1. 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

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

3. 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

4. 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 ®

5. 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

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

7. 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

8. 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

9. 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

10. 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
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

11. Point of Entry/Do Your Homework
Study our website and programs
Register in LM’s Marketing Portal:
Supplier Wire:
For additional questions,

12. 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

13. 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.

14. Steps to Marketing to Us
Study our website & programs:
Determine if a match
Identify target businesses or programs
Review “What We Buy Directory”
Market to Lockheed Martin:
a. Complete the marketing registration:
b. Send request to:
c. Check out the Immediate Needs Bulletin Board
d. Get added to the SBIR distribution list:

15. 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?"

16. 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?"

17. 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?"

18. 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?"

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

20. PIRA Approved SSS
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