give me 5: special unit working with prime vendors lockheed martin ... · lockheed martin presented...

Give Me 5: Special Unit – Working with

Prime Vendors

LOCKHEED MARTIN

Presented by: Suzanne RahebCorporate Supplier Diversity Leader

Lockheed Martin

Hosted by: Ann Sullivan

WIPP Chief Advocate and

President of Madison Services Group.

Women Impacting Public Policy (WIPP) is a nonprofit, membership organization working to increase the economic power and public policy clout

of women entrepreneurs by providing essential business skills education, leadership opportunities for business and personal growth, and a seat at the

table among policymakers in Washington, D.C.

WIPP was founded in 2001 and is recognized as a national, nonpartisan voice for women business owners, advocating on behalf of its coalition of

4.7 million businesswomen including 78 business organizations. WIPP identifies important trends and opportunities and provides a collaborative

model for the public and private sectors to advance the economic empowerment of women.

www.WIPP.org

Give Me 5

• National program from WIPP & American Express OPEN designed to educate women business owners on how to apply for and secure federal procurement opportunities.

• Give Me 5 works to increase the representation of Women Business Owners that win government contracts. We provide accessible business education tools to assist both new and experienced federal contractors.

Give Me 5: Special Unit – Working with

Prime Vendors

LOCKHEED MARTIN

Presented by: Suzanne RahebCorporate Supplier Diversity Leader

Lockheed Martin

Hosted by: Ann Sullivan

WIPP Chief Advocate and

President of Madison Services Group.

Give Me 5: Working with Prime VendorsLOCKHEED MARTIN

Ann SullivanChief Advocate

Women Impacting Public Policy

Give Me 5: Working with Prime VendorsLOCKHEED MARTIN

Suzanne RahebCorporate Supplier Diversity

Leader

Lockheed Martin

0000 10/25/2016 7

WIPP “Give Me Five” Webinar

Suzanne Raheb

Corporate Supplier Diversity Leader

Lockheed Martin

How to Become a Supplier to

Lockheed Martin

8

Agenda

• Lockheed Martin Overview

• Changing A&D Industry

• Tips for Doing Business

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Vision

Be the global leader in supporting our customers’ missions,

strengthening security, and advancing scientific discovery.

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98,000 Employees

People

49,000

590+ Facilities WorldwideWith 7,000+ Employees

Scientists, Engineers and IT Professionals

Operating in over 70 Countries

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Customers

• Departments of

– Defense

– Homeland Security

– Commerce

– Energy

– Justice

– State

– Transportation

• NASA

• Intelligence Communities

• 70 other Governments Worldwide

We Never Forget Who We’re Working For ®

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Business Structure

Missiles and

Fire ControlAeronauticsSpace

SystemsRotary and Mission

Systems

13

Current Environment

• Environment uncertainty

– Budgetary constraints ... affordability

– Volume and sequestration impact

– Increased regulations

• Focus on the supply chain– Critical driver for value…majority of program costs

– Increasing focus on emerging risks

– Small business is a big part of the overall equation

Affordability is the Value Driver

14

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

15

Lockheed Martin’s Commitment to

Small Business• In GFY2015, awarded

$4.7 billion total U.S.

dollars to 10,000 small

businesses

• Lockheed Martin actively

seeks diverse suppliers

• Bring agility & new

perspectives

• Provide innovative

solutions to complex

challenges

16

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

17

Steps to Marketing to Us

1. Study our website & programs:

www.lockheedmartin.com

– Determine if a match

– Identify target businesses or programs

– Review “What We Buy Directory”

2. Market to Lockheed Martin:

a. Complete the marketing registration:

www.lockheedmartin.com/suppliers

b. Send request to:

Supplier.communications@lmco.com

c. Check out the Immediate Needs Bulletin Board

d. Get added to the SBIR distribution list: sbir.fc-lmc@lmco.com

18

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

19

Perform

• Cost – Quote full costs

• Quality – 100% in everything

you do!

• Delivery – On time, every time

Always Meet Commitments

Supplier Wire

A dedicated resource for small

enterprises looking to do business with

Lockheed Martin and the industry in

general

Free webinars

Educational Videos

Supplier Testimonials

Veterans’ corner

Directories

Immediate Needs Bulletins

Partnership Pursuits

www.Lockheedmartin.com/suppliers

21

Training & Development

Supplier Training Excellence

Program (STEP)

Virtual collection of educational

and learning resources designed

to help small enterprises

navigate and succeed

STEPSupplier Training

Excellence Program

Helping small businesses through collaborative training offerings

Cybersecurity

Ethics

Export Control Reform

Counterfeit Parts

Risk/Opp Management

Proposal Estimating

Thank You For Participating

Following this call you will receive links to the podcast

of this session.

For questions, please contact Lin Stuart at

Lstuart@wipp.org

www.GiveMe5.com

Get Involved!

• Join a policy issue committee and learn how policy can impact your business growth

• Make your voice heard - become a member of our national Instant Impact Advocacy

Team

• Participate in our educational series – unlimited opportunities for you and your staff

• Receive weekly policy updates and briefings

1-888-488-WIPP

www.wipp.org

Questions? Contact WIPP Staff

Program & Education Coordinator: Lin Stuart▪ LStuart@wipp.org ▪ (415) 434-4314

Membership Coordinator: Lynn Bunim ▪ LBunim@wipp.org ▪ (415) 434-4314