Lockheed Martin
Bob Thompson II,
Supplier Diversity Senior Manager
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Lockheed Martin Supplier DiversityPath to Small Business Partnership
Bob Thompson II
Supplier Programs Sr. Mgr.
Lockheed Martin Corporation
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International
Aeronautics
Information
Systems &
Global Solutions
Missiles and
Fire Control
Mission
Systems &
Training
Space
Systems
Business Structure
Company
acquisition,
10/2015
Government IT
Services
divestiture, 07/2016
Lockheed Martin Business Areas
MISSION SYSTEMS &
TRAINING
• Naval Combat Systems
• Radar and Surveillance Systems
• Aviation Systems
• Training and Logistics Solutions
MISSILES and FIRE CONTROL
• Air and Missile Defense
• Tactical Missiles
• Fire Control
• Combat Maneuver Systems
SPACE SYSTEMS
• Surveillance and Navigation
• Global Communications
• Human Space Flight
• Strategic and Defensive
Systems
AERONAUTICS
• Tactical Fighters
• Tactical /Strategic Airlift
• Advanced Development
• Global Sustainment
Space Systems Company Portfolio
© 2016 Lockheed Martin Corporation. All Rights Reserved.
Special ProgramsCivil Space
Weather & Environment
Planetary Exploration
Human Exploration
Advanced Technology Center
Optics, RF & Photonics
Adv. Materials & Nano Systems
Space Sciences & Instruments
Military Space
Protected Comms
Narrowband Comms
Early Warning
Navigation Weather Space Protection
Commercial Space
Remote Sensing
CommercialSATCOM
Wind Energy Management
Subsidiaries
Strategic & Missile Defense
Missile Defense
Strategic Missiles
Adv Programs
Mission Solutions
End-to-End Mission Systems
GeospatialTechnologies
NASA
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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:
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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
• 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.
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Make Initial Contact
• Present a brief & concise “Elevator Speech”
• Focus on your company’s uniqueness & differentiators
• Past performance (quality & delivery)
• Share success stories
• Offer solutions to problems
Every Business Professional Needs a Memorable Answer to the
Question "What do you do?"
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Business Card Tips
– FRONT OF CARD
– Supplier Name
– Address
– URL
– Phone number
– Socio-economic status
– Key descriptive words – BACK OF CARD
– NAICS/descriptions
– DUNS & CAGE Code
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Qualities We Look for in a New
Supplier...
• Socio-economic status
• Past performance with federal customer
• Experience with Lockheed Martin or Prime
Contractor
• Experience in one of our industries
• Quality certifications
• Security clearances
• Location
• Past participation in Mentor Protégé program
• Technology unique to their company, patented
• Differentiating factors
• Supplier of needed services
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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
Veteran’s corner
Directories
Immediate needs bulletins
Partnership pursuits
Lockheedmartin.com / Suppliers / Supplier Wire
© 2016 Lockheed Martin Corporation. All Rights Reserved
