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Lockheed Martin Supplier Diversity

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Presentation on theme: "Lockheed Martin Supplier Diversity"— Presentation transcript:

1 Lockheed Martin Supplier Diversity
Opening doors to veteran small businesses Thanks so much for this opportunity to speak with you today. It always gives me great pleasure to provide some information to help you not only understand how to do business with Lockheed Martin, but hopefully provide helpful information ortips on how to do business with Prime contractors in general. I’ll be presenting “Doing Business with Lockheed Martin – the New Reality”. Suzanne Raheb Sr. Manager, Lockheed Martin Lockheed Martin Corporation

2 Agenda Lockheed Martin Overview Veteran-Focused Initiatives
How to Do Business with Lockheed Martin

3 Partners Helping Customers Achieve Their Goals
The Men and Women of Lockheed Martin 120,000 Employees 60,000 Scientists, Engineers and IT Professionals 500+ Facilities Across the US And Operating in 70 Countries We are partners with our customers sharing a unified vision: to deliver the technologies customers need to address their most pressing priorities and achieve success at their defining moments. We hire approximately five percent of all engineers produced in American colleges and universities – about 4,000 people annually. We are a corporate sponsor of National Engineers Week (every third week in February) and Space Day (May 15). Every year, Lockheed Martin employees donate over a million hours of voluntary assistance to their local communities and donate more than $20 million to charities through workplace giving programs. The corporation donates an additional $24 million annually, focusing on education, community outreach and customer and constituent interests. Partners Helping Customers Achieve Their Goals 3

4 Global Partnerships for the 21st Century
Corporate Vision Lockheed Martin is the Leading Global Security and Aerospace Company, Solving our Customers’ Most Difficult Problems Through Our Employees’ Innovation, Performance and Unmatched Integrity. Lockheed Martin is truly one company, one team with a singular focus – to turn data into knowledge, and knowledge into action. Complex problems require integrated solutions. And as a premier systems integrator, Lockheed Martin is uniquely qualified to combine technologies, systems, and industry teams to create the right solution for exactly what’s needed on time, on budget, and with operational excellence. Global Partnerships for the 21st Century

5 We Never Forget Who We’re Working For ™
Our Customers Departments of Defense Homeland Security Commerce Energy Health & Human Services Housing & Urban Development Justice State Transportation NASA Social Security Administration Environmental Protection Agency U.S. Postal Service Intelligence Communities Foreign Governments Lockheed Martin holds more than 2,500 active patents. Our technology allows the FBI to make 130,000 daily fingerprint searches on 55 million individual records. Ranked among 10 best companies for veteran-owned businesses (NaVOBA) Number 1 Aerospace and Defense Company for supply chain management (Military Logistics Forum) Number 2 on Fortune’s World’s Most Admired Companies List We Never Forget Who We’re Working For ™

6 Information Systems & Global Solutions
Aeronautics Information Systems & Global Solutions Missiles & Fire Control Mission Systems & Training Space Systems Five core business areas

7 Our Commitment to Veterans
Over 25,000 of our employees are veterans 38% external hires were transitioning military or veterans We spent ~$1B with ~1,500 veteran-owned small businesses Nearly a quarter of our Mentor-Protégé agreements with veteran-owned small businesses Over 25,000 of our employees are veterans. That’s approximately a quarter of our workforce; QTC – our subsidiary has provided over 1,000,000 examinations to disabled veterans in the last 6 years. Our QTC physician network – the doctors we employ – provide over 15 percent of the examinations we conduct. In 2011, 38 percent of our external hires were transitioning military or veterans; Within our supplier base, we spend over one billion dollars with approximately 1,500 veteran owned small businesses annually. And nearly a quarter of Lockheed Martin’s Mentor-Protégé agreements are with veteran owned small businesses.

8 Awards 2012 Veteran Advocate of the Year, Mershelle Davis, SBA, Dallas/Fort Worth District Office 2011 & 2012 Champions of Veteran’s Enterprise, National Veteran Small Business Coalition 2011 Significant Improvements Award in VOSB and SDVOSB subcontracting, National Veteran Small Business Coalition 2012 Mershelle Davis Corporate Advocate Award, U.S. Dept of Veterans Affairs 2012 Mershelle Davis (SBA) Veteran Small Business Advocate of the Year for Region VI, SBA

9 Veteran Focused Initiatives
Increase exposure with decision makers Strategic subcontracting and development opportunities Expand opportunities to do business

10 Increase Exposure with Decision Makers
Networking & training events Supplier Information Sessions Virtual chat sessions – coming soon Two areas of ongoing focus are NAICS Other Aircraft Parts and Auxiliary Equipment Manufacturing, and NAICS Engineering Services. 

11 Strategic Subcontracting and Development Opportunities
Development of a Known Small Business Supplier database -- includes VOSB and SDVOSB firms Implemented policy change to restrict competition to SDVOSBs Extended training (protégé 101, Economic Development workshop, VIP, etc.) offered to VOSB & SDVOSB firms

12 Mentor Protégé Agreements
Active Agreements Bus Area Div Status Svc ExactData IS&GS WOSB Internal Mori Associates SDB, WOSB FAA Fulcrum Vets VOSB, SDVOSB HHS DVA Fenestra SB J&P Technologies NASA Active Agreements Bus Area Div Status Svc IERUS Technologies Space HUBZone MDA Makai Ocean Engineering ES SDB Navy Crowley Fabricating & Machining VOSB, SDVOSB PraxSoft SDB, WOSB GeneSic* ONR * Approved, awaiting funding

13 Expand Opportunities to Do Business
Employee Discount Program - dedicated section for Veteran businesses Small Business Innovation Research (SBIR) Program If you are interested in SBIR partnership or to sign up for our Topics of Interest Directory at

14 Do Your Homework Study our website & programs: www.lockheedmartin.com
Identify a few target businesses or programs Register See link under “Suppliers” tab entitled “Doing Business with Lockheed Martin” Send a capabilities statement to:

15 Utilize the SBLO Small Business Liaison Officer (SBLO)
Your Point of Entry & Advocate A Business Partner Knows ALL key programs in their area Aware of requirements Integrated with BD & Contracts is the preferred initial contact method Include your website Understand that the SBLO may need to refer you further Mind your business ethics…gifts & gratuities, etc.

16 Seeking proven suppliers with unique capabilities
Qualities We Seek.... Socio-economic status Past performance with targeted federal customer Experience with Lockheed Martin Experience in one of our industries Quality certifications Security clearances Location Past participation in Mentor Protégé program Technology unique to their company, patented Differentiating factors... Supplier of needed services Seeking proven suppliers with unique capabilities

17 Types of Goods/Services Purchased - Aeronautics
Aircraft parts (subassemblies) Construction (General Contractors for facilities) Environmental Services (cleanup, remediation) Indirect (test & lab equipment, architectural and engineering capital equipment, perishable tooling) Logistics Support Technical Publications, Support Equipment, Emergency Repairs, Technical Srvc. Unique requirements: AS9100 (rev. C), AS9120, ISO 9001, 2008 certified distributor

18 Types of Goods/Services Purchased - IS&GS
I/T Hardware and Peripherals Computer Software (majority is custom developed) Maintenance & Support for hardware and software Software Engineering, Architecture, Design, Development Software Testing and Validation Programming Management and Process Consulting Cyber Security Information Assurance Help Desk Support Unique requirements: Security clearances; ISO 9001; CMMI certifications

19 Types of Goods/Services Purchased - M&FC
Transportation Background Check Services Build to Print Electronic Components Electro-mechanical products Castings Optics, gyros, raw material Tooling/test equipment Construction Custom batteries, power supplies Advanced technology R&D Telecommunications Major systems for ground, air, sea apps (detection and offensive systems) Unique requirements: AS9100/9120; secret clearance as applicable

20 Types of Goods/Services Purchased - MST
Background Check Services Build to Print Electronic Components Audit Services Electro-mechanical products Castings Optics, gyros, raw material Tooling/test equipment Construction Custom batteries, power supplies Advanced technology R&D Telecommunications Major systems for ground, air, sea apps (detection and offensive systems) Unique requirements: AS9100/9120; secret clearance as applicable

21 Types of Goods/Services Purchased - Space Systems
541330            Engineering Services (corporate initiative) 334419            Other electronic component manufacturing cable harness 238220            Plumbing, heating and Air-Conditioning Contractors 236210             Industrial Building Construction Unique requirements: ISO 9001 or AS9100 (rev. C) certification; Secret and top secret clearance highly valued

22 Always Meet Commitments
Perform Cost – Quote full costs Quality – 100% in everything you do! Delivery – On time, every time Always Meet Commitments

23 Upcoming events Supplier Information Sessions
West coast: Los Angeles, CA, March 6 (focus: Engineering Services) Central: Fort Worth, TX, TBD (focus: Other Aircraft Parts) East coast: TBD How to Respond to a RFP Webinar - March Two areas of ongoing focus are NAICS Other Aircraft Parts and Auxiliary Equipment Manufacturing, and NAICS Engineering Services.  SIS focus on NAICS Other Aircraft Parts & NAICS Engineering Services 

24 Supplier Wire www.lockheedmartin.com/supplierwire
A dedicated resource for small enterprises looking to do business with Lockheed Martin and the industry in general Free webinars & live chats Educational videos Supplier testimonials Immediate needs bulletins Directories Supplier Wire is a dedicated resource to assist small enterprises on how to do business with LMC and the industry in general. It contains a wealth of information. Free webinars and chat sessions: On specific topics for small businesses, such as how to promote your innovations to LMC, seeking an internal or proposal pursuit partnership, ways to differentiate your business to get noticed. You can sign up on Supplier Wire and we also have recordings of past sessions. Educational Videos (4). Topics include: What We Look for in a Supplier – Is Your Firm a Match? Steps to Becoming a Supplier Innovations! Marketing New Technologies to Us Perfecting Your Elevator Speech Supplier Testimonials We have a collection of testimonial tips from our current successful small business partners from how they got their foot in the door to doing business to sustaining a relationship. Immediate Needs Bulletins We have a dedicated bulletin board when we have specific niche needs for procurement opportunities. Directories: Corporate Agreements listing What We Buy Events Calendar Partnership Pursuits: Internal partnerships BD – Proposal Pursuits SBIR (Small Business Innovation Research Program) Partnerships and topics of interest Veteran’s Corner – dedicated to veteran firms looking to do business. To get to Supplier Wire go to: Lockheedmartin.com / Suppliers / Supplier Wire Partnership pursuits Veterans corner

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