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Lockheed Martin Corporation

Lockheed Martin Corporation. Doing Business with Lockheed Martin June 2011. Linda Flowers Supplier Diversity Advocate/SBLO. An American Aerospace and Defense Company Providing Globally Oriented Security Systems, Solutions and Services to Governments Around the World.

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Lockheed Martin Corporation

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  1. Lockheed Martin Corporation Doing Business with Lockheed Martin June 2011 Linda Flowers Supplier Diversity Advocate/SBLO

  2. An American Aerospace and Defense Company Providing Globally Oriented Security Systems, Solutions and Services to Governments Around the World Global Partnerships for the 21st Century Corporate Overview 2

  3. 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

  4. We Never Forget Who We’re Working For ™ 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

  5. Information Systems &Global Solutions ElectronicSystems Space Systems Aeronautics

  6. 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

  7. 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!

  8. how: LM Supplier Diversity • 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. Ensuring Operational Balance

  9. 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

  10. 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.

  11. 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!

  12. how: UseBusiness Card Sense BACK OF CARD NAICS/descriptions DUNS & CAGE Code • FRONT OF CARD • Supplier Name • Address • Email • Web Address • Phone number • Socio-economic status • Key descriptive words

  13. how: HaveFinancials 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

  14. 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

  15. 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!

  16. how: OfferInnovative 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

  17. 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

  18. how: Perform Cost – Quote full costs Quality – 100% in everything you do! Delivery – On time, every time how: Always Meet Commitments

  19. What we buy: Computer Hardware and PeripheralsComputer SoftwareHardware and Software Maintenance & SupportComputer AccessoriesFabricated and Machined PartsElectrical & Electronic ComponentsEngineering Services (Staff Augmentation & Team Members)Engineering; Architecture, Design, DevelopmentSoftware Development , Testing and ValidationProgrammingHelp Desk Support & TechniciansFacility Services & Support

  20. External Supplier Users Suppliers who already have active Exostar MAG accounts 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 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/myexostarAll.aspx?id=808, or call the Help Desk at 1-703-793-7800.

  21. 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

  22. 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

  23. 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

  24. 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 HUBZonehttps://eweb1.sba.gov/hubzone/internet Central Contractor Registration (CCR) www.ccr.gov DOD Mentor Protégé Program www.acq.osd.mil/osbp/mentor_protege

  25. 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

  26. 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!

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