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Corporate Overview. 2009. The Men and Women of Lockheed Martin. 140,000 Employees 70,000 Scientists and Engineers 25,000 IT Professionals Operations in 1,000 Facilities, 500 Cities, 46 States and 75 Countries. Partners to Help Customers Meet Their Defining Moments. Corporate Overview 2.

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Corporate Overview

2009


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The Men and Women of Lockheed Martin

  • 140,000 Employees

  • 70,000 Scientists and Engineers

    • 25,000 IT Professionals

  • Operations in 1,000 Facilities, 500 Cities, 46 States and 75 Countries

Partners to Help Customers Meet Their Defining Moments

Corporate Overview 2


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Vision and Values

Our Vision:

Powered by Innovation, Guided by Integrity, We Help Our Customers Achieve Their Most Challenging Goals

Our Value Statements:

  • Do What’s Right

  • Respect Others

  • Perform With Excellence


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IT: Common Denominator

Our Core Markets

Defense &

Intelligence

Civil

Government

Homeland

Security


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We Never Forget Who We’re Working For ™

Our 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

  • Foreign Governments


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Lockheed Martin Business Areas

Aeronautics

Space Systems

Information Systems & Global Services

Electronic Systems


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Aeronautics

Combat Aircraft

Air Mobility

Special Mission and Reconnaissance Aircraft

Advanced Development Programs

Sustainment Operations and Services


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Electronic Systems

Missiles and Fire Control

Maritime Systems and Sensors

Platform Integration

Training and Simulation

Energy Programs


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Space Systems

Launch Services

Satellites

Strategic and Defensive Missile Systems


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Information Systems & Global Services

Mission Solutions

Information Systems

Global Services


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Horizontal Integration

Homeland

Security

Battlespace Awareness

Force Application

Horizontal

Integration

Command & Control

Focused Logistics

Net-Centric Operations

Government IT

Information Superiority

Training

Center for Innovation

The Lighthouse

Aeronautics

Electronic

Systems

Space

Systems

Information Systems &

Global Services

Enhanced Solutions for Our Customers


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Knolls Atomic Power

Lab (KAPL)

Schenectady, NY

Missiles and

Fire Control

Archbald, PA

Lockheed Martin Canada

Montreal, Quebec

Aeronautics HQ

Enterprise Information Systems

Ft. Worth, TX

Aeronautics

Marietta, GA

Lockheed Martin Canada

Kanata, Ontario

Space Operations

Stennis Space Center, MS

Information Technology

Richland, WA

Mission Services

Houston, TX

Maritime Systems & Sensors

Mitchel Field, NY

Maritime Systems & Sensors

Syracuse, NY

Commercial Space

Systems

Newtown, PA

Space Systems

Huntsville, AL

Systems Integration - Owego

Owego, NY

Information Systems & Global Svcs

Space Systems

Enterprise Information Systems

King of Prussia, PA

Maritime Systems & Sensors

Transportation and Security Solutions

Eagan, MN

Information Technology

New Orleans, LA

Maritime Systems & Sensors

Marion, MA

Maritime Systems & Sensors

Information Technology

Baltimore, MD

Space Systems

Silverdale, WA

Space Systems,

Advanced Technology

Center

Palo Alto, CA

Space Systems

Michoud Operations

Michoud, LA

Space Systems

Kings Bay, GA

Information Systems

& Global Services

Space Systems HQ

Mission Services

Enterprise Information

Systems

Denver, CO Metro Area

Maritime Systems & Sensors

Energy & Homeland Sec Svcs

Moorestown, NJ

Information Systems

& Global Services

Information Technology

Mission Services HQ

Colorado Springs, CO

Space Systems

Mission Services

Savi

Enterprise Info Sys

Sunnyvale, CA

Information Technology

Clarksburg, WV

Information Technology

Cleveland, OH

Advanced Technology Labs

Information Systems & Global

Services

Cherry Hill. NJ

Maritime Systems & Sensors

Akron, OH

Information Systems & Global Svcs

San Jose, CA

Maritime Systems & Sensors

Manassas, VA

Information Systems & Global Svcs

Goodyear, AZ

Information Systems & Global Svcs

Santa Maria, CA

Logistics Services

Greenville, SC

Space Systems

Mission Services

Vandenberg AFB, CA

Missiles and Fire Control

Camden, AR

Missiles and

Fire Control

Troy, AL

Information Technology HQ

Seabrook, MD

Missiles and Fire Control

Grand Prairie, TX

Sandia National Labs

Livermore, CA

Information Technology

Sandia National Labs

Albuquerque, NM

Transportation and

Security Solutions

Rockville, MD

Corporate Headquarters

Electronic Systems HQ

Bethesda, MD

Kelly Aviation Center

Information Technology

San Antonio, TX

Missiles and Fire Control

Ocala, FL

Maritime Systems & Sensors

Clearwater, FL

Information Systems &

Global Services

Information Technology

Arlington, VA

Information Technology

Tampa, FL

Shared Services

Lakeland, FL

Corporate Staff/Other

Aeronautics

Electronic Systems

Information Systems & Global Services

Space Systems

Mission Services

Springfield, VA

Space Systems

Mission Services

Cape Canaveral, FL

Corporation at a GlanceLocations with >200 Employees

Missiles and Fire Control

Chelmsford, MA

Info Systems & Global Svcs

Norristown, PA

Transportation and

Security Solutions

Atlantic City, NJ

Maritime Systems & Sensors

Information Technology

Baltimore, MD

Information Systems &

Global Services

Hanover, MD

Aeronautics

Palmdale/Edwards AFB, CA

Information

Technology

Atlanta, GA

Aeronautics

Edwards AFB, CA

Mission Services

Greenbelt. MD

PAE, a Lockheed Martin Co

Los Angeles, CA

Information Systems &

Global Services

Gaithersburg, MD

Information Systems & Global Svcs

Maritime Systems & Sensors

San Diego, CA

UK INSYS Limited

Ampthill, Bedfordshire, England

UK Integrated Systems

& Solutions

Farnham, England

LM Aircraft Argentina

Cordoba, Argentina

Lockheed Martin United Kingdom

London, England

Enterprise Information Systems

Simulation, Training and Support

Missiles and Fire Control

Orlando, FL

UK Integrated Systems

Havant, England

Maritime Systems & Sensors

Riviera Beach, FL


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$5.6B International Sales in 2006

More than 300 Partnerships

Global Products for Global Markets

Our Global Presence


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Why Our Suppliers Are Important…

  • Approximately 50% of our revenue flows to 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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Marketing To Prime Contractors


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Pre-Meeting Suggestions

Do your Homework

Know the Corporation you are targeting

Know their customers and programs where you fit

Register with D&B & CCR and keep up-to-date

Be prepared

Be time sensitive (Prime’s are busy)

Provide Overview Handout material

Provide Electronic data

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Marketing Introduction

Keep the meeting brief

Know your audience

Highlight your niche

Request your pathway

Know the department you want to speak with

Requestor – Procurement – HR - Engineering

Where have you been successful before

Identify the specific contract for which you want to be considered

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Meeting with Prime Contractor Decision Makers

Provide short Re-cap of your business and who referred you.

Be prepared to Discuss

Past Performance

Unique Capability (top 3 differentiators)

Specific programs or areas of interest

Develop a relationship

Ask how they wish to stay in contact

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Responding to Customer

Work Honestly & Ethically

Respond to all request in a timely manner

Talk to buyer – Don’t assume details

Failing to deliver is unacceptable

Develop a relationship with the customer

Understand The Prime’s position in recommending you…

Honor the Prime’s reputation

No bid response

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Responding to Specific RFP’s

Research the solicitation prior to its release

Letter of Interest to SBLO prior to the solicitation release

Know how you can fit on the Team

Don’t just rely on SB Classification (i.e. SB, SDB, 8(a), SDVOB, SVOB or HUBZone)

Focus on value added and be flexible to change

Know who the decision makers are in the Prime

Validate your data

Be ready to respond quickly & thoroughly to proposal data request.

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Sub-Contractor Desirable Attributes

Ability to work as a Team

Is Customer Focused

Provide Reasonable cost

Maintains a Good safety record

Has Relevant experience/Past performance

Is Reliable/responsive/flexible

Is Committed to quality

Is Financially responsible

Is Patient with the Prime & Customer

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Final Thoughts….

Have a plan; early development is a plus!

Bring something to the table (innovative and creative)

Do the legwork for your new potential customer; show you have done your homework

Work through the Small Business Liaison Officer or other designated point of contact

Be ready to reply on short notice

Market - Increase your company’s visibility

Develop a plan, then execute it!

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Performance keeps you in the game

Perform

Commitments

Quality

Delivery

Cost

Meet them all

100% in everything you do

On time, every time

Meet targets, deliver value


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Successful Programs

  • Require an integrated supply network with all suppliers focused on:

    • Quality Products & Services, on-time

    • Cost Reduction and Continuous Improvement

    • Service and Customer Satisfaction

    • Innovation & Creativity

    • Anticipating our Needs

    • Using e-technology

    • Actively using lean processes


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Contact Methods List

Telephone Call System: 877-LMC-SBLO (877-562-7256)

Contact information

Email

  • Web site www.lockheedmartin.com

  • https://suppliernet.external.lmco.com/suppliernet/diversity/potential_suppliers.cfm

    • Informational Site for Suppliers

    • Registration Functionality

    • Internal – Search Engine for Buyers

  • Business Unit Contacts

    • Electronic Systems

    • Aeronautics

    • Space

    • IS&GS

    • EIS

[email protected]

[email protected]

[email protected]

[email protected]

[email protected]

Elaine Mayfield

Ken Hilderbrand

Bob Thompson

Regina Stout

Emily Mann


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