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Give Me 5: Special Unit – Working with
Prime Vendors
LOCKHEED MARTIN
Presented by: Suzanne RahebCorporate Supplier Diversity Leader
Lockheed Martin
Hosted by: Ann Sullivan
WIPP Chief Advocate and
President of Madison Services Group.
Women Impacting Public Policy (WIPP) is a nonprofit, membership organization working to increase the economic power and public policy clout
of women entrepreneurs by providing essential business skills education, leadership opportunities for business and personal growth, and a seat at the
table among policymakers in Washington, D.C.
WIPP was founded in 2001 and is recognized as a national, nonpartisan voice for women business owners, advocating on behalf of its coalition of
4.7 million businesswomen including 78 business organizations. WIPP identifies important trends and opportunities and provides a collaborative
model for the public and private sectors to advance the economic empowerment of women.
www.WIPP.org
Give Me 5
• National program from WIPP & American Express OPEN designed to educate women business owners on how to apply for and secure federal procurement opportunities.
• Give Me 5 works to increase the representation of Women Business Owners that win government contracts. We provide accessible business education tools to assist both new and experienced federal contractors.
Give Me 5: Special Unit – Working with
Prime Vendors
LOCKHEED MARTIN
Presented by: Suzanne RahebCorporate Supplier Diversity Leader
Lockheed Martin
Hosted by: Ann Sullivan
WIPP Chief Advocate and
President of Madison Services Group.
Give Me 5: Working with Prime VendorsLOCKHEED MARTIN
Ann SullivanChief Advocate
Women Impacting Public Policy
Give Me 5: Working with Prime VendorsLOCKHEED MARTIN
Suzanne RahebCorporate Supplier Diversity
Leader
Lockheed Martin
0000 10/25/2016 7
WIPP “Give Me Five” Webinar
Suzanne Raheb
Corporate Supplier Diversity Leader
Lockheed Martin
How to Become a Supplier to
Lockheed Martin
8
Agenda
• Lockheed Martin Overview
• Changing A&D Industry
• Tips for Doing Business
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Vision
Be the global leader in supporting our customers’ missions,
strengthening security, and advancing scientific discovery.
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98,000 Employees
People
49,000
590+ Facilities WorldwideWith 7,000+ Employees
Scientists, Engineers and IT Professionals
Operating in over 70 Countries
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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 ®
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Business Structure
Missiles and
Fire ControlAeronauticsSpace
SystemsRotary and Mission
Systems
13
Current Environment
• Environment uncertainty
– Budgetary constraints ... affordability
– Volume and sequestration impact
– Increased regulations
• Focus on the supply chain– Critical driver for value…majority of program costs
– Increasing focus on emerging risks
– Small business is a big part of the overall equation
Affordability is the Value Driver
14
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
15
Lockheed Martin’s Commitment to
Small Business• In GFY2015, awarded
$4.7 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
16
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
17
Steps to Marketing to Us
1. Study our website & programs:
www.lockheedmartin.com
– Determine if a match
– Identify target businesses or programs
– Review “What We Buy Directory”
2. Market to Lockheed Martin:
a. Complete the marketing registration:
www.lockheedmartin.com/suppliers
b. Send request to:
c. Check out the Immediate Needs Bulletin Board
d. Get added to the SBIR distribution list: [email protected]
18
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
19
Perform
• Cost – Quote full costs
• Quality – 100% in everything
you do!
• Delivery – On time, every time
Always Meet Commitments
Supplier Wire
A dedicated resource for small
enterprises looking to do business with
Lockheed Martin and the industry in
general
Free webinars
Educational Videos
Supplier Testimonials
Veterans’ corner
Directories
Immediate Needs Bulletins
Partnership Pursuits
www.Lockheedmartin.com/suppliers
21
Training & Development
Supplier Training Excellence
Program (STEP)
Virtual collection of educational
and learning resources designed
to help small enterprises
navigate and succeed
STEPSupplier Training
Excellence Program
Helping small businesses through collaborative training offerings
Cybersecurity
Ethics
Export Control Reform
Counterfeit Parts
Risk/Opp Management
Proposal Estimating
Thank You For Participating
Following this call you will receive links to the podcast
of this session.
For questions, please contact Lin Stuart at
www.GiveMe5.com
Get Involved!
• Join a policy issue committee and learn how policy can impact your business growth
• Make your voice heard - become a member of our national Instant Impact Advocacy
Team
• Participate in our educational series – unlimited opportunities for you and your staff
• Receive weekly policy updates and briefings
1-888-488-WIPP
www.wipp.org
Questions? Contact WIPP Staff
Program & Education Coordinator: Lin Stuart▪ [email protected] ▪ (415) 434-4314
Membership Coordinator: Lynn Bunim ▪ [email protected] ▪ (415) 434-4314