How To Do Business With Northrop
Grumman
November 9, 2011
Tizoc S. Loza Corporate Program Manager SEBP / Government Relations
HEADER / FOOTER INFORMATION (SUCH AS NORTHROP GRUMMAN PRIVATE / PROPRIETARY LEVEL I)
Northrop Grumman Today
• $28 billion sales in 2010
• $47 billion total backlog (post SB Spin-off)
• 75,000 people, 50 states, 25 countries
• Leading capabilities in:
– C4ISR and Battle Management
– Cybersecurity
– Defense Electronics
– Homeland Security
– Information Technology and Networks
– Logistics
– Space and Missile Defense
– Systems Integration
– Unmanned Systems
Focus on Performance
2
Four Operating Sectors
3
Aircraft
Subsystem/Component
Sustainment & Modernization
Aircraft System/Platform
Sustainment & Modernization
Defense and Government
Services
Ground Vehicle
Reconstitution
Integrated Logistics and
Modernization
Irregular Warfare/Quick
Reaction Capability
Live, Virtual and Constructive
Domains
Nuclear Security Services
Technical and
Operational Training Support
Training Solutions
Technical Services
Air Defense Systems
C4ISR Networked Systems
EO/IR Targeting &
Surveillance
Marine & Undersea Systems
Navigation & Positioning
Systems
Propulsion & Power
Generation
Radar Sensors & Systems
RF/IR Countermeasures
Space Sensors
Electronic Systems
Airborne Ground Surveillance / C2
C4ISR
Directed Energy Systems
Electronic Combat
Operations
Environmental & Space Science Satellite Systems
Global / Theater Strike
Systems
ISR Satellite Systems
Large Scale Systems Integration
MILSATCOM Systems
Missile Defense Satellite
Systems
Naval BMC2
Strategic Space Systems
Unmanned Systems
Aerospace Systems
Command & Control
Systems
Communications
Cybersecurity
Enterprise Systems
and Security
Federal, State/Local
& Commercial
Health IT
Homeland Security
Intelligence
Intelligence, Surveillance &
Reconnaissance Systems
IT/Network Outsourcing
Information Systems
Northrop Grumman Products
4
How to Become a Northrop Grumman Supplier
Potential
Supplier
Northrop
Grumman
Socio-
Economic
Business
Office
Direct Any Questions to and Keep In Contact With:
Northrop Grumman Socio-Economic Business Office or
Specific Procurement or Technical Department
Become familiar with
Northrop Grumman
Products & Reqts.
Advise supplier on
potential subcontract
opportunities Evaluation
Submit letter of
introduction and
Company literature to
Small Business Office Input Company
Information into Northrop
Grumman Potential
Supplier Database
Become Familiar With Northrop Grumman Products & Requirements Submit Letter of
Introduction and Company
Literature to Socio-Economic
Business Office
Advise Supplier on
Potential
Subcontract
Opportunities
Evaluation
Forward Materials
to Purchasing/
Engineering/Other
Using Organizations
Do Your Homework
• To Be Effective, Practice the following:
• Basic Marketing Research
– How is the Company Structured?
– What are the Principal Products?
– Does This Company Buy What I Sell?
– How Does the Purchasing Process Work?
– Special Niche Needs
• Logistics / Timing
– Proximity of Supplier to Company?
– Who is My Competition?
– Has the Company Received New Business Contracts?
– When Will Materials / Services be Needed?
Supplier Information Required
• Type of Business
• Number of Employees
• Financial Profile
• Principal Product or Service
• Areas of Product Interest
• Description of Facilities/Equipment/Technical Capabilities
• Quality Assurance Standards (ISO Certification, Lean
Principles, Six Sigma)
• Certifications (HUBZone, Service-Disabled Veteran)
• NAICS Codes
Selection Criteria
• Engineering Or Technical Capability
• Supplier Capacity
• Supplier Manufacturing Diversity
• Previous Experience - Like Companies Or Other Northrop
Grumman Sites
• Past Performance – Quality, Delivery And Cost
• Supplier Location
– Proximity To One Or More Northrop Grumman Sites
Selection Criteria (Continued)
• Small Business Relationship
– Small
– Small Disadvantaged
– Women-Owned
– Service-Disabled Veteran-Owned
– Veteran Owned
– AbilityOne (Formerly Javits-Wagner-O’Day Program)
– HUBZone (Location in Historically Underutilized Business Area)
– Native American
– Native Hawaiian
– Alaska Native Corporation
How Do We Find Suppliers?
• Outreach Events – Program or project specific
– Commodity specific
– Business size specific
• Prospective Supplier Database – https://oasis.northgrum.com/corp/Supplier_Information.htm
• Recommendations from: – Our Customers
– Our Aerospace Counterparts
– Technical and Program Management
• Company Protégés
• Existing Suppliers
Capabilities, Timing, Past Performance,
Relationship Building Are Key Considerations
11
Mentor-Protégé Program
• Current Status:
– GFY 2011, 19 Active Mentor-Protégé Agreements
– 6 Different Government Agencies (DoD, VA, Treasury, State Department , DHS,
State of Texas)
• Program Objectives:
– To be strategic in choosing future protégé firms
– Need to align protégé’s with customers and programs
– Work with work commodity teams to identify current supplier that qualify for the
Mentor-Protégé program
– Identify SBIR firms that can participate in the MPP
12
NG’s Small Business Innovation
Research (SBIR) Program
• Current Status:
– The SBIR program, has been is under a “Continued Resolution” until 18 November 2011, funded at approximately $2.2 billion in FY 2010, is made up of 12 participating agencies
– The DoD SBIR program, funded at approximately $1.14 billion in FY 2011
– Currently tracking approx 50 phase I or II SBIR projects
– Commercialization Pilot Program, with Navy & Air Force
– NGC Sponsored Approximately 6 Major SBIR National Conferences And Supported 6 Agency SBIR Conferences in ‘10
• MDA – Navy – Air Force - DoD – 2 National Conferences
13
Historically Black Colleges Universities/
Minorities Institution (HBCU/MI’s)
• Northrop Grumman works with Historically Black Colleges or
Universities/Minority Institutions (HBCU/MI) that provided systems
support, research and development, conference support and training
• Northrop Grumman engages HBCU/MI schools through its University
Partnerships Initiative
– Increase HBCU/MI awareness of federal subcontracting opportunities
– Increase NG business unit participation with HBCU/MIs by identifying and maximizing
subcontracting opportunities on major programs
– Increase HBCU/MI participation in the Mentor-Protégé Program in order to engage
schools in real-time technical support to small businesses
– Utilize the Small Business Technology Transfer (STTR) program to encourage
HBCU/MI schools to partner with small business concerns and prime contractors to
develop new and innovative technologies to bring to the marketplace
Contact Information
Tizoc S. Loza
Corporate Program Manager
SEBP / Government Relations
Ph: 703.280-4073
Fax: 703.280-4933
E-mail: [email protected]
• Review the Northrop Grumman Website
• https://oasis.northgrum.com/corp/business_area.htm
• for Commodities Available For Subcontracting
Review the Northrop Grumman Website https://oasis.northgrum.com/corp/business_area.htm
for Commodities Available For Subcontracting
Summary
Northrop Grumman’s Procurement Strategy Is
Designed to Ensure That Capable Small
Businesses Receive The Maximum
Practicable Subcontracting Opportunities On
Our Programs