Lockheed Martin Supplier Diversity

Emily Mann

Supplier Diversity Program Manager

Lockheed Martin Corporation

Agenda

• Part I – Learn the Landscape – The Defense Prime Contractor Environment

– The Lockheed Martin Business Environment

• Part II – Position Your Company – Differentiating Your Business

• Part III – Actions – Do your Homework

– Utilize the Small Business Advocate

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LEARN THE LANDSCAPE

Part I

“Competimates"

• Lockheed Martin Corporation

• BAE Systems, Inc.

• DynCorp International

• GE Aviation Systems

• General Dynamics Corporation

• Hamilton Sunstrand

• Harris Corporation

• L-3 Communications

• Northrop Grumman

• Raytheon Company

• Sikorsky Aircraft Corporation

• The Boeing Company

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Customers • Departments of

– Defense – Homeland Security – Commerce – Energy – Health & Human Services – Housing & Urban Development – Justice – State – Transportation

• NASA

• Social Security Administration

• Environmental Protection Agency

• U.S. Postal Service

• Intelligence Communities

• 70 other Governments Worldwide

We Never Forget Who We’re Working For ®

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Aeronautics

Information

Systems &

Global Solutions

Missiles and

Fire Control

Mission

Systems and

Training

Space

Systems

Lockheed Martin Business Structure

International

6

Lockheed Martin’s

Commitment to Small Business

• Awarded $4.9 billion total U.S.

dollars to 10,000 small

businesses in GFY 2014

• Actively seek diverse suppliers

– Bring agility & new perspectives

– Provide innovative solutions to

complex challenges

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POSITION YOUR COMPANY

Part II

The Most Important Question…

What Problem Do You Solve?

• What do you do to drive LM interest? – Lower cost?

– New technology? (Any risk with that?)

• Tell us where you see the synergy

and then provide relevant examples! – What is your niche?

– What’s your “best” or largest contract?

– What was the value and number of years?

– What was the period of performance?

– Who was the customer?

Start With and Build Upon Your “Sweet Spot”…

Define What You Do REALLY Well

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Qualities We Look

for in a New Supplier

– Past performance

– Relevant experience

– Quality certifications

– Security clearances

– Location

– Innovative technology

– Differentiating factors

– Supplier of needed services

– Socio-economic status

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ACTIONS

Part III

Do Your Homework

• Study our website and programs

www.lockheedmartin.com

• Identify a few target business areas

or programs

• Use the marketing tool

– See link under “Suppliers” tab entitled

“Doing Business with Lockheed

Martin”

• Check bulletin board under web page

Suppliers tab for immediate needs

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Utilize the SBLO

• Small Business Liaison

Officer (SBLO)

• Your point of entry and

advocate

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supplier.communications@lmco.com

Emily Mann, biography

• 35 years with Lockheed Martin

– Supplier Diversity

• Alliance of Supplier Diversity Professionals

Certified Supplier Diversity Professional

– Procurement

– Information Technology

• Regis University:

– Bachelor of Science in Business Admin.

– Masters of Business Administration

• Lean/Six Sigma green belt certified

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