Lockheed Martin Corporation Doing Business with Lockheed Martin June 2011 Linda Flowers Supplier Diversity Advocate/SBLO 6471. PPT AFM 3/18/2018 1
An American Aerospace and Defense Company Providing Globally Oriented Security Systems, Solutions and Services to Governments Around the World Global Partnerships for the 21 st Century Corporate Overview 2
The Men and Women of Lockheed Martin • 136, 000 Employees • Over 70, 000 Scientists and Engineers – Over 25, 000 IT Professionals • Operations in 1, 000 Facilities, 500 Cities, 50 States and 75 Countries Partners to Help Customers Meet Their Defining Moments Corporate Overview 3
Our 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 • Foreign Governments We Never Forget Who We’re Working For ™ Corporate Overview 4
Aeronautics Electronic Systems Information Systems & Global Solutions Space Systems Corporate Overview 5
how Between small business and big opportunity, there is one important word: how. • Diversity brings agility and new perspectives to products and services. • Partnering with small businesses to find innovative solutions to complex challenges is all a question of how. • It is the how that makes all the difference. lockheedmartin. com/how Corporate Overview 6
how: Leadership “Having an inclusive environment really demands an engagement process that starts at the top – in my office – and extends throughout the Corporation to each and every employee and stakeholder in this enterprise. We share in this commitment as a team because it is right for people and right for business. Diversity is a journey, and we are on this journey together. ” Robert J. Stevens, Chairman of the Board and Chief Executive Officer • LM believes that Diversity contributes to Mission Success • This belief in diversity extends to include our supplier community! Corporate Overview 7
how: LM Supplier Diversity Regulatory & Legislative Compliance Citizenship & Social Responsibility Political & Customer Interests Ensuring Operational Balance • Identify & develop small business solutions that meet Customer requirements. • Educate internal & external Communities of Interest on resources and methods for enabling small business value. • Capitalize on program success and achievements to build competitive advantage. Corporate Overview 8
how: Do Your Homework • Study our website and our programs: www. lockheedmartin. com • Identify a few target businesses or programs • Register • See link under “Suppliers” tab entitled “Doing Business with Lockheed Martin” • Send a capabilities statement to: supplier. communications@lmco. com Corporate Overview 9
how: 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 • The SBLO wants to help but is not always the decision maker • Email is the preferred initial contact method • Do not send attachments…Include your website • Understand that the SBLO may need to refer you further • Mind your business ethics…gifts & gratuities, etc. Corporate Overview 10
how: Make Initial Contact • Present a brief, concise and clear capabilities statement -“The Elevator Speech” • Company profile and capabilities • Small business classification • 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? " Lorraine Howell, Author, Give Your Elevator Speech A Lift! Corporate Overview 11
how: Use Business Card Sense • FRONT OF CARD • • Supplier Name Address Email Web Address Phone number Socio-economic status Key descriptive words • BACK OF CARD • NAICS/descriptions • DUNS & CAGE Code Corporate Overview 12
how: Have Financials Ready • Prime contractors will conduct financial review due diligence • Recommendations: • Have your financial information organized (sales, orders, assets, liens, number of employees, etc. ) • If there are notable concerns, call and explain the situation • A DCAA approved or third party certified Accounting and Billing systems are important if you are pursuing a cost reimbursement type subcontract under a US Government prime contract Corporate Overview 13
how: Understand Contracting Dynamics • Lockheed Martin has a committed diverse small business base, but sources will change for sound business reasons • Major Consideration: RISK! • • • Past Performance Time in Business Financials • Corporate Agreements • Most primes utilize them • Inquire if your product or services is on agreement • If yes, when does it expire? • Explore potential for value-add partnering with the existing contractor Corporate Overview 14
how: Partner with Large Business • Large business are a part of the solution • Can help with past performance challenges • Numerous current partners have identified creative, compliant methods to further small business initiatives • Solutions often benefit Large partners in competitive marketplace Achieving Small Business Success with Large Business Partners! Corporate Overview 15
how: Offer Innovative Solutions • Value-added small business partners at same pricing as Large business • Small-Small & Small-Large businesses teaming for competitiveness • Small as prime with Large as subcontractor in restricted competitions • REACH Compliance Corporate Overview 16
how: Respond to a RFQ/RFP • 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 promptly Corporate Overview 17
how: Perform • Cost – Quote full costs • Quality – 100% in everything you do! • Delivery – On time, every time how: Always Meet Commitments Corporate Overview 18
What we buy: Computer Hardware and Peripherals Computer Software Hardware and Software Maintenance & Support Computer Accessories Fabricated and Machined Parts Electrical & Electronic Components Engineering Services (Staff Augmentation & Team Members) Engineering; Architecture, Design, Development Software Development , Testing and Validation Programming Help Desk Support & Technicians Facility Services & Support Corporate Overview 19
External Supplier Users Suppliers who already have active Exostar MAG accounts must now access LMP 2 P by logging in at https: //portal. exostar. com/idprov/protal/Show. Active. Sps. do. Then click Open Application button for LMP 2 P, click on the Other Systems link on the left navigation panel, and then select the link for FQSM, VIP, CAV, SDG, SCR or SMM. Need Help? If you have not received login credentials from Exostar, or need additional assistance in logging into the Exostar MAG portal, please contact Exostar Customer Service at: www. myexostar. com/contactsupport. aspx. You can also review frequently asked question by going to http: //www/myexostar. com/myexostar. All. aspx? id=808, or call the Help Desk at 1 -703 -793 -7800. Corporate Overview 20
Contact Methods – Supplier Website • Your focal point of contact to solicit your company’s commodity or service should be supplier. communications@lmco. com. You will have a greater chance of your information getting to the right program who can utilize your service at a quicker turnaround time. • We encourage you to register as a potential supplier on our website. – LM Buyers use this as search engine for possible suppliers – Allows you to specify your capabilities and offerings – Gives you a single point of entrance to LM Corporate Overview 21
Lockheed Martin Helpful Websites Lockheed Martin Corporation www. lockheedmartin. com Doing Business with Lockheed Martin www. lockheedmartin. com/suppliers/doingbusiness Supplier Registration www. lockheedmartin. com/suppliers Innovations and Questions Supplier. Communications@LMCO. com Corporate Overview 22
Helpful Websites Exostar The Aerospace and Defense Industry’s Online Trading Exchange www. exostar. com NAICS (North American Industry Classification System) Association – Search www. naics. com/search. htm Dun and Bradstreet www. dnb. com/us Corporate Overview 23
Helpful Websites Department of Defense Office of Small and Disadvantaged Business Utilization www. acq. osd. mil/osbp Federal Acquisition Regulations www. gsa. gov U. S. Small Business Administration www. sba. gov U. S. SBA HUBZone https: //eweb 1. sba. gov/hubzone/internet Central Contractor Registration (CCR) www. ccr. gov DOD Mentor Protégé Program www. acq. osd. mil/osbp/mentor_protege Corporate Overview 24
Helpful Websites DOE Department of Energy www. energy. gov Small Business Innovation Research/Small Business Technology Transfer www. acq. osd. mil/osbp/sbir SEA (Supplier Excellence Alliance) www. seaonline. org U. S. Air Force Small Business MTAPP www. selltoairforce. org/Programs/mtapp/default. aspx Corporate Overview 25
Lockheed Martin receives hundreds of inquiries from interested suppliers. For your company to stand out amongst other interested suppliers, we encourage you to be proactive. Do your homework; learn about each Lockheed Martin Business Unit to determine where potential opportunities may exist for your goods or services. Companies with a unique product or skill have the strongest probability of being considered for the highly competitive opportunities that arise. Thank you and best of luck in your pursuit of new business opportunities! Corporate Overview 26
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