lockheed martin supplier diversity - membership … · national hubzone conference 2016 10/17/2016...

NATIONAL HUBZONE CONFERENCE 2016 10/17/2016

hubzonecouncil.org 1

Lockheed Martin Supplier Diversity

Pat McHugh and Emma StevensLockheed Martin CorporationSupplier Diversity Programs

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Vision

Lockheed Martin is the Leading

Global Security and Aerospace Company,

Solving our Customers’ Most Difficult Problems

Through Our Employees’ Innovation,

Performance and Unmatched Integrity.



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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 ®

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AeronauticsMissiles andFire Control

Rotary andMission

Systems

Space Systems

Business Structure

International



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Lockheed Martin’s Procurement Outlook– Opportunities exist, but will be very competitive

– Customers expect competition to ensure best value

– Concern when engaging new suppliers: RISK– Financial stability

– Past, relevant performance

– Ability to be viable in the long term

– Security & Integrity

– Suppliers need to think globally

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Lockheed Martin’s Commitment to Small Business

• Awarded $4.7 billion total U.S. dollars to almost 10,000 small businesses

• Lockheed Martin actively seeks diverse suppliers

• Bring agility & new perspectives

• Provide innovative solutions to complex challenges

Small Business Receive >24% of LM’s Subcontracts



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Qualities We Look for in a New Supplier...

• Socio-economic status

• Past performance with federal customer

• Experience with Lockheed Martin or Prime Contractor

• Experience in one of our industries

• Quality certifications

• Security clearances

• Location

• Technology unique to their company, patented

• Differentiating factors

• Supplier of needed services

Common Challenges / Opportunity for Government Programs

• Compliance with TINA and Cost Accounting Standards

• Ability to achieve ISO or AS9100 certifications ($5K to $50K)

• Cyber Security – 2 Factor Authentication

• CATIA V5– Software to read electronic drawings ($20K to $50K per seat)

• Capacity- Access to Capital

Airframe Target Industries: Tube Manufacture & Composites

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Supplier Diversity 2015 Accomplishments

$4.7B to 9,700 Small Businesses$268M to 149 HUBZone Suppliers

8Mentor Protégé Agreements

3 SBIR Phase III Successes; 79 Partnerships

9 Lockheed Martin Supplier Wire Webinars

~$4.4M Submitted in Indian Incentives Program Rebates

400 Supplier Inquiries Received & 250Capability Reviewed on Monthly Average

159 Outreach Events

$502K in OutreachSponsorships

77 Think Small,Win Big Award

17 National andLocal Awards



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SupplierPay Initiative

• One of the first companies to take SBA SupplierPay Initiative pledge (Aug. 2014)

• In GFY15, provided prompt payment to over 7,000 small businesses with an average 14.8 days time-to-pay small businesses

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Opportunities for Small BusinessesAeronautics

• NAICS Code: 336411, 336412 - Build to Print Machined parts

• NAICS Code: 325211- Composites

• NAICS Codes: (Multiple Codes – Items that support Aircraft production) Indirect Materials

• NAICS Code: 541511, 541512 - IT Support

F-35• ~3000 Part Numbers

across 30 RFPs• Metallic Tubes-

Bent & Welded• Machined

Forgings/Bulkheads

C-130• Nominal

opportunities for Outsource/Resource

• Combination of Machined and Sheet Metal Parts

Other• Frequent unplanned

demands for new/existing tools and facility support (A&E, Construction Services, etc.)

• NAICS Code: 541330 - Technical Services

• NAICS Code: 326211, 332996 - Metallic Tubes

• NAICS Code: Sustainment / Repairs (Multiple Manufacturing Codes)

• NAICS Code: 488190 - Testing equipment

Lockheed Martin Aeronautics will be focused on more supplier matchmaking events, “Industry Day” conferences,Small Business Innovative Research (SBIR) and Mentor Protégé opportunities



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Enterprise Operations Information

• “Corporate Headquarters” – no marketed goods or services

• Headquarters: Bethesda, Maryland

• Denver, Orlando, Fort Worth, Cherry Hill…

• Most locations; co-located with other business unit employees

• Types of goods/services purchased:

• Corporate services, HR benefits, Legal, etc.

• Types of goods/services not needed

• Staffing services, Manufactured parts, Engineering services

• Today’s unique requirements

• IT hardware and Software maintenance resellers

• Small business liaison officers contact:

• Pat McHugh, [email protected]

Promotional items may be purchased by any employee from any source. MUST follow guidelines for logo. MUST not sell

commercially without license agreement.

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Space Systems Information

• Major Products:

• Human Space flight systems; remote sensing, navigation, meteorological and communications satellites, tactical and defensive missiles

Unique requirements: ISO 9001 or AS9100 (rev. C) certification; Secret and top secret clearance highly valued

• Major Locations: • Denver, CO

• Sunnyvale, CA

• Huntsville and Courtland, AL

• Other Locations• Bangor, WA (SWFPAC)

• Kings Bay, GA (SWFLNT)

• Vandenberg AFB, CA

• Cocoa Beach/Eastern Range, FL (USN and NASA)

• Harlingen, TX (NASA)

• Los Angeles, CA

• Stennis, MS


• 541330 Engineering Services (corporate initiative)

• 334419 Other electronic component manufacturing cable harness, kitting

• 541712 Guided missile and space vehicle parts research & development

• 236210 Industrial Building Construction

• 237990 Other Heavy and Civil Engineering Construction

Small Business Liaison Officers(SBLO) contact: Bob Thompson, [email protected]



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Missiles and Fire Control Information

• Major Products: • Tactical missiles, strike weapons, and air and missile defense

• Tactical/ground vehicles

• Services and logistic support for U.S. military

Unique requirements: ISO 9001 or AS9120 – clearance as applicable

Major customers:• Army, Air Force, Navy, Marine Corps

and International customers


Electro-mechanical products, castings, optics, gyros, raw material, tooling/test equipment, construction, custom batteries, power supplies, advanced technology, research and development, telecommunications, major systems for ground, air, sea applications (detection and offensive systems), background check services, build to print electronic components, micro grid technology, and nuclear technology

Small Business Liaison Officers(SBLO) contact: [email protected]

Buying Centers:• Grand Prairie, TX and

Orlando, FL

• SEMAC Buying Center

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Rotary and Mission Systems (RMS)

• Major Products: Radar systems, ship and aviation, undersea systems, tactical missiles, strike weapons, and air and missile defense, combat maneuver systems, ground and maritime training, flight training, enterprise logistics, technical services

Unique requirements: ISO 9001 or AS9120 –clearance as applicableCMMI certification

Major customers:• Army, Air Force, Navy, Marine Corps

• Types of goods/services purchased:• Gas Turbine and Waterjets,

• Reduction Gears

• Main Propulsion Diesel Engines

• Crane Systems

• Hull Mechanical and Electrical Equipment (HM&E)

• Electro-mechanical products

• Castings

• Optics

• Gyros

• Raw Material

• Tooling/Test equipment

• Construction

• Custom Batteries

Small Business Liaison Officers(SBLO) contact: [email protected]

Buying Centers:• Moorestown, NJ

• Power Supplies• Advanced technology R&D• Telecommunications• Major systems for ground, air, sea apps

(detection and offensive systems)• Background Check Services• Build to Print Electronic Components• Undersea Technology• SBIR Research & Development• Energy• Rail (Australian railroad command & control)• Underwater unmanned vehicles• Submarine targets• Radar, Lidar• C4I capabilities (secret/top secret)• Surface ship technologies• Simulation and training• Logistics



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Do Your Homework• Study our website &

programs: www.lockheedmartin.com

• Identify a few target businesses or programs

• Market your firm• See link under “Suppliers” tab entitled “Doing

Business with Lockheed Martin”

• Send questions or requests to: [email protected]

Supplier WireA dedicated resource for small enterprises looking to do business with Lockheed Martin and the industry in general

Free webinars & live chats

Educational videos

Supplier testimonials

Veteran’s corner

Directories

Immediate needs bulletins

Partnership pursuits

Lockheedmartin.com / Suppliers



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61% of Airframe Suppliers are Small Businesses

Airframe Structures & Commodities

Commodities – Mechanical & Electrical Hardware, Raw materials

Metallic & Non-Metallic Build-To Print

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F&OP Kit Examples:

SB Suppliers: Salem Tools; Gould Southern

F-35 CTK Kits POU Perishable Tool Kit



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F&OP Projects

This Supplier designs and builds production tools to build or manufacture major aircraft structures for all LMAero Programs.

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Center Fuselage Weapons Bay Door Drives Arresting Gear Carrier Version (CV)

Control and Test Radar/EODAS

CNI Software Low Observable Support

System Training Courseware and

Management Systems

EW System Vehicle Mission Computer

F-35 Domestic Subcontracting Opportunities

51%

11% 38% Air System Verification System Integration Mate Through Delivery Edges & Control Systems Mission Systems Vehicle Systems Training System Forward Fuselage Wing Build-To-Print & Commodities Tooling, Construction

38% of BOM Unallocated to Teaming Agreement



Questions?

lockheed martin supplier diversity - membership … · national hubzone conference 2016 10/17/2016...

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