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Supplier Diversity

Marketing to Lockheed Martin. Supplier Diversity. Tom Martinez 6-14-06. LM Supplier Diversity Program. Vision: To be the world’s top corporation in subcontracting with small business concerns in the markets that we compete Mission:

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Supplier Diversity

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  1. Marketing to Lockheed Martin Supplier Diversity Tom Martinez 6-14-06

  2. LM Supplier Diversity Program Vision: To be the world’s top corporation in subcontracting with small business concerns in the markets that we compete Mission: To ensure that small business concerns of all types are afforded a fair and equitable opportunity to participate in Lockheed Martin’s subcontracting process, leveraging that success for competitive advantage Program is governed by Corporate Policy, Signed by the LM President

  3. Program Objectives • Enhance Corporation’s competitiveness & profitability • Serve as Liaison for LM and Small Businesses • Ensure Small Business participation in subcontracting process • Assure compliance with government regulations and corporate policy & procedures • Negotiate and execute Small Business subcontracting plan • Provide LM personnel with the resources needed to meet Supplier Diversity goals and objectives

  4. Tips on Becoming a Lockheed Martin Supplier

  5. Do Your Homework • Expand industry intelligence • Develop Lockheed Martin company list • Get to know Lockheed Martin companies - What they do, buy, challenges, etc. • Assess contracting potential • Devise business capture strategy Ask SBLO for Assistance

  6. Additional Tips What you need to do! Prepare as if you were applying for a job (because you are) Know what we do, what we need, and who your competition is If possible, have a good organized website, electronic line card, and presentation Sell your companies capabilities - technical expertise, financial strength, available equipment, prior aerospace experience, quality systems, EDI, etc…. During face time, convince our buyers that risk is minimal Do it right the first time (there are no second chances to make a good first impression)

  7. Attributes We Are Looking For • Best Value Suppliers Who Will • Strive For Customer Satisfaction • Anticipate Our Needs • “Better, Faster, Smarter Philosophy • Focus on Fundamentals • Cost, Quality, Schedule • Focus on Continuous Improvement

  8. What You Can Expect from Us • A Careful Review of Your Capabilities • Route Your Information to the Appropriate People For Review • Discuss With You What Your Next Steps Should Be • Help You Schedule Appointments With the Right People • To Become Your Advocate within Lockheed Martin • Help With Contacts at Other Lockheed Locations We Are Your Advocate within Lockheed Martin

  9. Summary • We Have Broad Purchasing Requirements • Seeking Best Value Suppliers With: • Focus on Customer Satisfaction • Demonstrated Performance • Continuous Process Improvement • Who Will Help Us Drive Our Costs Down

  10. Potential Suppliers To Lockheed Martin • Go On-Line and Register in SupplierNet • http://www.lockheedmartin.com/suppliernet • Website is a Tool • Locate SBLO Contacts • Research Tool • It is also Important to Register with the SBA Pro-Net/CCR: http://www.sba.gov • If you represent a small disadvantaged business or HUBZone concern • It is important to register in PRONet / CCR and to become certified. • SBLO Hotline- 877-LMC-SBLO

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