Lockheed Martin Supplier Diversity
Opening doors to veteran small businesses
Suzanne Raheb
Sr. Manager, Lockheed Martin
1
Lockheed Martin Corporation
Agenda
• Lockheed Martin Overview
• Veteran-Focused Initiatives
• How to Do Business with Lockheed Martin
2
The Men and Women
of Lockheed Martin
• 120,000 Employees
• 60,000 Scientists, Engineers and
IT Professionals
• 500+ Facilities Across the US
• And Operating in 70 Countries
Partners Helping Customers Achieve Their Goals
3
Corporate Vision
Lockheed Martin is the Leading
Global Security and Aerospace Company,
Solving our Customers’ Most Difficult Problems
Through Our Employees’ Innovation,
Performance and Unmatched Integrity.
Global Partnerships for the 21st Century
4
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 ™
5
Aeronautics
Information
Systems &
Global Solutions
Missiles &
Fire Control
Mission
Systems &
Training
Space
Systems
6
Our Commitment to Veterans
– Over 25,000 of our
employees are veterans
– 38% external hires were
transitioning military or
veterans
– We spent ~$1B with ~1,500
veteran-owned small
businesses
– Nearly a quarter of our
Mentor-Protégé
agreements with veteranowned small businesses
7
Awards
• 2012 Veteran Advocate of the Year, Mershelle
Davis, SBA, Dallas/Fort Worth District Office
• 2011 & 2012 Champions of Veteran’s
Enterprise, National Veteran Small Business
Coalition
• 2011 Significant Improvements Award in VOSB
and SDVOSB subcontracting, National Veteran
Small Business Coalition
• 2012 Mershelle Davis Corporate Advocate
Award, U.S. Dept of Veterans Affairs
• 2012 Mershelle Davis (SBA) Veteran Small
Business Advocate of the Year for Region VI,
SBA
8
Veteran Focused Initiatives
1. Increase exposure with decision
makers
2. Strategic subcontracting and
development opportunities
3. Expand opportunities to do
business
9
Increase Exposure with Decision
Makers
• Networking & training events
• Supplier Information Sessions
• Virtual chat sessions – coming soon
10
Strategic Subcontracting and
Development Opportunities
• Development of a Known Small Business
Supplier database -- includes VOSB and SDVOSB
firms
• Implemented policy change to restrict
competition to SDVOSBs
• Extended training (protégé 101, Economic
Development workshop, VIP, etc.) offered to
VOSB & SDVOSB firms
11
Mentor Protégé Agreements
Active
Agreements
Bus
Area
Bus
Area
Div
Status
Svc
Active Agreements
IS&GS
WOSB
Intern
al
IERUS
Technologies
Space
HUBZone
MDA
Mori Associates
IS&GS
SDB,
WOSB
FAA
Makai Ocean
Engineering
ES
SDB
Navy
Fulcrum Vets
IS&GS
VOSB,
SDVOSB
HHS
ES
VOSB,
SDVOSB
Navy
ExactData
DVA
Crowley
Fabricating &
Machining
Div Status
Svc
Fulcrum Vets
IS&GS
VOSB,
SDVOSB
Fenestra
IS&GS
SB
Internal
PraxSoft
ES
SDB, WOSB
Navy
IS&GS
SDB,
WOSB
NASA
GeneSic*
ES
SDB
ONR
J&P
Technologies
* Approved, awaiting funding
12
Expand Opportunities to Do
Business
• Employee Discount Program dedicated section for Veteran
businesses
• Small Business Innovation
Research (SBIR) Program
– If you are interested in SBIR
partnership or to sign up for our
Topics of Interest Directory at
Sbir.Fc-LMC@lmco.com.
13
Do Your Homework
• Study our website &
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
14
Utilize the SBLO
• Small Business Liaison Officer (SBLO)
supplier.communications@lmco.com
• Your Point of Entry & Advocate
• A Business Partner
•
•
•
•
•
Knows ALL key programs in their area
Aware of requirements
Integrated with BD & Contracts
Email is the preferred initial contact method
Include your website
• Understand that the SBLO may need to refer you further
• Mind your business ethics…gifts & gratuities, etc.
15
Qualities We Seek....

Socio-economic status

Past performance with targeted federal customer

Experience with Lockheed Martin

Experience in one of our industries

Quality certifications

Security clearances

Location

Past participation in Mentor Protégé program

Technology unique to their company, patented

Differentiating factors...

Supplier of needed services
Seeking proven suppliers with unique capabilities
16
Types of Goods/Services Purchased
- Aeronautics
• Aircraft parts (subassemblies)
• Construction (General Contractors for facilities)
• Environmental Services (cleanup, remediation)
• Indirect (test & lab equipment, architectural and engineering capital
equipment, perishable tooling)
• Logistics Support
• Technical Publications, Support Equipment, Emergency Repairs,
Technical Srvc.
Unique requirements:
AS9100 (rev. C),
AS9120, ISO 9001, 2008
certified distributor
17
Types of Goods/Services Purchased
- IS&GS
•
•
•
•
•
•
•
•
•
•
I/T Hardware and Peripherals
Computer Software (majority is custom developed)
Maintenance & Support for hardware and software
Software Engineering, Architecture, Design, Development
Software Testing and Validation
Programming
Management and Process Consulting
Cyber Security
Information Assurance
Unique requirements:
Help Desk Support
Security clearances;
ISO 9001; CMMI
certifications
18
Types of Goods/Services Purchased
- M&FC
•
•
•
•
•
•
•
•
•
•
Electro-mechanical products
Castings
•
Optics, gyros, raw material
•
Tooling/test equipment
Construction
Custom batteries, power supplies
Advanced technology R&D
Telecommunications
Major systems for ground, air, sea
apps (detection and offensive
systems)
Transportation
Background Check Services
Build to Print Electronic
Components
Unique requirements:
AS9100/9120; secret
clearance as applicable
19
Types of Goods/Services Purchased
- MST
•
•
•
•
•
•
•
•
•
Electro-mechanical products
•
Castings
•
Optics, gyros, raw material
•
Tooling/test equipment
Construction
Custom batteries, power supplies
Advanced technology R&D
Telecommunications
Major systems for ground, air, sea
apps (detection and offensive
systems)
Background Check Services
Build to Print Electronic
Components
Audit Services
Unique requirements:
AS9100/9120; secret
clearance as applicable
20
Types of Goods/Services Purchased
- Space Systems
• 541330
Engineering Services (corporate initiative)
• 334419
Other electronic component manufacturing
cable harness
Plumbing, heating and Air-Conditioning Contractors
• 238220
•
• 236210
Industrial Building Construction
Unique requirements:
ISO 9001 or AS9100
(rev. C) certification;
Secret and top secret
clearance highly valued
21
Perform
• Cost – Quote full costs
• Quality – 100% in everything you
do!
• Delivery – On time, every time
Always Meet Commitments
22
Upcoming events
• Supplier Information Sessions
– West coast: Los Angeles, CA, March 6 (focus:
Engineering Services)
– Central: Fort Worth, TX, TBD (focus: Other
Aircraft Parts)
– East coast: TBD
• How to Respond to a RFP Webinar - March
SIS focus on NAICS 336413 - Other Aircraft Parts
& NAICS 541330 - Engineering Services
23
Supplier Wire
A dedicated resource for small
enterprises looking to do business with
Lockheed Martin and the industry in
general
Free webinars & live chats
Educational videos
Supplier testimonials
Immediate needs bulletins
Directories
Partnership pursuits
Veterans corner
www.lockheedmartin.com/supplierwire
24