. He uses his extensive background in government contract law and administrative law to provide his clients creative, cost-effective and practical approaches to the most important legal opportunities and challenges. Tim retired from the U.S. Army in 2007 after serving 20 years on active duty as a Judge Advocate. While in the Army, Tim handled government contract cases before the Armed Services Board of Contract Appeals and various federal and state courts and administrative bodies. He also counseled government clients in a wide variety of government contract and administrative law matters. Tim is past president of the Twin Cities Chapter of the National Contract Management Association and a member of the Public Contract Law Section of the American Bar Association. Tim was selected as Veteran Small Business Champion by the Small Business Administration in 2014 and was selected to serve on Minnesota’s Diversity and Inclusion Task Force representing the interests of Veteran business owners in Minnesota State contracting programs. Tim is a frequent lecturer in all areas of government contract law and compliance, and represents Veterans pro bono in appeals of denials of claims for disability benefits before the Court of Appeals for Veterans Claims. Tim and his wife Leslie have three grown children and live in Bloomington, Minnesota.
December 09, 2020
Building Your Capacity, Capability and Compliance in the Federal Marketplace
3:00 pm | December 9

Kimberly Hutchinson
Small Business Specialist @ US GSA, Great Lakes, Region 5
December 10, 2020
GSA Schedule Contracts – Should you have one, how to get one and how to use it
2:00 pm | December 10

Mark Dennis
Government Contract Specialist @ Wisconsin Procurement Institute
December 08, 2020
Contracting with the Wisconsin Department of Transportation and their Primes
1:00 pm | December 8
December 08, 2020
Locating, Securing and Managing Federal Construction Contracts and Subcontracts
2:00 pm | December 8
December 08, 2020
Selling to the Federal Government and Federal Prime Contractors – Goods and Services – the Basics
3:00 pm | December 8
December 09, 2020
An Overview of Available Federal and State Small Business Certifications
2:00 pm | December 9
December 10, 2020
What It Takes to Win – Preparing Government Quotes, Bids, Proposals
2:00 pm | December 10

Wenbin Yuan
CEO @ Dakota Interetk Corp.
Wenbin Yuan has a BS in geological engineering from CSU in China and an MS in Water Resources Engineering and Geology from ISU. Wenbin worked in the environmental engineering and consulting industry for a few years then started his own environmental and construction company, Dakota Intertek Corp., in 1994. Dakota Intertek has been providing environmental, consulting, and construction services to the Navy, Army, VA, USDA, USHUD, USDOI, and many other governmental agencies for the past 26 years, successfully delivering over $100m of services. Wenbin also co-authored a history book, "Chinese Milwaukee", with David Holmes and has worked as an adjunct professor for Concordia University of Wisconsin since 2014. Wenbin also helps local businesses as VP of the Wisconsin Chinese Chamber of Commerce (WCCC). Wenbin has two daughters who are in the EE and AI industries.
December 08, 2020
Locating, Securing and Managing Federal Construction Contracts and Subcontracts
2:00 pm | December 8

Jean Marie Thiel
President @ Belonger Corporation
Ms. Thiel owns and operates a specialty trades Mechanical Contracting Company including all HVAC/R aptitudes, waste water, plumbing, as well as offers Construction Management, Facility Management, and Energy Based Performance Contracting. She has 30 years of experience in the construction and services industry, specializing in federal and DOD relations, joint venturing, and mentoring.
December 09, 2020
Working with the Government – A Panel Discussion
3:00 pm | December 9

Megan McKinney
Business Development @ Beacon Interactive Systems
For over 20 years, Megan McKinney has honed her expertise within the commercial, aerospace and defense industries, and built customer relationships with federal government and federal prime clients. Since July 2020, Ms. McKinney has been part of the business development team at Beacon Interactive Systems. At Beacon, Ms. McKinney helps deliver game-changing digital capabilities and mission critical systems to the Department of Defense, supporting the warfighter and driving Mission Readiness across the sustainment lifecycle. Prior to Beacon, Ms. McKinney has held leadership positions in business development, marketing and sales including SupplyCore, Banneker Industries, Monogram Systems and others. Ms. McKinney is an active member of defense industry associations and is currently serving as Vice-Chair Chapters on the National Defense Industrial Association's (NDIA) Member Leadership Council (NMLC), and NDIA Great Lakes Chapter Board Member (Co-founder 2009, President 2015-2020). Ms. McKinney is also a member of the Association of the United States Army's (AUSA) Redstone-Huntsville Chapter.
December 09, 2020
Business Development and Marketing with a Government Customer – Advice from the Experts
2:00 pm | December 9

Dele Ojelabi
Founder and President @ Comcentia
Dr. Dele Ojelabi is the founder and president of Comcentia, a local Mequon WI based IT consulting company that specialize in Enterprise System Integration, DevOps, and Workforce Solutions. Dele has more than 20 years of professional leadership and software implementation experience including strategic leadership, project management; software design, development, testing and implementation. He has extensive experience in training technical professionals and conducting technology-training classes for large groups of technology professionals Dele grew up in Lagos, Nigeria and graduated from the University of Lagos, Nigeria before moving to Paris, France for an MBA at the Ecole Nationale des Ponts et Chaussees. He also received an Ms in MIS from the University of Wisconsin – Milwaukee and Doctor of Business Administration (DBA) from Newcastle University, Newcastle upon Tyne, England. He is a member for the Society for Information Management Wisconsin Chapter (SIM). He is a graduate of Scale Up Milwaukee, a program targeted at helping the area’s fastest growing small businesses maintain sustainable growth. Dele is bilingual, French, and English. He enjoys spending time with his two daughters, eating ethnic food, and discovering new places around the world.
December 09, 2020
Working with the Government – A Panel Discussion
3:00 pm | December 9

Rhonda Iwinski
Owner @ Sunshine Cleaning Company, LLC
Sunshine Cleaning Company LLC is a woman owned and operated cleaning service that was founded in 2016. We are locally owned and operated in South Milwaukee, Wisconsin. We go all-out to provide every client with extraordinary cleaning services, as well as, the great-value for their money. Sunshine Cleaning Company LLC is a fully licensed and insured & bonded Commercial & Residential cleaning service provider. Each of our employees go through specific training in order to provide our clients with outstanding cleaning and janitorial services that are reliable, trustworthy, and professional at all times. Our commitment is to continue education and training for all our team members, on the use of all the necessary equipment, chemicals and supplies. We update our education and training on a regular basis. Sunshine Cleaning Company LLC team members have completed the following associations’ certified programs and training courses: Occupational Safety and Health Administration (O.S.H.A.) || IJCSA Bloodborne Pathogen Certification
December 08, 2020
Selling to the Federal Government and Federal Prime Contractors – Goods and Services – the Basics
3:00 pm | December 8

Susan Leith
Director of Marketing @ Ayres Associates
Susan Vasey Leith, PG, CPSM, is Ayres' director of marketing. She joined Ayres in 1990 with a bachelor of science in geology and served as a hydrogeologist and later as a project manager. She has supplemented that formal education with ongoing training in related sciences and marketing, earning an associate degree in marketing in 2010 and completing the Society for Marketing Professional Services' course to become a certified professional services marketer. She completed her master of business administration in 2014. As director of marketing, Leith helps guide Ayres' business development activities by establishing marketing strategies to fulfill company goals. She is responsible for Ayres' communications and branding efforts; she also develops and maintains relationships with existing and potential clients. Her areas of marketing expertise include the following: • Business development • Branding • Client liaison Leith maintains her Wisconsin professional geologist license and has an active interest in the field. Among her areas of technical expertise are the following: • Groundwater protection and management • Water supply and distribution The American Council of Engineering Companies of Wisconsin recently presented its 2020 Chair’s Award to Leith in recognition of her leadership and reinvigoration of the organization’s Public Relations Committee, which Leith led from 2017 to 2019. That committee led the redesign of the organization’s website, launched a blog program, executed social media posts, and produced fact sheets informing legislators about the value of ACEC Wisconsin and its member engineering firms. Ayres is a nationwide team of 300+ experts and innovative problem-solvers that stands behind thousands of projects that strengthen communities and the nation’s infrastructure, economy, and environment every day. Ayres provides the following services: civil and municipal engineering, architecture, transportation, structural design and inspection, environmental, geospatial, landscape architecture, planning and development, river engineering and water resources, and telecommunications and subsurface utility engineering.
December 09, 2020
Business Development and Marketing with a Government Customer – Advice from the Experts
2:00 pm | December 9

Suzanne Ferris
National Engineering Market Strategist @ HGA
Suzanne works with firmwide leadership nationwide to develop and implement strategies for engineering growth in the markets we serve. Suzanne has more than 15 years experience in the A/E/C industry. By combining her passion for the built environment with her expertise in strategy, research, messaging, and coaching, she specializes in creating innovative approaches that elevate HGA’s relationships.
December 09, 2020
Business Development and Marketing with a Government Customer – Advice from the Experts
2:00 pm | December 9

Nick Weissenborn
Vice-President (Co-Founder) @ Aeroforce Logistics, LLC
Nick is the Vice President and co-founder of Aeroforce Logistics. He has spent 20 years across a variety of roles with one common theme: safe and reliable aircraft maintenance and operations. His positions have spanned the U.S. Air Force as a maintenance operations officer, FAA airframe licensed mechanic, and program manager at Derco/Sikorsky and Zodiac/Intertechnique. Nick leads the sales, business development, and quality assurance efforts at Aeroforce Logistics and is responsible for customer experience, and satisfaction. He sets the example for his team by ensuring Aeroforce is results orientated, data driven, and customer focused.
December 09, 2020
Working with the Government – A Panel Discussion
3:00 pm | December 9
Event Details
The Contracting Academy (TCA) is an opportunity for businesses to grow their technical knowledge of contracting with the State of Wisconsin, Federal Government and Government Prime contractors. The series of workshops benefits established businesses looking to grow and develop their government sales.
Virtual TCA Sessions run in conjunction with this year’s Virtual Marketplace 2020 during the afternoons of December 8, 9 and 10.