Michelle Butzke

Supplier Relations Manager

Lockheed Martin Corporation

Doing Business with

Lockheed Martin

2 | Lockheed Martin Proprietary Information

PEOPLE

400+ Facilities Across the U.S.

Operating in over 58 Countries

105,000 Employees

With 7,100+ Employees

49,000 Scientists and Engineers

3 16-01396 Sept. 2016

CUSTOMERS • Departments of

– Defense

– Homeland Security

– Commerce

– Energy

– Justice

– State

– Transportation

• NASA

• Intelligence Communities

• Governments Worldwide

We Never Forget Who We’re Working For ®

4 16-01396 Sept. 2016

BUSINESS STRUCTURE Missiles and

Fire Control Aeronautics Space Rotary and Mission

Systems

AERONAUTICS MISSILES AND FIRE CONTROL ROTARY AND MISSION SYSTEMS SPACE

$4.6B (21%) In GFY 2018 with Small

Businesses

8,400 Small and Diverse

Businesses

$19.3B Spend Managed Annually

15,647 Suppliers

SUPPLIER BASE

DIVERSE SPEND

SUPPLIER BASE

6

EMERGING SUPPLY CHAIN ISSUES

• Counterfeit Parts

• Cyber Security

• Counter Intelligence

• SEC Conflict Minerals Rule

• Specialty Metals

• Anti-Corruption

• Chemical Restrictions

• Human Trafficking

• Sustainability

• USG Surveys

7 ©2017 Lockheed Martin Corporation. All rights reserved. Approved for public distribution

DOING BUSINESS WITH MULTIPLE TYPES OF QUALITY CERTIFICATIONS

• Aerospace Standard (AS91XX)

− AS 9100 – Manufacturers

− AS 9110 – Maintenance

− AS 9120 – Distributors

• International Organization for Standardization (ISO)

− ISO 9001 – Quality Management Systems

• ISO/International Electro-technical Commission (ISO/IEC)

− ISO/IEC 12207

• Capability Maturity Model Integration (CMMI)

− Mature practices, essential elements for effective process integration and

continuous improvement

− Nadcap – Special Process Certifications

Holding Actual Certification is More Important than

Saying “Don’t Have, But We are Compliant to….”

8

TOP NAICS CODES

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334511 Search, Detection

336411 Aircraft Manufacturing

336413 Other Aircraft Parts

541330 Engineering Services

334220 Radio, TV Broadcasting & Wireless

Communications Equipment Mfg.

541712 Research and Development

336611 Ship Building and Repairing

336412 Manufacturing

336415 Propulsion Unit

332710 Machine Shops

334515 Instrument Manufacturing and Measuring

334419 Other Electronic Component Manufacturing

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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

11

RESPOND TO A RFQ • Be responsive…submit no-bid

response if you choose not to compete

• Read and understand every element of

request:

• Terms & Conditions

• Quality & Delivery Requirements

• Ask for clarification or an extension if

necessary

• Always return calls and emails

promptly

12

PERFORM

• Cost – Quote full costs

• Quality – 100% in everything you do!

• Delivery – On time, every time

Always Meet Commitments

13

STAY PROTECTED • It is imperative for businesses to make the investment to protect

their infrastructure from cybersecurity risks and threats

6 STEPS TO MARKET TO LOCKHEED MARTIN

1 Do your Homework

and Identify a Target

2 Complete the

Supplier Marketing

Portal

3 Subscribe to the

Immediate Needs

Bulletin Board

https://www.lockheedmartin.com/en-us/suppliers/supplier-diversity.html

4 Meet Influencers

5 Subscribe to SBIR/

STTR Distribution

6 Bring Opportunities

to Us 4

WORK SBIR WITH LOCKHEED MARTIN

Lockheed Martin SBIR Site

http://www.lockheedmartin.com/us/suppliers

/govt-programs/sbir.html

1 Email sbir.fc-

lmc@lmco.com to be

added to the SBIR

Distro List

2 Email SBIR chart located

on SBIR Site for tech that

does not fit into a current

solicitation

3 For firms with other than

SBIR interests, see

“Avenues for High Tech

Firms” on website