Lockheed Martin Supplier Diversity Path to Small Business Partnership 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”. Bob Thompson II Supplier Programs Sr. Mgr. Lockheed Martin Corporation

Vision Be the global leader in supporting our customers’ missions, strengthening security, and advancing scientific discovery.

People 49,000 98,000 Employees 590+ Facilities Worldwide Scientists, Engineers and IT Professionals 98,000 Employees Operating in over 70 Countries 590+ Facilities Worldwide With 7,000+ Employees

We Never Forget Who We’re Working For ® Customers Departments of Defense Homeland Security Commerce Energy Justice State Transportation NASA Intelligence Communities 70 other Governments Worldwide We Never Forget Who We’re Working For ®

Information Systems & Global Solutions Business Structure Aeronautics Information Systems & Global Solutions Missiles and Fire Control Mission Systems & Training Space Systems Five core business areas and international International Government IT Services divestiture, 07/2016 Company acquisition, 10/2015

Rotary and Mission Systems Business Structure Missiles and Fire Control Rotary and Mission Systems Space Systems Aeronautics

Lockheed Martin Business Areas AERONAUTICS Tactical Fighters Tactical /Strategic Airlift Advanced Development Global Sustainment MISSILES and FIRE CONTROL Air and Missile Defense Tactical Missiles Fire Control Combat Maneuver Systems ROTARY AND MISSION SYSTEMS Naval Combat Systems Radar and Surveillance Systems Aviation Systems Training and Logistics Solutions SPACE SYSTEMS Surveillance and Navigation Global Communications Human Space Flight Strategic and Defensive Systems

Lockheed Martin’s Commitment to Small Business In GFY2016, awarded $4.2 billion total U.S. dollars to 10,000 small businesses Lockheed Martin actively seeks diverse suppliers Bring agility & new perspectives Provide innovative solutions to complex challenges lockheedmartin.com

Qualities Prime Contractors Seek in new Suppliers... Past performance with federal customer Experience with Lockheed Martin or other Prime Experience in one of our industries Quality certifications Security clearances Cybersecurity readiness Socio-economic status Location Technology unique to their company, patented Differentiating factors Supplier of needed services

Business Card Tips FRONT OF CARD Supplier Name Address Email URL Phone number Socio-economic status Key descriptive words BACK OF CARD NAICS/descriptions DUNS & CAGE Code Any strategic information that you think your Target audience might find useful. (avery clear labels) Does your business card contain: Supplier Name Address Email URL Phone number Socio-economic status Key descriptive words Also, take advantage of the back of your card. We suggest having your…. NAICS/descriptions DUNS & CAGE Code

Point of Entry/Do Your Homework Study our website and programs Register in LM’s Marketing Portal: http://www.lockheedmartin.com/us/suppliers/doingbusiness.html Supplier Wire: http://www.lockheedmartin.com/us/suppliers.html For additional questions, email: supplier.communications@lmco.com

Supplier Wire Lockheedmartin.com / Suppliers / Supplier Wire 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 Veteran’s corner Lockheedmartin.com / Suppliers / Supplier Wire

Utilize the SBLO Small Business Liaison Officer (SBLO) supplier.communications@lmco.com Your Point of Entry & Advocate A Business Partner Knows ALL key programs in their area Aware of requirements Integrated with BD & Contracts Email 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.

Steps to Marketing to Us Study our website & programs: www.lockheedmartin.com Determine if a match Identify target businesses or programs Review “What We Buy Directory” Market to Lockheed Martin: a. Complete the marketing registration: www.lockheedmartin.com/suppliers b. Send request to: Supplier.communications@lmco.com c. Check out the Immediate Needs Bulletin Board d. Get added to the SBIR distribution list: sbir.fc-lmc@lmco.com

Access To Target Is this company a good fit for your product or service Can you offer solutions to customer problems, is customer aware of potential problems What value proposition can be used to replace incumbent Do your recent success stories fit this customer Every Business Professional Needs a Memorable Answer to the Question "What do you do?"

Make Initial Contact- taking your first shot Create a personal connection Listen and create two way conversation Communicate a brief & concise “Introduction” Introduction is looking for permission to go into more depth Focus on your company’s uniqueness & differentiators Past performance data(quality & delivery) Have success stories to share Offer solutions to problems Every Business Professional Needs a Memorable Answer to the Question "What do you do?"

What Happened? Re-access and Make Corrections Was your message brief & concise? Did you wait for permission to go more in depth? Did you capture their attention via your value proposition or company’s uniqueness? Was your past performance sufficient? Did your success stories have a positive impact on this Opportunity? Were you able to understand the customer requirements and offer potential solutions to problems? Every Business Professional Needs a Memorable Answer to the Question "What do you do?"

What Happens After Multiple Attempts? Do you cut ties and end communications after several attempts? Is there true opportunity with this target client? Can you partner with another small company that will increase your opportunity with this previously targeted client? Were you able to establish a common connection on a personal or human level? Can this client become a resource for you with other potential targets? Every Business Professional Needs a Memorable Answer to the Question "What do you do?"

Conclusion Know your Business Study and know your potential client Listen Access the Target Focus on your shots Make adjustments to shots

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