Presentation on theme: "Lockheed Martin Supplier Diversity"— Presentation transcript:
1Lockheed Martin Supplier Diversity Opening doors to veteran small businessesThanks 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 RahebSr. Manager, Lockheed MartinLockheed Martin Corporation
2Agenda Lockheed Martin Overview Veteran-Focused Initiatives How to Do Business with Lockheed Martin
3Partners Helping Customers Achieve Their Goals The Men and Womenof Lockheed Martin120,000 Employees60,000 Scientists, Engineers and IT Professionals500+ Facilities Across the USAnd Operating in 70 CountriesWe 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 Goals3
4Global Partnerships for the 21st Century Corporate VisionLockheed 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
5We Never Forget Who We’re Working For ™ Our CustomersDepartments ofDefenseHomeland SecurityCommerceEnergyHealth & Human ServicesHousing & Urban DevelopmentJusticeStateTransportationNASASocial Security AdministrationEnvironmental Protection AgencyU.S. Postal ServiceIntelligence CommunitiesForeign GovernmentsLockheed 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 ListWe Never Forget Who We’re Working For ™
6Information Systems & Global Solutions AeronauticsInformation Systems & Global SolutionsMissiles &Fire ControlMissionSystems &TrainingSpaceSystemsFive core business areas
7Our Commitment to Veterans Over 25,000 of our employees are veterans38% external hires were transitioning military or veteransWe spent ~$1B with ~1,500 veteran-owned small businessesNearly a quarter of our Mentor-Protégé agreements with veteran-owned small businessesOver 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.
8Awards2012 Veteran Advocate of the Year, Mershelle Davis, SBA, Dallas/Fort Worth District Office2011 & 2012 Champions of Veteran’s Enterprise, National Veteran Small Business Coalition2011 Significant Improvements Award in VOSB and SDVOSB subcontracting, National Veteran Small Business Coalition2012 Mershelle Davis Corporate Advocate Award, U.S. Dept of Veterans Affairs2012 Mershelle Davis (SBA) Veteran Small Business Advocate of the Year for Region VI, SBA
9Veteran Focused Initiatives Increase exposure with decision makersStrategic subcontracting and development opportunitiesExpand opportunities to do business
10Increase Exposure with Decision Makers Networking & training eventsSupplier Information SessionsVirtual chat sessions – coming soonTwo areas of ongoing focus are NAICS Other Aircraft Parts and Auxiliary Equipment Manufacturing, and NAICS Engineering Services.
11Strategic Subcontracting and Development Opportunities Development of a Known Small Business Supplier database -- includes VOSB and SDVOSB firmsImplemented policy change to restrict competition to SDVOSBsExtended training (protégé 101, Economic Development workshop, VIP, etc.) offered to VOSB & SDVOSB firms
13Expand Opportunities to Do Business Employee Discount Program - dedicated section for Veteran businessesSmall Business Innovation Research (SBIR) ProgramIf you are interested in SBIR partnership or to sign up for our Topics of Interest Directory at
14Do Your Homework Study our website & programs: www.lockheedmartin.com Identify a few target businesses or programsRegisterSee link under “Suppliers” tab entitled “Doing Business with Lockheed Martin”Send a capabilities statement to:
15Utilize the SBLO Small Business Liaison Officer (SBLO) Your Point of Entry & AdvocateA Business PartnerKnows ALL key programs in their areaAware of requirementsIntegrated with BD & Contractsis the preferred initial contact methodInclude your websiteUnderstand that the SBLO may need to refer you furtherMind your business ethics…gifts & gratuities, etc.
16Seeking proven suppliers with unique capabilities Qualities We Seek....Socio-economic statusPast performance with targeted federal customerExperience with Lockheed MartinExperience in one of our industriesQuality certificationsSecurity clearancesLocationPast participation in Mentor Protégé programTechnology unique to their company, patentedDifferentiating factors...Supplier of needed servicesSeeking proven suppliers with unique capabilities
17Types 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 SupportTechnical Publications, Support Equipment, Emergency Repairs, Technical Srvc.Unique requirements: AS9100 (rev. C), AS9120, ISO 9001, 2008 certified distributor
18Types of Goods/Services Purchased - IS&GS I/T Hardware and PeripheralsComputer Software (majority is custom developed)Maintenance & Support for hardware and softwareSoftware Engineering, Architecture, Design, DevelopmentSoftware Testing and ValidationProgrammingManagement and Process ConsultingCyber SecurityInformation AssuranceHelp Desk SupportUnique requirements: Security clearances; ISO 9001; CMMI certifications
19Types of Goods/Services Purchased - M&FC TransportationBackground Check ServicesBuild to Print Electronic ComponentsElectro-mechanical productsCastingsOptics, gyros, raw materialTooling/test equipmentConstructionCustom batteries, power suppliesAdvanced technology R&DTelecommunicationsMajor systems for ground, air, sea apps (detection and offensive systems)Unique requirements: AS9100/9120; secret clearance as applicable
20Types of Goods/Services Purchased - MST Background Check ServicesBuild to Print Electronic ComponentsAudit ServicesElectro-mechanical productsCastingsOptics, gyros, raw materialTooling/test equipmentConstructionCustom batteries, power suppliesAdvanced technology R&DTelecommunicationsMajor systems for ground, air, sea apps (detection and offensive systems)Unique requirements: AS9100/9120; secret clearance as applicable
21Types of Goods/Services Purchased - Space Systems 541330 Engineering Services (corporate initiative)334419 Other electronic component manufacturingcable harness238220 Plumbing, heating and Air-Conditioning Contractors236210 Industrial Building ConstructionUnique requirements: ISO 9001 or AS9100 (rev. C) certification; Secret and top secret clearance highly valued
22Always Meet Commitments PerformCost – Quote full costsQuality – 100% in everything you do!Delivery – On time, every timeAlways Meet Commitments
23Upcoming 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: TBDHow to Respond to a RFP Webinar - MarchTwo 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
24Supplier Wire www.lockheedmartin.com/supplierwire A dedicated resource for small enterprises looking to do business with Lockheed Martin and the industry in generalFree webinars & live chatsEducational videosSupplier testimonialsImmediate needs bulletinsDirectoriesSupplier 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 SupplierInnovations! Marketing New Technologies to UsPerfecting Your Elevator SpeechSupplier TestimonialsWe 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 BulletinsWe have a dedicated bulletin board when we have specific niche needs for procurement opportunities.Directories:Corporate Agreements listingWhat We BuyEvents CalendarPartnership Pursuits:Internal partnershipsBD – Proposal PursuitsSBIR (Small Business Innovation Research Program) Partnerships and topics of interestVeteran’s Corner – dedicated to veteran firms looking to do business.To get to Supplier Wire go to: Lockheedmartin.com / Suppliers / Supplier WirePartnership pursuitsVeterans corner