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Lockheed Martin Supplier Diversity
Emily Mann
Supplier Diversity Program Manager
Lockheed Martin Corporation
Agenda
• Part I – Learn the Landscape – The Defense Prime Contractor Environment
– The Lockheed Martin Business Environment
• Part II – Position Your Company – Differentiating Your Business
• Part III – Actions – Do your Homework
– Utilize the Small Business Advocate
2
LEARN THE LANDSCAPE
Part I
“Competimates"
• Lockheed Martin Corporation
• BAE Systems, Inc.
• DynCorp International
• GE Aviation Systems
• General Dynamics Corporation
• Hamilton Sunstrand
• Harris Corporation
• L-3 Communications
• Northrop Grumman
• Raytheon Company
• Sikorsky Aircraft Corporation
• The Boeing Company
4
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
• 70 other Governments Worldwide
We Never Forget Who We’re Working For ®
5
Aeronautics
Information
Systems &
Global Solutions
Missiles and
Fire Control
Mission
Systems and
Training
Space
Systems
Lockheed Martin Business Structure
International
6
Lockheed Martin’s
Commitment to Small Business
• Awarded $4.9 billion total U.S.
dollars to 10,000 small
businesses in GFY 2014
• Actively seek diverse suppliers
– Bring agility & new perspectives
– Provide innovative solutions to
complex challenges
7
POSITION YOUR COMPANY
Part II
The Most Important Question…
What Problem Do You Solve?
• What do you do to drive LM interest? – Lower cost?
– New technology? (Any risk with that?)
• Tell us where you see the synergy
and then provide relevant examples! – What is your niche?
– What’s your “best” or largest contract?
– What was the value and number of years?
– What was the period of performance?
– Who was the customer?
Start With and Build Upon Your “Sweet Spot”…
Define What You Do REALLY Well
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Qualities We Look
for in a New Supplier
– Past performance
– Relevant experience
– Quality certifications
– Security clearances
– Location
– Innovative technology
– Differentiating factors
– Supplier of needed services
– Socio-economic status
10
ACTIONS
Part III
Do Your Homework
• Study our website and programs
www.lockheedmartin.com
• Identify a few target business areas
or programs
• Use the marketing tool
– See link under “Suppliers” tab entitled
“Doing Business with Lockheed
Martin”
• Check bulletin board under web page
Suppliers tab for immediate needs
12
Utilize the SBLO
• Small Business Liaison
Officer (SBLO)
• Your point of entry and
advocate
13
supplier.communications@lmco.com
Emily Mann, biography
• 35 years with Lockheed Martin
– Supplier Diversity
• Alliance of Supplier Diversity Professionals
Certified Supplier Diversity Professional
– Procurement
– Information Technology
• Regis University:
– Bachelor of Science in Business Admin.
– Masters of Business Administration
• Lean/Six Sigma green belt certified
15
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