lockheed martin corporation

6471.PPT AFM 04/21/23 1

Lockheed Martin CorporationLockheed Martin Corporation

Doing Business with Lockheed Martin Doing Business with Lockheed Martin

June 2011June 2011

Linda FlowersLinda Flowers Supplier Diversity Advocate/SBLOSupplier Diversity Advocate/SBLO

Corporate Overview 2

An American Aerospace and An American Aerospace and Defense Company Providing Defense Company Providing

Globally Oriented Security Systems, Globally Oriented Security Systems, Solutions and Services to Solutions and Services to

Governments Around the WorldGovernments Around the World

Global Partnerships for the 21Global Partnerships for the 21stst Century Century



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

• 136,000 Employees136,000 Employees

• Over 70,000 Scientists and EngineersOver 70,000 Scientists and Engineers

– Over 25,000 IT ProfessionalsOver 25,000 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



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 ™™


AeronauticsSpace

SystemsElectronicSystems

Information Systems &

Global Solutions


how how Between small business and big opportunity, there is Between small business and big opportunity, there is one important word: one important word: how.how.

• Diversity brings agility Diversity brings agility and new perspectives and new perspectives to products and to products and services. services.

• Partnering with small Partnering with small businesses to find businesses to find innovative solutions to innovative solutions to complex challenges is complex challenges is all a question of all a question of how.how.

• It is the It is the howhow that makes that makes

all the difference.all the difference.


how: how: LeadershipLeadership

““Having an inclusive environment Having an inclusive environment really demands an engagement really demands an engagement process that starts at the top – in process that starts at the top – in my office – and extends my office – and extends throughout the Corporation to throughout the Corporation to each and every employee and each and every employee and stakeholder in this enterprise. stakeholder in this enterprise.

We share in this commitment as a We share in this commitment as a team because it is right for people team because it is right for people and right for business. Diversity and right for business. Diversity is a journey, and we are on this is a journey, and we are on this journey together.”journey together.”

Robert J. Stevens, Robert J. Stevens,

Chairman of the Board and Chief Executive Officer

• LM believes that Diversity contributes to LM believes that Diversity contributes to Mission SuccessMission Success

• This belief in diversity extends to include our This belief in diversity extends to include our supplier community!supplier community!


how: how: LM Supplier DiversityLM Supplier Diversity

• Identify & develop small Identify & develop small business solutions that business solutions that meet Customer meet Customer requirements.requirements.

• Educate internal & Educate internal & external Communities external Communities of Interest on resources of Interest on resources and methods for and methods for enabling small enabling small business value.business value.

• Capitalize on program Capitalize on program success and success and achievements to build achievements to build competitive advantage.competitive advantage.

Ensuring Operational Balance


how: how: Do Your HomeworkDo Your Homework• Study our website and our Study our website and our

programs: programs: www.lockheedmartin.com

• Identify a few target Identify a few target businesses or programsbusinesses or programs

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

Business with Lockheed Martin”Business with Lockheed Martin”

• Send a capabilities statement to: Send a capabilities statement to: [email protected]

http://www.lockheedmartin.com/

mailto:[email protected]


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.


how: how: Make Initial ContactMake Initial Contact

• Present a brief, concise and clear capabilities statement Present a brief, concise and clear capabilities statement --“The Elevator Speech” --“The Elevator Speech”

• Company profile and capabilitiesCompany profile and capabilities

• Small business classificationSmall business classification

• Focus on your company’s uniqueness & differentiatorsFocus on your company’s uniqueness & differentiators

• Past performance (quality & delivery)Past performance (quality & delivery)

• Share success storiesShare success stories

• Offer solutions to problemsOffer solutions to problems

Every Business Professional Needs a Memorable Every Business Professional Needs a Memorable Answer to the Question "What do you do?" Answer to the Question "What do you do?"

Lorraine Howell, Author, Give Your Elevator Speech A Lift!Lorraine Howell, Author, Give Your Elevator Speech A Lift!


how: how: UseUse Business Card SenseBusiness Card Sense

• FRONT OF CARDFRONT OF CARD• Supplier NameSupplier Name• AddressAddress• EmailEmail• Web AddressWeb Address• Phone numberPhone number• Socio-economic statusSocio-economic status• Key descriptive wordsKey descriptive words

• BACK OF CARDBACK OF CARD• NAICS/descriptionsNAICS/descriptions• DUNS & CAGE CodeDUNS & CAGE Code


how: how: HaveHave Financials ReadyFinancials Ready

• Prime contractors Prime contractors willwill conduct conduct financial review due diligence financial review due diligence

• Recommendations:Recommendations:

• Have your financial information Have your financial information organized (sales, orders, assets, liens, organized (sales, orders, assets, liens, number of employees, etc.)number of employees, etc.)

• If there are notable concerns, call and If there are notable concerns, call and explain the situationexplain the situation

• A DCAA approved or third party certified A DCAA approved or third party certified Accounting and Billing systems are Accounting and Billing systems are important if you are pursuing a cost important if you are pursuing a cost reimbursement type subcontract under reimbursement type subcontract under a US Government prime contracta US Government prime contract


how: how: Understand Contracting DynamicsUnderstand Contracting Dynamics

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

• Major Consideration: Major Consideration: RISKRISK!!

• 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


how: how: Partner with Large BusinessPartner with Large Business

• Large business are a part of the Large business are a part of the solutionsolution• Can help with past performance challengesCan help with past performance challenges

• Numerous current partners have Numerous current partners have identified creative, compliant methods identified creative, compliant methods to further small business initiatives to further small business initiatives

• Solutions often benefit Large partners Solutions often benefit Large partners in competitive marketplacein competitive marketplace

Achieving Small Business Success Achieving Small Business Success with Large Business Partners!with Large Business Partners!


how: how: OfferOffer Innovative SolutionsInnovative Solutions

• Value-added small business partners Value-added small business partners at same pricing as Large businessat same pricing as Large business

• Small-Small & Small-Large Small-Small & Small-Large businesses teaming for businesses teaming for competitivenesscompetitiveness

• Small as prime with Large as Small as prime with Large as subcontractor in restricted subcontractor in restricted competitionscompetitions

• REACH ComplianceREACH Compliance


how: how: Respond to a RFQ/RFPRespond to a RFQ/RFP

• Be responsive…submit no-bid Be responsive…submit no-bid response if you choose not to response if you choose not to competecompete

• Read and understand every Read and understand every element of request:element of request:• Terms & ConditionsTerms & Conditions• Quality & Delivery RequirementsQuality & Delivery Requirements

• Ask for clarification or an Ask for clarification or an extension if necessaryextension if necessary

• Always return calls promptlyAlways return calls promptly


how: how: 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


Computer Hardware and PeripheralsComputer Hardware and PeripheralsComputer SoftwareComputer SoftwareHardware and Software Maintenance & SupportHardware and Software Maintenance & SupportComputer AccessoriesComputer AccessoriesFabricated and Machined PartsFabricated and Machined PartsElectrical & Electronic ComponentsElectrical & Electronic ComponentsEngineering Services (Staff Augmentation & Team Members)Engineering Services (Staff Augmentation & Team Members)Engineering; Architecture, Design, DevelopmentEngineering; Architecture, Design, DevelopmentSoftware Development , Testing and ValidationSoftware Development , Testing and ValidationProgrammingProgrammingHelp Desk Support & TechniciansHelp Desk Support & TechniciansFacility Services & SupportFacility Services & Support

What we buy:


External Supplier UsersExternal Supplier UsersSuppliers who already have active Exostar MAG accounts Suppliers who already have active Exostar MAG accounts

must now access LMP2P by logging in at must now access LMP2P by logging in at https://portal.exostar.com/idprov/protal/ShowActiveSps.do. . Then click Open Application button for LMP2P, click on the Then click Open Application button for LMP2P, click on the Other Systems link on the left navigation panel, and then Other Systems link on the left navigation panel, and then select the link for FQSM, VIP, CAV, SDG, SCR or SMM.select the link for FQSM, VIP, CAV, SDG, SCR or SMM.

Need Help?Need Help?

If you have not received login credentials from Exostar, or If you have not received login credentials from Exostar, or need additional assistance in logging into the Exostar MAG need additional assistance in logging into the Exostar MAG portal, please contact Exostar Customer Service at: portal, please contact Exostar Customer Service at: www.myexostar.com/contactsupport.aspx. . You can also You can also review frequently asked question by going to review frequently asked question by going to http://www/myexostar.com/myexostarAll.aspx?id=808, or , or call the Help Desk at 1-703-793-7800.call the Help Desk at 1-703-793-7800.

https://portal.exostar.com/idprov/protal/ShowActiveSps.do

http://www.myexostar.com/contactsupport.aspx

http://www/myexostar.com/myexostarAll.aspx?id=808


Contact Methods – Supplier WebsiteContact Methods – Supplier Website• Your focal point of contact to solicit your company’s commodity or Your focal point of contact to solicit your company’s commodity or

service should be service should be [email protected]. You will . You will have a greater chance of your information getting to the right have a greater chance of your information getting to the right program who can utilize your service at a quicker turnaround time.program who can utilize your service at a quicker turnaround time.

• We encourage you to register as a potential supplier on our We encourage you to register as a potential supplier on our website. website.

– LM Buyers use this as search engine for possible suppliersLM Buyers use this as search engine for possible suppliers

– Allows you to specify your capabilities and offeringsAllows you to specify your capabilities and offerings

– Gives you a single point of entrance to LMGives you a single point of entrance to LM



Lockheed Martin Helpful Lockheed Martin Helpful WebsitesWebsites

Lockheed Martin CorporationLockheed Martin Corporation

www.lockheedmartin.com

Doing Business with Lockheed MartinDoing Business with Lockheed Martinwww.lockheedmartin.com/suppliers/doingbusiness

Supplier RegistrationSupplier Registrationwww.lockheedmartin.com/suppliers

Innovations and QuestionsInnovations and [email protected]

http://www.lockheedmartin.com/

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

http://www.lockheedmartin.com/suppliers



Helpful WebsitesHelpful Websites

Exostar The Aerospace and Defense Industry’s Online Exostar The Aerospace and Defense Industry’s Online Trading Exchange Trading Exchange www.exostar.com

NAICS (North American Industry Classification System) NAICS (North American Industry Classification System) Association – Search Association – Search www.naics.com/search.htm

Dun and Bradstreet Dun and Bradstreet www.dnb.com/us

http://www.exostar.com/

http://www.naics.com/search.htm

http://www.dnb.com/us



Department of Defense Office of Small and Disadvantaged Department of Defense Office of Small and Disadvantaged Business Utilization www.acq.osd.mil/osbpBusiness Utilization www.acq.osd.mil/osbp

Federal Acquisition Regulations www.gsa.govFederal Acquisition Regulations www.gsa.gov

U.S. Small Business Administration www.sba.govU.S. Small Business Administration www.sba.gov

U.S. SBA HUBZone https://eweb1.sba.gov/hubzone/internetU.S. SBA HUBZone https://eweb1.sba.gov/hubzone/internet

Central Contractor Registration (CCR) www.ccr.govCentral Contractor Registration (CCR) www.ccr.gov

DOD Mentor Protégé Program DOD Mentor Protégé Program www.acq.osd.mil/osbp/mentor_protegewww.acq.osd.mil/osbp/mentor_protege



DOE Department of Energy www.energy.govDOE Department of Energy www.energy.gov

Small Business Innovation Research/Small Business Small Business Innovation Research/Small Business Technology Transfer www.acq.osd.mil/osbp/sbirTechnology Transfer www.acq.osd.mil/osbp/sbir

SEA (Supplier Excellence Alliance) www.seaonline.orgSEA (Supplier Excellence Alliance) www.seaonline.org

U.S. Air Force Small Business MTAPPU.S. Air Force Small Business MTAPP

www.selltoairforce.org/Programs/mtapp/default.aspxwww.selltoairforce.org/Programs/mtapp/default.aspx


Lockheed Martin receives hundreds of inquiries Lockheed Martin receives hundreds of inquiries from interested suppliers. For your company to from interested suppliers. For your company to stand out amongst other interested suppliers, we stand out amongst other interested suppliers, we encourage you to be proactive. encourage you to be proactive.

Do your homework; learn about each Lockheed Do your homework; learn about each Lockheed Martin Business Unit to determine where potential Martin Business Unit to determine where potential opportunities may exist for your goods or opportunities may exist for your goods or services. services.

Companies with a unique product or skill have the Companies with a unique product or skill have the strongest probability of being considered for the strongest probability of being considered for the highly competitive opportunities that arise.highly competitive opportunities that arise.

Thank you and best of luck in your pursuit of new Thank you and best of luck in your pursuit of new business opportunities!business opportunities!

lockheed martin corporation

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