doing business with lockheed martin - advance ... 2 | lockheed martin proprietary information people

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  • 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

    9

    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

  • 10

    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

    http://www.lockheedmartin.com/us/suppliers http://www.lockheedmartin.com/us/suppliers http://www.lockheedmartin.com/us/suppliers http://www.lockheedmartin.com/us/suppliers mailto:sbir.fc-lmc@lmco.com mailto:sbir.fc-lmc@lmco.com mailto:sbir.fc-lmc@lmco.com

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