How To Do Business With Lockheed Martin. Corporate Overview 1

Transcription

1 How To Do Business With Lockheed Martin Corporate Overview 1

2 Agenda Corporate Overview Aeronautics Products Video Business Environment Understanding & Navigating LM Getting A A Foot In The Door Keys to Success Q&A Corporate Overview 2

3 Lockheed Martin Corporate Overview Corporate Overview 3

4 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 s Right Respect Others Perform With Excellence Corporate Overview 4

5 The Men and Women of Lockheed Martin 135,000 Employees 60,000 Scientists and Engineers 20,000 IT Professionals Operations in 1,000 Facilities, 500 Cities, 45 States and 56 Countries Partners to Help Customers Meet Their Defining Moments Corporate Overview 5

6 2005 Sales by Customer Defense 58% Commercial Domestic 1% 27% Civil Government/ Homeland Security/ Intelligence 14% Air Force 27% Navy 22% Army 9% International Total Sales -- $37.2B Corporate Overview 6

7 Corporation at a Glance Lockheed Martin Canada Montreal, Quebec Knolls Atomic Power Lab (KAPL) Schenectady, NY Missiles and Fire Control Archbald, PA Information Technology Hanford, WA Space Systems, Integrated Systems & Solutions Advanced Technology Boulder, CO Center Integrated Systems Integrated Systems Palo Alto, CA & Solutions & Solutions HQ Information Technology Space Systems HQ Space Systems Information Technology Cleveland, OH Technical Operations Technical Technical Operations Omaha, NE Denver, CO Operations Colorado Springs, CO Marine Systems & Sensors Dayton, OH Sunnyvale, CA Akron, OH Colorado Springs, CO Marine Systems & Sensors Integrated Systems Sandia National Labs Manassas, VA & Solutions Systems Albuquerque, NM Space Systems China Lake, CA O Fallon, Aircraft & IL Logistics Centers San Jose, CA Management Huntsville, AL Nevada Test Site, NV Greenville, SC Missiles and Fire Control Aeronautics Camden, AR Palmdale, CA Integrated Albuquerque, Systems NM Lawton, OK Aeronautics Space Operations & Solutions Marietta, GA Integrated Systems Stennis Space Center, MS Phoenix, AZ San Diego, CA Missiles and & Solutions Aeronautics HQ Huntsville, AL Fire Augusta, Control San GA Diego, CA Ft. Worth, TX Troy, AL Space Operations Missiles and Fire Control Warner Robins, GA Houston, TX Grand Prairie, TX Columbus, GA Michoud El Paso, TX Operations Michoud, Ft. Walton LA Beach, FL Los Angeles, CA LM Aircraft Argentina Cordoba, Argentina Corporate Staff/Other Aeronautics Electronic Systems Information & Technology Services Integrated Systems & Solutions Space Systems Maritime Systems & Sensors Transportation and Security Solutions Eagan, MN UK Integrated Systems Havant, England Maritime Systems & Sensors Syracuse, NY Systems Integration - Owego Owego, NY Maritime Systems & Sensors Information Technology Baltimore, MD Lockheed Martin Canada Kanata, Ontario Information Technology San Antonio, TX New Orleans, LA Missiles and Kelly Aviation Center Fire Control Information Technology Ocala, FL San Antonio, TX Maritime Systems & Sensors Clearwater, FL Enterprise Information Systems Simulation, Training and Support Missiles and Fire Control Orlando, FL Maritime Systems & Sensors Riviera Beach, FL Commercial Space Systems Newtown, PA Integrated Systems & Solutions Valley Forge, PA Missiles and Fire Control Chelmsford, MA Maritime Systems & Sensors Mitchel Field, NY Boston, MA Maritime Systems & Newport, RI Sensors Moorestown, NJ Ft. Monmouth, NJ Advanced Technology Labs Information Seabrook, & MD Technology Services HQ Bethesda, Cherry MD Hill. NJ Patuxent Systems River, Management MD Marlton, NJ Transportation and Hampton, Security VA Solutions Norfolk, Atlantic VA City, NJ Space Operations Greenbelt. MD Integrated Systems & Solutions HQ Gaithersburg, MD Information Technology Seabrook, MD Transportation and Security Solutions Rockville, MD Corporate Headquarters Electronic Systems HQ Bethesda, MD Integrated Systems & Solutions Washington, DC Metro Area Information Technology Arlington, VA Technical Operations Springfield, VA Space Systems Cape Canaveral, FL Corporate Overview 7

8 Lockheed Martin Business Areas Aeronautics Space Systems Integrated Systems & Solutions Information & Technology Services Electronic Systems Corporate Overview 8

9 Electronic Systems Missiles & Fire Control Maritime Systems & Sensors Platform, Training & Transportation Solutions Corporate Overview 9

10 Space Systems Launch Services Satellites Strategic & Defensive Missile Systems Corporate Overview 10

11 Information & Technology Services Information Technology Aircraft & Logistics Centers Systems Management Technical Operations Space Operations Energy Corporate Overview 11

12 Integrated Systems & Solutions Systems Engineering & Integration Intelligence Systems Transformational Command & Control Space C2 & Mission Processing Tactical Reconnaissance & Surveillance Corporate Overview 12

13 Aeronautics Combat Aircraft Air Mobility Special Mission and Reconnaissance Aircraft Advanced Development Programs Corporate Overview 13

14 Aeronautics Combat Aircraft F/A-22 F-35 F-16 F-117 F-2 T-50 Corporate Overview 14

15 Aeronautics Special Mission and Reconnaissance Aircraft U-2S P-3 Corporate Overview 15

16 Aeronautics Advanced Development Programs (Skunkworks) Theater Airlift: AMC-X FALCON Network Enabled Warfare Integrated Sensor IS Structure (ISIS) Multi-Purpose UAV (MPUAV) Clean Sheet Tanker Strategic Airlift: Walrus FB-22 RATTLRs Battlespace Awareness Advanced Air Mobility Advanced Combat Air Corporate Corporate Overview Overview 03/01/05 16

17 Business Environment Corporate Overview 17

18 Expectations LM Aero Cost Execute Program to Achieve Existing Affordability Objectives Meet Targets for New Programs Capture Delivery Meet Program Milestones & Delivery Schedules Reduce Lead-Times to Support Order-to-Delivery Objectives Quality Elevate Supplier Performance to Meet Star Supplier Status Technical Develop Technology Roadmaps to Facilitate Proven Path Objectives & Eliminate DMS Issues Supplier Increased Business Opportunities Preferred Supplier Status Business Forecast & Horizon Planning Aggregate Material Buys Shared Best Practices Firm Requirements Definition Streamlined Administrative Processes System Level Solutions Total System Performance Responsibility Increased Profitability Lockheed Martin Aeronautics Company Chart Number

19 Supplier Selection Criteria Key Characteristics Proven track record of Past Performance (Quality/Delivery performance) Financial Stability Required Facilities & Equipment Required Product Qualifications and Certifications Talent (skilled workforce) Basic criteria used to select suppliers Suppliers capability to deliver best value solutions. Best value includes combination of: Cost Quality Schedule Performance. Lockheed Martin Aeronautics Company Chart Number

20 Understanding and Navigating Lockheed Martin Corporate Overview 20

21 Corporate Overview 21

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25 First Steps Do Your Homework Industry Intelligence Get to Know Lockheed Martin/Other Corporations Business Units Programs/Projects Challenges What They Buy Those That Use Your Products Assess Business Opportunity Potential Devise Business Capture Strategy Corporate Overview 25

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30 What does Lockheed Martin Aeronautics Buy? Regular buys Major Systems Equipment & Avionics Metal and Plastic Tooling Raw Materials Composites Electrical & Mechanical Hardware Perishable Tools Sheet Metal & Machined Parts Construction & Facilities Services Hard to find Hot form titanium Specialty bolts Castings & Forgings Stretch Form Metallic Parts Complex Titanium Casting Items we do not buy at Aeronautics Training Marketing Any IT related products or service Janitorial Service Consulting Shipping or Freight Service Lockheed Martin Aeronautics Company Chart Number

31 Getting A A Foot In The Door Corporate Overview 31

32 First Contact Complete TPM Profile in LM Supplier Database. Accessible/Visible to All Lockheed Martin Buying Organizations Provides Complete & Accurate Information About Your Company Expires After One Year Corporate Overview 32

33 Scroll down from this page to get to the data fields. Lockheed Martin Aeronautics Company Chart Number

34 Data Fields for Potential Supplier. Not shown on this slide is the Submit Button at the bottom of the screen. Lockheed Martin Aeronautics Company Chart Number

35 Initial Engagement Your Company s s Capability Statement to the Appropriate LM Supplier Diversity Professional(s). Brief Most Effective Means of Engagement Enhances Review Process Capability Statement is of Critical Importance Must Be Clear, Concise, Accurate and Complete & All On One Page, If Possible Summarize Products/Services, Key Capabilities and Attributes Specific Capabilities i.e., CATIA Certifications/Qualifications i.e., ISO Specialized Equipment i.e., 5 Axis NC Current Product/Customer Listings Corporate Overview 35

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38 What Happens After You Contact Lockheed Martin? All Inquiries Are Logged In Our Database. Those Making Cold Calls Are Directed To Complete Trading Partner Management (TPM) Data Sheet And Capability Statement. LM Supplier Diversity Performs An Initial Review Of Capabilities LM Supplier Diversity Determines If There Are Any Open Or Near Term Requirements (6 Months Out) That Match Supplier Capabilities. Supplier Diversity Distributes Capabilities Statement/Other Data To Appropriate Buying Group. Buyer Makes Contact If There Are Open Requirements If There Are No Requirements, Data Kept On File For Future Reference When Appropriate,, We Will Schedule A face-to to-face Meeting Corporate Overview 38

39 Keys to Success Lockheed Martin Aeronautics Company Chart Number

40 Keys to Success Patience First RFQ Could Take 12 Months or More Responsiveness Read and Understand Terms & Conditions, Quality & Delivery Requirements Ask for Clarification or An Extension if Necessary Submit No-Bid Response if You Choose Not to Compete Return Phone Calls Promptly Persistence Follow-up, But Not Everyday Corporate Overview 40

41 Questions Lockheed Martin Aeronautics Company Chart Number