Transcript Marketing to LM - Business Matchmaking

Marketing to
Lockheed Martin
Supplier Diversity
Tom Martinez
7-2-06
0000.PPT 7/16/2015 1
LM Supplier Diversity Program
Vision:
To be the world’s top corporation in subcontracting with
small business concerns in the markets that we compete
Mission:
To ensure that small business concerns of all types are
afforded a fair and equitable opportunity to participate in
Lockheed Martin’s subcontracting process, leveraging that
success for competitive advantage
Program is governed by Corporate Policy, Signed by the
LM President
Tips on Becoming a Lockheed
Martin Supplier
Do Your Homework
• Understand our Processes
• Get to know Lockheed Martin companies What they do, buy, challenges, etc.
• Assess contracting potential
• Consider the entire Supply Chain
• Devise business capture strategy
• Develop Lockheed Martin company list
Ask SBLO for Assistance
Helpful Hints
Prepare as if you were applying for a job (because you are)
Know what we do, what we need, and who your competition is
If possible, have a good organized website, electronic line card, and
presentation
Sell your company’s capabilities - technical expertise, financial strength,
available equipment, prior aerospace experience, quality systems,
EDI, etc….
During face time, convince our buyers that risk is minimal
Do it right the first time (there are no second chances to make a good first
impression)
Attributes We Are Looking For
Best Value Suppliers Who Will
• Strive For Customer Satisfaction
• Anticipate Our Needs
• “Better, Faster, Smarter Philosophy”
• Focus on Fundamentals
• Cost, Quality, Schedule
• Focus on Continuous Improvement
• Be Passionate, Persistent and Patient
We Need You!
• We Have a Broad Range of Purchasing Requirements
• Seeking Best Value Suppliers With:
– Focus on Customer Satisfaction
– Demonstrated Performance
– Continuous Process Improvement
– Who Will Help Us Drive Our Costs Down
Potential Suppliers To Lockheed Martin
Go On-Line and Register in SupplierNet
http://www.lockheedmartin.com/suppliernet
The Website Is Your Research Tool
It is also Important to Register with the SBA Pro-Net/CCR:
http://www.sba.gov
If you’re company is a Small Disadvantaged Business or HUBZone
concern, you must be Certified by the SBA
SBLO Hotline- 877-LMC-SBLO