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Dealing with Large Corporations
Business Matchmaking
Procurement Workshop
Saturday, January 10th, 2004
Cal State Fullerton Campus
Presented by:
Shirley Patterson
Manager, Supplier Diversity
Raytheon, Space and Airborne Systems
Raytheon Company
• A global technology leader in:
• Defense, government and commercial electronics
• Space
• Information technology
• Technical services
• Business and special mission aircraft
• 2002 sales: $16.8 billion
• Employees = 76,000 worldwide
• Headquarters: Waltham, Massachusetts, USA
• Common stock ticker symbol: RTN
• $7.1 Billion Approximate Annual Spend
• 72% of spend is Direct . . . 28% of spend is Indirect
Partners in customer success
Missile Systems
ERGM
AIM-9X
Sidewinder
EKV
Javelin
SEA RAM
Standard
Missile
Tomahawk
World leader in missile systems
Integrated Defense
Systems
THAAD Radars
X-Band Radar
DD(X)
Patriot Missile System
A leader in integrated defense systems
Intelligence and
Information Systems
Geospatial Systems
High Performance
Computing Systems
NPOESS
UAV Mission
Control Systems
U-2 Sensors, Ground Stations
and Field Support
Intelligence and information technology solutions
Space and Airborne Systems
UAV/UCAV Sensors
F-15 AESA Radars
F/A-18 AESA Radar
ATFLIR
MODIS
Space Tracking and
Surveillance System
Space-Based
Radar
MC2A
SeaVue
Network Centric Systems
Air Traffic
Management
Command & Control Systems
Seattle
Anchorage
Portland
Butte ITC
Albany
Milwaukee
Thales Raytheon Systems
Chicago
Denver
San Francisco
Las Vegas
San Diego
Detroit
Omaha
Salt Lake City
Los Angeles
Boston
BuffaloNew York New Haven
Newark
Philadelphia 2nd Data Ctr
Baltimore
Cleveland
Washinton D.C (WMFO)
PittsburghFBI/HQ
Indianapolis
Springfield
Cincinnati Richmond
Norfolk
Kansas City
Louisville
Knoxville
Charlotte
Little Rock
Memphis
Oklahoma City
Columbia
Minneapolis
WRCSC
Sacramento
Albuquerque
Phoenix
El Paso
Birmingham Atlanta
Jackson
Dallas
Houston
Vision Systems
Savannah
Jacksonville
Mobile
New Orleans
Tampa
San Antonio
Miami
Cluster Site
Field Office Site
San Juan
Secure Networks
Integrated Communications
Combat Systems
Raytheon Systems Limited
Superior mission integration for communication and information dominance
Raytheon Technical Services
Company LLC
Base
Operations
Support
Range Operations
Airport
Security
Flight Test Operations
FAA Support
Our Mission: The right people providing our global customers with low-cost solutions
to their product support, scientific, engineering and technical services challenges.
Raytheon Technical Services
Company LLC
Science Support
Engineering
Services
Commercial
Logistics
Operations
Logistics
Engineering
Facility Maintenance
Field Engineering
Depot
Services
Raytheon Aircraft Company
Hawker 800XP
Hawker Horizon
Beechjet 400A
Premier I
Beech King Air Family
Beech Bonanza
Beech Baron
T-6A Texan II
First Steps in Doing Business with
Raytheon
• Get to know us…explore our website - www.raytheon.com –to
see the products & services from the various Raytheon locations.
• Be sure that our business is a fit with your business!
Raytheon Supplier Online Registration Process
Supplier Diversity Program
Overview
Prime Contractor to Department of Defense, NASA and other
Federal Agencies;
Goals are assigned to subcontract to:
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Small Businesses
Woman-owned Small Businesses
Small Disadvantaged Businesses*
Hub-Zone Small Businesses*
Veteran Owned Small Businesses
Service Disabled Veteran Small Businesses
Historically Black Colleges and Universities
Native America and Tribally Owned Firms
•
Must be certified by the USSBA (www.sba.gov)
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Dynamic Small Business Search http://www.ccr.gov/
The Human Connection
• Download Listing of
Raytheon Supplier
Diversity Advocates
• Available to
provide advice and
guidance on doing
business with
Raytheon.
Raytheon Supplier Development
• Formal DoD and NASA Mentor-Protégé Participation
• Supplier Total Assessments and Site Surveys
• Raytheon Six Sigma for Supplier Engagements
• In-house conferences and mini-tradefairs
• Participants with local and national business development organizations
• Past presentations on the Raytheon Supplier Diversity Website
eLearning Portal: http://www.raytheon.com/connections/supplier_div/e_learning/e_learning.htm
eCommerce At Raytheon
Exostar, the Aerospace & Defense Exchange
BAE, Boeing, Lockheed-Martin and Raytheon have joined to create a new
marketplace to serve the global A&D industry
Founding Partners:
Technology Partner:
Exchange Scope:
 Open Neutral Exchange for the Global A&D Industry
 Open to All Participants/All Tiers
Independence:
 EXOSTAR Is an Independent Company
 Independent Management/Board of Directors
 Based on Commercial Best Practices
Ownership:
 Separate US-based Company
 Initially Owned by Partners
eCommerce: The Reverse Auction
• Provides for Supplier Anonymity
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20 to 30 Minute Events
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Concurrent Bidding with Multiple Lots
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Provides Market Feedback to Suppliers
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Software Illustrates Graphs and Views of Bidding Events
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Auto-extend Protects against Last Minute Gamesmanship
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Determines “Market Price”
Reverse Auction Process
• Raytheon Point of Contact for Supplier
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Clear Instructions and a “Help” Desk for Suppliers
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Simulated Events for First Time Users
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Clear Statements of Work and Requirements
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Clarifications Resolved Prior to Bidding
A Stepping Stone to Long-term Relationships
Key Components of Aerospace Exchange
Reporting,
Analysis and
Service Bulletins
e-Procurement
Services
Industry Catalog
and Supply Chain
Management
Services
Auction Reverse
Auction (bid/ask)
Financial Service
and e-Payment
Logistics,
Fulfillment
Transportation
Transaction
Processing
Supplier Selection
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Potential Suppliers are identified through the same process used for traditional
procurements
•
Buyers use existing bid list of qualified suppliers in determining
invitees
• Suppliers are not invited unless buyers know that they can
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perform
Bid-list for auctions is often broader than for traditional
Buyers may identify additional sources through EXOSTAR database
• It is strongly recommended that suppliers complete the
Supplier Profile on the Exostar database.
Auctions- Brief Overview
The Benefits of Exostar
Supplier
Benefit
Provides
market
feedback
to
suppliers
Buyer
Benefit
Determines
“Market
Price”
Levels the
Playing
Field
On the
Internet
small
companies
look just like
big
companies
System Requirements
• System Requirements
• Microsoft Internet Explorer 5.0 or higher
• Netscape 4.7 or higher
• Portable Document Format (PDF) Viewer such as Adobe Acrobat
•
Reader 4.0
PC Compatible Computer running Windows 95,98,2000 or NT
How can I get registered?
• Suppliers that currently do business with Raytheon can register by
following a relatively simple process:
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The process is on-line at :
www.exostar.com
Summary
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Exostar is Raytheon’s eProcurement solution
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Exostar is good for small and small disadvantaged businesses.
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Becoming enabled on Exostar increases a supplier’s visibility across
all Raytheon locations.
We are encouraging our suppliers to join Exostar
We believe that together we can improve our respective operational
efficiencies, gain access to new markets, and grow our relationships
to the next level of success.
Don’t abandon traditional networking and relationship building