Subcontracting with Lockheed Martin

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Subcontracting with Lockheed Martin

• National Air Space (NAS) Implementation Support
  Contract (NISC) II

Presented to FAA Small Business Opportunities
Fair and Training Conference -- 2007

Presented by Arlie LeBeaux NISC II Subcontracts
Manager
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AGENDA

• LM Corporate Overview
• Organizational Structure (LMC to Aviation
  Services -- NISC II)
• Lockheed Martins (LM) Corporate Supplier
  Diversity Program
• Doing Business with Lockheed Martin
• LM Information Systems and Global Services
• The NISC II Prime Contract
• NISC II Points of Contact
• Summary

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LMC Corporate Overview
Who is Lockheed Martin Corporation?

• Lockheed Martin Corporation (LMC) is the Number 1
  Ranked Government Contractor
• The corporation is a international organization
  that claims 140,000 personnel worldwide
• LMCs operating units are organized into 4 broad
  business areas
• Aeronautics
• Electronics Systems
• Space Systems
• Information Systems and Global Services (Formerly
  I TS and LM IS S Plus LM TSS)

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LMC Corporate Overview
Space Systems Company, A major business area of
Lockheed Martin, is a world leader in the design,
production and integration of launch vehicles and
systems, spacecraft for telecommunications,
remote sensing and space science, as well as
missile systems for defensive and strategic
missions. Electronic Systems Business
Area, Provides integrated hardware and software
solutions to ensure the mission readiness of
armed forces and government agencies worldwide
  Aeronautics Company, Is known for building the
finest military aircraft in the world.
Aeronautics Company products play an important
role in the defense of the United States and many
other countries, and they ensure peace and
stability around the world. Information Systems
and Global Services Business Area, Newly
consolidated business area for information
services and operational support services.
Comprised of 52,000 highly skilled professionals
providing the full range of Lockheed Martins
information competencies with an expansive global
delivery capability. IS GS has a heritage of
delivering world-class solutions which leverage
advanced technology across a wide range of
domains.  
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LM Organizational Breakdown through NISC II
NISC II Prime Contract
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LM Supplier Diversity Program
Vision To be the worlds 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 Martins subcontracting
process, leveraging that success for competitive
advantage
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LM Supplier Diversity Program

• Program Objectives

• Enhance Corporations competitiveness
  profitability
• Serve as Liaison for LM and Small Businesses
• 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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LM Supplier Diversity Organizational Structure
Mike Bush, Corporate Director Supplier Diversity
Tracy Sims, Administrative Support
C.J. Anderson, Administrative Support
Julie Paglione, Manager, Supplier Diversity Info.
Systems Global Services
Mario A. Ramirez Corporate Manager, Mentor
Protégé Small Business Innovative Research
Regina Stout, Manager, Supplier
Diversity Integrated Systems Solutions
Ken Hilderbrand Manager, Supplier
Diversity Aeronautics
Emily Mann, Manager, Supplier Diversity Enterprise
Information Systems
Bob Thompson, Manager, Supplier Diversity Space
Systems
Elaine Mayfield, Manager, Supplier
Diversity Electronic Systems
More than 50 Supplier Diversity Professionalsto
Help You Identify Subcontracting Opportunities!
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LM Supplier Diversity Program
BEST PRACTICES

• Website
• Informational Site for Suppliers
• Registration Functionality
• Intranet Site For Internal Use
• Supplier Database
• Search Capability
• Links to CCR (formerly SBA ProNet) Database
• Telephone Call System
• 877-LMC-SBLO (877-562-7256)

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LM Corporate Supplier Diversity Program

• LMC -- Strong Supplier Diversity Program

Product Line Supplier Diversity (Aviation
Services - NISC II)
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Contact Methods List
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Doing Business with Lockheed Martin
Getting Started -- Lockheed Martin has
established a Registration Portal for Current
Suppliers and Potential Suppliers SupplierNet
www.lockheedmartin.com
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Getting Started
SupplierNet is Lockheed Martins entryway for
suppliers
SupplierNet Provides Single point of
entry to all of Lockheed Martin Allows you
to specify your capabilities and offerings
Initiates e-commerce connection to Lockheed
Martin
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Getting Started
Supplier must be aware of how 3rd Party Data
can impact their perception within Lockheed
Martin

• All suppliers should verify that their company
  data is accurate in the following systems

http//www.ccr.gov/ http//www.epls.gov/
http//www.dnb.com/
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Getting Started

• What We have Done

Lockheed Martin has a link to all supplier data
into a single knowledge system for its
businesses. Supplier provided registration
information is supplemented with links to
additional data to create a extensive supplier
profile. Dun Bradstreet Data CCR
Small Business EPLS Government Debarment
Suspension OSHA / EPA Violations
Predictive Financial Risk Analysis Lockheed
Martin Internal Databases Purchasing
History Quality Delivery History
Email Links to Buyers Lockheed Martin
utilizes the data to assist in source
identification and selection decisions
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Doing Business with Lockheed Martin

• Getting Started Summary

Registration is first step in becoming engaged
with Lockheed Martin ? Use web resources to
learn about Lockheed Martin develop your contact
plan ? Make sure your company data is
accurate it makes a difference. ?
Traditional quality and delivery measurements
still employed but tools are evolving
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Contact Methods Supplier Website

• Tips on Becoming a Lockheed Martin Supplier

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Tips to Becoming Supplier

• 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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Tips to Becoming Supplier

• 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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Tips to Becoming Supplier

• Sell Yourself and Your Company

• Company profile and capabilities literature (Soft
  Copy Preferred)
• Focus on your companys uniqueness
• Past performance (quality and delivery)
• Share personal experiences
• Offer solutions to problems

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Tips to Becoming Supplier

• Follow Up

• Once you know a company is a real prospect,
  stay in touch
• If youre 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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Tips to Becoming Supplier

• 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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Tips to Becoming Supplier

• Perform

• Cost Dont nickel and dime us
• Quality 100 in everything you do!
• Delivery On time, every time

Always meet your Commitments
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• Lockheed Martin Information Systems Global
  Services Information -- NISC II Information

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LM Organizational Breakdown through NISC II
NISC II Prime Contract
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LM Information Systems and Global Services

• Services Arm of the LM Corporation (Business
  Area)
• LM IS GS is the largest provider of federal
  technology services in the world
• LM IS GS Core Business Organizations
• Enterprise Solutions Services (Formerly LMIT)
  comprehensive systems solutions to the Federal
  Government
• Global Security Solutions create global
  security with mission partners by developing
  knowledge solutions, enabling timely relevant,
  and actionable information to defense,
  intelligence, and civil communities.
• Mission Combat Support Solutions develop
  complex DoD and civil space, airborne, and ground
  Communications, Command and Control, Intelligence
  Surveillance and Reconnaissance (C4ISR) systems,
  products and services to enable information
  superiority for 21st century warfighters.
• Mission Services serves customers with a broad
  spectrum of engineering and mission
  support/operations services.
• Network Communications Solutions provides a
  wide range of solutions and secure network and
  communications infrastructure to serve the
  critical needs to customers
• Systems Integration Group provides the highest
  quality, non-partisan Systems Engineering and
  Integration (SEI) products and services focusing
  on Systems Engineering, Modeling Simulation,
  and Architect Definition.
• Knolls Atomic Power Laboratory Nuclear Energy
  RD
• Business Process Services Professional
  Services, Systems Engineering, and engineering
  support to civilian Federal Government Agencies
  including the FAA (NISC II)

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LM Information Systems Global Services

• LM IS GS Diversity Contact
• Julie E. Paglione Business Area Lead
• Information Technology Services Headquarters,
  Inc., Cherry Hill, NJ
• Email julie.e.paglione_at_lmco.com Phone
  856-486-5977
• Patricia A. McHugh
• Information Technology Services Headquarters,
  Inc., Cherry Hill, NJ
• Email patricia.a.mchugh_at_lmco.com Phone
  856-486-512

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LM Business Process Services Company

• LM Business Process Services (BPS) Company is the
  LM Information Systems Global Services Company
  that provides professional services to Government
  Civilian Agencies including Department of
  Transportation and the Federal Aviation
  Administration.
• Headquarters Location Rockville, MD
• NISC II is one of the prime contracts under LM
  BPS.

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NISC II Contract Overview

• NISC II awarded November 20, 1997
• 10-year contract (four year base, three 2-year
  options)
• Cost plus award fee (CPAF)
• Integrated Contract Team Approach
• Eight team members and two preferred SB
  Subcontractors, exceeding SB/SDB goals

• Lockheed Martin, prime
• Northrop Grumman
• SAIC
• ICF Consulting
• Advancia

• Native American Technology Corporation (NATECH)
• MORI Associates (Mentor Protégé)
• J. M. Waller
• General Dynamics ( formerly Anteon)
• NETSTAR-1 (formerly AIM)

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NISC II Contacts

• Arlie LeBeaux, NISC II Subcontracts Manager
  arlie.ctr.lebeaux_at_faa.gov
• Phone [phone]
• Katina Baylor, Senior Procurement Representative
  katina.ctr.baylor_at_faa.gov Phone [phone]
• Dawn Ford, Subcontracts Administrator
  dawn.ctr.ford_at_faa.gov
• Phone [phone]
• Rose Schultz, Subcontracts Administrator
  rose.ctr.schultz_at_faa.gov
• Phone [phone]
• Toloria Crawford, NISC II Contracts Manager
  toloria.ctr.crawford_at_faa.gov
• Phone [phone]
• Russell Zub, NISC II Program Manager
  russell.ctr.zub_at_faa.gov
• Phone [phone]
• Lockheed Martin Services, Inc., 400 Virginia Ave
  SW, Suite 400, Washington, DC 20024

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NISC II Opportunities

• Current Opportunities
• Information Technology Information Resource
  Management
• Environmental, Occupational Safety, Health
  (EOSH)
• Continued modernization and improvement of FAA
  facilities
• Database Design/Management (Oracle)
• Safety Assurance Safety Risk Management
• Competitive Opportunities by Mandate
• Set Procurement Processes and Procedures
• Flow NISC II prime contract clauses to
  Subcontractors
• Preferred Subcontractor Innovation SB Business
  Partners

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Summary

• LM Strong Supplier Diversity Program
• LM has Supplier Diversity Advocates at all levels
• Suppliers Web-based access to LM
• Register and fill out a Profile on-line
• Tips for Suppliers
• Contact Supplier Diversity Contacts Contact
  Buyers
• NISC II Procurement personnel