North Dakota Open

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North Dakota Open Roundtable August
14-15, 2006Fargo, North DakotaMacArthur
DeShazerSenior Manager DirectorLMIT Small
Business Supplier Diversity Programs
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LM Supplier Diversity Program
Vision Powered by Innovation, guided by
integrity 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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Program Objectives

• Enhance Corporations competitiveness
  profitability
• Ensure Small Business participation in
  subcontracting process
• Serve as Liaison for LM and Small Businesses
• 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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Spend Profile
40
IT
Corporate-wide Agreements
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Indirect
DirectCommodities
Custom Products
Subcontracts

• Over 5B awarded to small business in 2005
• 30,000 suppliers
• 86 electronic transactions in 2005

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Why Our Suppliers Are Important

• Over 50 of our revenue is represented by
  purchases of goods and services
• Suppliers bring innovation, speed and agility to
  the table
• Strong supply chain critical to success

Supplier Performance is Lockheed Martin
performance
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Organizational Structure
Mike Bush, Director Supplier DiversityLockheed
Martin Corporation
Cynthia Anderson (C.J.), Administrative Support
Jim Randle, Manager Supplier Diversity Aeronautics
Bob Thompson, Manager Supplier Diversity Space
Systems
Julie Paglione, Manager Supplier
Diversity Technology Services
Emily Mann, Manager Supplier Diversity Enterprise
Information Center
Nancy Deskins, Manager Supplier Diversity Systems
Integration
Regina Stout Manager Supplier Diversity Integrate
d Systems Solutions
Total of 54 Supplier Diversity Professionalsto
Help You Explore Subcontracting Opportunities!
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Historical Performance
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2005 Goals vs. Actual
Met or Exceeded Goal in Every Category Except
Recently Established HUBZone SDVOSB
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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 CCR Database
• Telephone Call System
• 877-LMC-SBLO (877-562-7256)

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BEST PRACTICES

• Mentor-Protégé Programs
• DHS EAGLE
• Will Execute Others as needed
• Lockheed Martin Industry Day Events 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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CURRENT TOP PROGRAMS

• DHS EAGLE
• US ARMY CORPS OF ENGINEERS A-76
• ARMY ITES2 S
• IRS TIPPS 3
• FBI SENTINEL
• NASA ODIN
• FEDERAL AVIATION ADMIN AFSS
• DoD DFAS
• SSA eDib Scanning
• AFPECA

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Tips on Becoming a Lockheed Martin Supplier

• Do Your Homework
• Make Initial Contact
• Sell Yourself and your Company
• Follow-Up
• Be Responsive
• Perform

Develop a plan, then execute it!
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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 companys 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 youre talking to the wrong person, find the
  right one
• If there are five people that buy what you sell
  call them all
• Give every call your best effort
• Be Persistent It Aint Easy!

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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 Help us with Profitability
• Quality 100 in everything you do!
• Delivery On time, every time

Always meet your Commitments
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Point of Contact

• MacArthur DeShazer
• LMIT Senior Manager Small Business Liaison
  Officer
• E-mail mac.deshazer_at_lmco.comSupplier Net
• https//www.lockheedmartin.com/suppliernet

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