6471.PPT AFM 04/21/23 1

Lockheed Martin CorporationLockheed Martin Corporation

Doing Business with Lockheed Martin Doing Business with Lockheed Martin

WelcomeWelcome

Phyllis Grant Phyllis Grant Supplier Diversity Manager Supplier Diversity Manager Simulation, Training & Support (STS) Simulation, Training & Support (STS) phyllis.grant@LMCO.comphyllis.grant@LMCO.com

Corporate Overview 2

Partners to Help Customers Meet Their Defining MomentsPartners to Help Customers Meet Their Defining Moments

• 146,000 Employees146,000 Employees

• 73,000 Scientists and Engineers73,000 Scientists and Engineers

– 26,000 IT Professionals26,000 IT Professionals

• Operations in 1,000 Facilities, 500 Cities, Operations in 1,000 Facilities, 500 Cities,

50 States and 75 Countries50 States and 75 Countries

The Men and Women of Lockheed MartinThe Men and Women of Lockheed Martin

Corporate Overview 2

Corporate Overview 3

Our CustomersOur Customers

• Departments ofDepartments of– DefenseDefense– Homeland SecurityHomeland Security– CommerceCommerce– EnergyEnergy– Health & Human ServicesHealth & Human Services– Housing & Urban DevelopmentHousing & Urban Development– JusticeJustice– StateState– TransportationTransportation

• NASANASA• Social Security AdministrationSocial Security Administration• Environmental Protection AgencyEnvironmental Protection Agency• U.S. Postal ServiceU.S. Postal Service• Intelligence CommunitiesIntelligence Communities• Foreign GovernmentsForeign Governments

We Never Forget Who We’re Working For We Never Forget Who We’re Working For ™™

Corporate Overview 4

AeronauticsSpace

SystemsElectronicSystems

Information Systems &

Global Services

Corporate Overview 5

how: how: Do Your HomeworkDo Your Homework

• Be sure to register in the U.S. Small Be sure to register in the U.S. Small Business Administration database Business Administration database at www.ccr.govat www.ccr.gov

• Study our website and our Study our website and our programs:programs:

• www.lockheedmartin.com

• Identify a few target businesses or Identify a few target businesses or programsprograms

• RegisterRegister• See link under “Suppliers” tab entitled “Doing Business with See link under “Suppliers” tab entitled “Doing Business with

Lockheed Martin”Lockheed Martin”

• Send a capabilities statement to: Send a capabilities statement to: supplier.communications@lmco.com

Corporate Overview 6

how: how: Utilize the SBLOUtilize the SBLO• Small Business Liaison Officer (SBLO)Small Business Liaison Officer (SBLO)

• Your Point of Entry & AdvocateYour Point of Entry & Advocate

• A Business PartnerA Business Partner• Knows ALL key programs in their areaKnows ALL key programs in their area

• Aware of requirementsAware of requirements• Integrated with BD & ContractsIntegrated with BD & Contracts

• The SBLO wants to help but is not always the decision makerThe SBLO wants to help but is not always the decision maker• Email is the preferred initial contact methodEmail is the preferred initial contact method

• Do not send attachments…Include your websiteDo not send attachments…Include your website

• Understand that the SBLO may need to refer you further Understand that the SBLO may need to refer you further

• Mind your business ethics…gifts & gratuities, etc.Mind your business ethics…gifts & gratuities, etc.

Corporate Overview 7

how: how: Understand Contracting DynamicsUnderstand Contracting Dynamics

• LM has a committed diverse small business base, but LM has a committed diverse small business base, but sources sources willwill change for sound business reasons change for sound business reasons

– Major Consideration: Major Consideration: RISK!RISK!• Past PerformancePast Performance• Time in BusinessTime in Business• FinancialsFinancials

• Corporate AgreementsCorporate Agreements– Most primes utilize themMost primes utilize them– Inquire if your product or services is on agreementInquire if your product or services is on agreement

• If yes, when does it expire?If yes, when does it expire?– Explore potential for value-add partnering with the Explore potential for value-add partnering with the

existing contractor existing contractor

Corporate Overview 8

PerformPerform

• Cost – Quote full costsCost – Quote full costs

• Quality – 100% in everything you do!Quality – 100% in everything you do!

• Delivery – On time, every timeDelivery – On time, every time

how: how: Always Meet CommitmentsAlways Meet Commitments