Transcript Looking to the Future

Supplier Diversity
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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 a Corporate Policy Signed by the President
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Program Objectives
• Enhance Corporation’s competitiveness & profitability
• Serve as Liaison for LM and Small Businesses
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Ensure Small Business participation in subcontracting
process
Assure compliance with government regulations and
corporate policy & procedures
Negotiate and execute Small Business subcontracting plan
Provide LM personnel with the resources needed to meet
Supplier Diversity goals and objectives
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Organizational Structure
Mike Bush,
Corporate Director
Supplier Diversity
C.J. Anderson,
Administrative Support
Mario A. Ramirez
Corporate Manager, Mentor Protégé
& Small Business Innovative Research
Brenda Lingo,
INROADS Intern
Ken Hilderbrand
Manager, Supplier Diversity
Aeronautics
Emily Mann,
Manager, Supplier Diversity
Enterprise Information Systems
8 SBLOs
1 SBLO
Julie Paglione,
Manager, Supplier Diversity
Information & Technology Services
Regina Stout,
Manager, Supplier Diversity
Integrated Systems & Solutions
13 SBLOs
8 SBLOs
Nancy Deskins,
Manager, Supplier Diversity
Electronic Systems
17 SBLOs
Bob Thompson,
Manager, Supplier Diversity
Space Systems
12 SBLOs
More than 50 Supplier Diversity Professionals
to Help You Identify Subcontracting Opportunities!
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Historical Performance
Historical Data
40
35
Percentage
30
25
20
15
10
5
0
SB
SDB
WOSB
FY '01
32.8
6.1
5.7
FY '02
34.2
6.3
6.4
FY '03
32.9
8.1
6.3
FY '04
32.1
5.0
6.4
FY '05
30.5
5.1
6.1
Strong Historical performance in all major categories
even with certification changes.
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2005 Goals vs. Actual
Actual
Goal*
Small Business
30.5%
28.2%
Small Disadvantaged Business
5.1%
3.9%
Woman-Owned Small Business
6.1%
5.0%
Historically Underutilized Business Zone
0.8%
0.7%
Veteran-Owned Small Business
3.0%
2.0%
Service Disabled Veteran-Owned Small Business
0.7%
0.7%
Met or Exceeded Goal in Every Category
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BEST PRACTICES
• Website
– Informational Site for Suppliers
– Registration Functionality
– Intranet Site For Internal Use
• Supplier Database
– Search Capability
– Links to SBA ProNet Database
• Telephone Call System
– 877-LMC-SBLO (877-562-7256)
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BEST PRACTICES
• Memoranda of Understanding
– Air Force
• Managerial Accountability and Business
Process
– Emphasis on “Best Value”
– Corporate Councils
• Lockheed Martin Day Supplier Information
Sessions
– Targeted Approach to Identifying Suppliers
– Better Use of Resources
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AWARDS (Representative sample)
• Billion Dollar Round Table
• Div2000 Fortune 1000 Award
– Selected in the top 3 for two consecutive years
• SBA Eisenhower Award of Excellence
• SBA Francis Perkins Award
• NASA Excellence in Outreach
• SBA Award of Distinction
• DCMA Award of Achievement
• Corporation of the Year
– National Center for American Indian-Owned Business
– American Indian Chamber of Commerce of Texas
– National Minority Supplier Development Council
• Nunn Perry Awards
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Tips on Becoming a Lockheed
Martin Supplier
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Do Your Homework
• Expand industry intelligence
• Develop company “Hit List”
• Get to know “Hit List” companies - What they do, buy,
challenges, etc.
• Assess contracting potential
• Devise business capture strategy
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Make Initial Contact
• Ask SBLO for assistance
• Present brief, concise, and clear capabilities statement
• Identify end-user and buyer
• Mind your business ethics
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Sell Yourself and Your Company
• Company profile and capabilities literature (Soft Copy
Preferred)
• Focus on your company’s uniqueness
• Past performance (quality and delivery)
• Share personal experiences
• Offer solutions to problems
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Follow Up
• Once you know a company is a real prospect, stay in touch
• If you’re talking to the wrong person, find the right one
• If there are multiple buyers of your product or service, call
them all
• Give every call your best effort
• Be Persistent!
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Be Responsive
• Read and understand every element of request:
- Terms & Conditions
- Quality & Delivery Requirements
- etc…
• Ask for clarification or an extension if necessary
• Submit no-bid response if you choose not to compete
• Always return calls promptly
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Perform
• Cost – Don’t nickel and dime us
• Quality – 100% in everything you do!
• Delivery – On time, every time
Always meet your Commitments
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Summary
• Lockheed Martin is a Recognized Leader in Supplier
Diversity
• Small businesses are an Integral Part of our Acquisition
Process
• Emphasis on competitiveness of small businesses
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