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Supplier Diversity

Supplier Diversity. Program is governed by a Corporate Policy Signed by the President. LM Supplier Diversity Program. Vision: To be the world’s top corporation in subcontracting with small business concerns in the markets that we compete Mission:

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Supplier Diversity

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  1. Supplier Diversity

  2. Program is governed by a Corporate Policy Signed by the President LM Supplier Diversity Program Vision: To be the world’s 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 Martin’s subcontracting process, leveraging that success for competitive advantage

  3. Program Objectives • Enhance Corporation’s 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

  4. Organizational Structure Mike Bush, Corporate Director Supplier Diversity C.J. Anderson, Administrative Support Mario A. Ramirez Corporate Manager, Mentor Protégé & Small Business Innovative Research Brenda Lingo, INROADS Intern Ken Hilderbrand Manager, Supplier Diversity Aeronautics Nancy Deskins, Manager, Supplier Diversity Electronic Systems Emily Mann, Manager, Supplier Diversity Enterprise Information Systems 8 SBLOs 1 SBLO 17 SBLOs Bob Thompson, Manager, Supplier Diversity Space Systems Regina Stout, Manager, Supplier Diversity Integrated Systems & Solutions Julie Paglione, Manager, Supplier Diversity Information & Technology Services 8 SBLOs 12 SBLOs 13 SBLOs More than 50 Supplier Diversity Professionalsto Help You Identify Subcontracting Opportunities!

  5. Strong Historical performance in all major categories even with certification changes. Historical Performance 5

  6. 2005 Goals vs. Actual Met or Exceeded Goal in Every Category 6

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

  8. BEST PRACTICES • Memoranda of Understanding • Air Force • Managerial Accountability and Business Process • Emphasis on “Best Value” • Corporate Councils • Lockheed Martin Day Supplier Information Sessions • Targeted Approach to Identifying Suppliers • Better Use of Resources

  9. 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

  10. Tips on Becoming a Lockheed Martin Supplier

  11. 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

  12. Make Initial Contact • Ask SBLO for assistance • Present brief, concise, and clear capabilities statement • Identify end-user and buyer • Mind your business ethics

  13. Sell Yourself and Your Company • Company profile and capabilities literature (Soft Copy Preferred) • Focus on your company’s uniqueness • Past performance (quality and delivery) • Share personal experiences • Offer solutions to problems

  14. FollowUp • Once you know a company is a real prospect, stay in touch • If you’re 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!

  15. 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

  16. Perform • Cost – Don’t nickel and dime us • Quality – 100% in everything you do! • Delivery – On time, every time Always meet your Commitments

  17. Summary • Lockheed Martin is a Recognized Leader in Supplier Diversity • Small businesses are an Integral Part of our Acquisition Process • Emphasis on competitiveness of small businesses

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