Doing Business with Lockheed Martin - Advance …...2 | Lockheed Martin Proprietary Information...
Transcript of Doing Business with Lockheed Martin - Advance …...2 | Lockheed Martin Proprietary Information...
Michelle Butzke
Supplier Relations Manager
Lockheed Martin Corporation
Doing Business with
Lockheed Martin
2 | Lockheed Martin Proprietary Information
PEOPLE
400+ Facilities Across the U.S.
Operating in over 58 Countries
105,000 Employees
With 7,100+ Employees
49,000 Scientists and Engineers
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CUSTOMERS • Departments of
– Defense
– Homeland Security
– Commerce
– Energy
– Justice
– State
– Transportation
• NASA
• Intelligence Communities
• Governments Worldwide
We Never Forget Who We’re Working For ®
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BUSINESS STRUCTURE Missiles and
Fire Control Aeronautics Space Rotary and Mission
Systems
AERONAUTICS MISSILES AND FIRE CONTROL ROTARY AND MISSION SYSTEMS SPACE
$4.6B (21%) In GFY 2018 with Small
Businesses
8,400 Small and Diverse
Businesses
$19.3B Spend Managed Annually
15,647 Suppliers
SUPPLIER BASE
DIVERSE SPEND
SUPPLIER BASE
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EMERGING SUPPLY CHAIN ISSUES
• Counterfeit Parts
• Cyber Security
• Counter Intelligence
• SEC Conflict Minerals Rule
• Specialty Metals
• Anti-Corruption
• Chemical Restrictions
• Human Trafficking
• Sustainability
• USG Surveys
7 ©2017 Lockheed Martin Corporation. All rights reserved. Approved for public distribution
DOING BUSINESS WITH MULTIPLE TYPES OF QUALITY CERTIFICATIONS
• Aerospace Standard (AS91XX)
− AS 9100 – Manufacturers
− AS 9110 – Maintenance
− AS 9120 – Distributors
• International Organization for Standardization (ISO)
− ISO 9001 – Quality Management Systems
• ISO/International Electro-technical Commission (ISO/IEC)
− ISO/IEC 12207
• Capability Maturity Model Integration (CMMI)
− Mature practices, essential elements for effective process integration and
continuous improvement
− Nadcap – Special Process Certifications
Holding Actual Certification is More Important than
Saying “Don’t Have, But We are Compliant to….”
TOP NAICS CODES
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334511 Search, Detection
336411 Aircraft Manufacturing
336413 Other Aircraft Parts
541330 Engineering Services
334220 Radio, TV Broadcasting & Wireless
Communications Equipment Mfg.
541712 Research and Development
336611 Ship Building and Repairing
336412 Manufacturing
336415 Propulsion Unit
332710 Machine Shops
334515 Instrument Manufacturing and Measuring
334419 Other Electronic Component Manufacturing
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QUALITIES PRIME CONTRACTORS
SEEK IN NEW SUPPLIERS...
• Past performance with federal customer
• Experience with Lockheed Martin or other Prime
• Experience in one of our industries
• Quality certifications
• Security clearances
• Cybersecurity readiness
• Socio-economic status
• Location
• Technology unique to their company, patented
• Differentiating factors
• Supplier of needed services
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RESPOND TO A RFQ • 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 and emails
promptly
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PERFORM
• Cost – Quote full costs
• Quality – 100% in everything you do!
• Delivery – On time, every time
Always Meet Commitments
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STAY PROTECTED • It is imperative for businesses to make the investment to protect
their infrastructure from cybersecurity risks and threats
6 STEPS TO MARKET TO LOCKHEED MARTIN
1 Do your Homework
and Identify a Target
2 Complete the
Supplier Marketing
Portal
3 Subscribe to the
Immediate Needs
Bulletin Board
https://www.lockheedmartin.com/en-us/suppliers/supplier-diversity.html
4 Meet Influencers
5 Subscribe to SBIR/
STTR Distribution
6 Bring Opportunities
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WORK SBIR WITH LOCKHEED MARTIN
Lockheed Martin SBIR Site
http://www.lockheedmartin.com/us/suppliers
/govt-programs/sbir.html
1 Email sbir.fc-
[email protected] to be
added to the SBIR
Distro List
2 Email SBIR chart located
on SBIR Site for tech that
does not fit into a current
solicitation
3 For firms with other than
SBIR interests, see
“Avenues for High Tech
Firms” on website