Northrop Grumman
Today
November 2015
Voltaire Walker
Manager, Global Supplier Diversity Programs
Northrop Grumman Electronic Systems
Northrop Grumman Today
• Leading global security
company
• $24 billion sales in 2014
• Located in all 50 states and 25
countries
• Leading capabilities in:
– Unmanned Systems
– Cyber
– Command, Control,
Communications, Computers,
Intelligence, Surveillance, and
Reconnaissance (C4ISR)
– Logistics
Focus on Performance
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Four Operating Sectors at a Glance
Aerospace Systems
Electronic Systems
Information Systems
Strategic Space Systems
International Air Defense
and Border Security
Global Command & Control
Systems
C4ISR
Military Communications
and Networks
Military and Civil
Space Systems
Unmanned Systems
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Technical Services
High-Tech Services and
Training Systems
Logistics and Modernization
of Military Equipment
Full-spectrum Cyber
Radar Systems and Sensors
Intelligence, Surveillance &
Reconnaissance Systems
Manned Aircraft Design,
Integration and
Manufacturing
Electronic Warfare
Global Strike
Navigation and Positioning
Systems
Airborne Ground
Surveillance Battle
Management
Propulsion and Power
Generation
Electronic Attack
Space Systems and Sensors
Multi-Source Intelligence
Integration
Health IT
Air and Missile Defense
Civil Security and Public
Safety Systems
Identity Management and
Biometrics
Sustaining Engineering and
Support
New Innovative Logistics
Products
Electronic Systems Major Locations
Salt Lake City, UT
Colorado Springs, CO
Cincinnati, OH
Boulder, CO
Sunnyvale, CA
Rolling
Meadows, IL
Buffalo, NY
Sykesville,
MD
Baltimore, MD
Elkridge, MD
Charlottesville,
VA
Woodland Hills, CA
Annapolis, MD
Azusa, CA
Ocean Springs, MS
Apopka, FL
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Melbourne, FL
NGES Global Supplier Diversity Program
Org Chart
* Reports to Director SCM Policy,
Development & Compliance
Josephine Yau
Sector Manager *
Electronic
Systems
Baltimore
Voltaire Walker
GSDP Manager
Electronic
Systems
Baltimore
Cindy
McKeever
SBLO
Baltimore
Marissa
Lewis
SBLO
Baltimore
COMP PLAN CAMPUSES
BALTIMORE
TROY HILL
ROLLING MEADOWS
ANNAPOLIS SYKESVILLE
NON- COMP PLAN CAMPUSES
APOPKA
AMHERST
AZUSA
WOODLAND HILLS
SUNNYVALE
CHARLOTTESVILLE
CINCINNATI
OPEN
Donna Duke
SBLO
Laser Systems
Apopka
Glenn Shupe
SBLO
Amherst Systems
Amherst
SBLO
Azusa
Woodland Hills
Melissa Ozaeta
Subcontracts
Administrator
West Coast
Sunnyvale
Melissa Poli
SBLO
Maritime Systems
Charlottesville
Annapolis
Sykesville
Brian James
SBLO
LSPSD (Xetron)
Cincinnati
Trends, Demand Drivers, Challenges
Emerging Trends
Demand Drivers
• Utilizing enterprise wide
agreements to leverage spend
• Purchasing at the systems level
• Maintaining a smaller supplier
base that possesses a wider
range of capabilities
• Customer Satisfaction
• Innovation
• Developing products and
services that exceed customer
requirements
Challenges
• Locating small, minority and women
owned businesses with the capacity to
support larger and more complex
requirements
• Identifying existing suppliers and locating
potential suppliers that comply with
changing counterfeit electronic parts
regulations
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Areas of Focus / Ongoing Initiatives
• Mentor-Protégé Program
• Service-Disabled Veterans Program
• HBCU/MI Program
• AbilityOne (formerly Javits-Wagner
O’Day) program
• Women’s Business Program
• Small Disadvantaged Business
Program
• Small Business Innovation Research
and Small Business Technology
Transfer (SBIR/STTR)
• Historically Underutilized Business
Zones (HUBZone) Program
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• Outreach to American Indian-Owned
Companies
• Outreach to Lesbian, Gay, Bisexual
and Transgender-Owned Companies
• Annual Recognition Program
• GSDP Strategy Council
Northrop Grumman Tracks Performance and
Performs Targeted Outreach In Support of These Initiatives
How Do We Locate Suppliers?
• Outreach Events
– Commodity-Specific
– Program-specific
– Small Business Category-Specific, i.e., SDB, Vets
• Prospective Supplier Database
– https://oasis.northgrum.com
• Recommendations from:
–
–
–
–
Customers
Other Aerospace Counterparts
Technical and Program Management
From Various Ethnic Trade Associations
• Company Protégés
– 6 Protégés in GFY 2014
• Existing Suppliers
– Leveraged Across the Enterprise
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Capabilities, Timing, Past Performance, Relationship
Building Are Key Considerations
Do Your Homework Before You Make Contact
Basic Marketing
Research
• How is the Company
Structured?
• What are the Principal
Products?
• Does This Company Buy
What I Sell?
• How Does the Purchasing
Process Work?
• Could my company’s
capabilities fit a special
niche within this company?
• Should I consider teaming
with one or more companies
to gain access to more
opportunities?
• How can I add value to this
Company?
Logistics / Timing
• Proximity of Supplier to
Company?
• Who is My Competition?
• Has the Company Received
New Business Contracts?
• When Will Materials /
Services be Needed?
Developing the Prime/
Subcontractor Relationship
What Works
• Credibility
• Quality Products / On-time
Delivery / Cost Affordability
What Doesn’t
• Contacting High Level
Execs
• Demanding Business
• Proven Performance
• Being Unprepared
• Conferences / Trade Fairs
• Not Doing Your Homework
• Perseverance
• Knowing the System
Building a Positive Relationship with Potential Customers
is Key to a Successful Outcome
Tips For Success
 Team with other small businesses in order to offer expanded capabilities
 Provide added value by offering additional complementary products and services
 Develop / nurture customer relationships
 Allows the supplier to better understand its customer requirements
 Develop strategic alliances
 Join industry organizations in order to stay current on new technology and trends
 Position Yourself in your target industry
 Understand the Marketplace
 Create your Niche - Identify what makes you unique in the Marketplace
 Maintain a strong financial history
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 Length of time in business
 Strong financial statements
 Maintain funding resources
 Financial resources to sustain the company during aggressive growth as well as a market
downturn
Where to Get Help
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Resource
Website
Global Supplier Diversity Programs Offices
- Can Provide Information and Materials to
Potential Suppliers
http://www.northropgrumman.com/suppliers
Small Business Administration (SBA)’s Counterfeit
Parts Training Module
http://www.sba.gov/gcclassroom
Procurement Technical Assistance Centers (PTACs)
www.aptac-us.org
Small Business Development Centers (SBDCs)
https://www.sba.gov/tools/localassistance/sbdc
Minority Business Development Agency (MBDA)
www.mbda.gov
National Contract Management Association
www.ncmahq.org
Industry Associations i.e., Aerospace Industries
Association (AIA)
www.aia-aerospace.org
Business Associations i.e., Women’s Business
Enterprise National Council (WBENC)
www.wbenc.org
Contact Information
• For Background Information About Northrop Grumman
Corporation:
www.northropgrumman.com
• Follow us on:
Social Media
Website
Twitter
www.twitter.com/northropgrumman
Facebook
www.facebook.com/northropgrumman
Tumblr
www.northropgrumman.tumblr.com
• Small Business Program Contacts
http://www.northropgrumman.com/suppliers
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Contact Information
Gloria Pualani
Corporate Director
GSDP / Government Relations
Ph: 703.280-2386
E-mail: gloria.pualani@ngc.com
Review the Northrop Grumman Website
http://www.northropgrumman.com/suppliers/Pages/WhatWeBuy.aspx
for Commodities Available For Subcontracting
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Contact Information
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Summary
Northrop Grumman’s Procurement
Strategy Is Designed to Insure That
Capable Small Businesses Receive The
Maximum Practicable Subcontracting
Opportunities On Our Programs