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Information Technology Contracting Roundtable
MacArthur DeShazer, Sr. Director Small Business
Liaison Officer Lockheed Martin IT (LMIT)
Supplier Diversity Program Monday, July 11, 2005
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Information Technology Contracting Roundtable
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Spend Profile
13.2B
30
IT
Corporate-wide Agreements
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Indirect
DirectCommodities
Custom Products
Subcontracts

• Over 4.5B awarded to small business in 2004
• 30,000 suppliers
• 700,000 P.O.s
• 84 electronic transactions

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Looking to the Future
Five Characteristics of What it Means to be
Lockheed Martin

• Bias for Performance
• Passion for Invention
• Comprehension of Consequences
• Affinity for Customers
• Aptitude for Whole Systems Thinking

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We Create and Deliver Original Solutions that
Serve the Vital Interests of our Customers at
their Defining Moments
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Business Culture Blending
2005
TSG
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Supplier Diversity
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LMIT Supplier Diversity Program
Vision To be the 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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Organizational Structure
Mike Bush, Director Supplier DiversityLockheed
Martin Corporation
Cynthia Anderson (C.J.), Administrative Support
Jim Randle, Manager Supplier Diversity Aeronautics
Carol Trammell, 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 Integrated
Systems Solutions
Total of 54 Supplier Diversity Professionalsto
Help You Explore Subcontracting Opportunities!
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2004 Goals vs. Actual
Actual Goal
Small Business 32.1 29.3
Small Disadvantaged Business 6.8 5.2
Woman-Owned Small Business 6.2 4.5

Historically Underutilized Business Zone 0.7 1.0
Veteran-Owned Small Business 2.2 1.0
Service Disabled Veteran-Owned Small Business 0.4 0.5
Met or Exceeded Goal in Every Category Except
Recently Established HUBZone SDVOSB
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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 Dont nickel and dime us
• Quality 100 in everything you do!
• Delivery On time, every time

Always meet your Commitments
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PROGRAM TOOLS

• Supplier Diversity Web Site
• Informational site for suppliers
• Developing internal site to share information and
  coordination between business units
• Supplier Data Base
• On-line supplier registration tool
• Captures SDB data and performance for LMC use
• Centralized Contractor Registry (CCR)
• LMIT has access to government database of
  categorized suppliers
• LMIT Data Base
• Smaller, more focused

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CORPORATE INITIATIVES

• Mentor Protégé Program
• Employee Recognition Program
• Supplier Recognition Program
• Native American Owned Business Development
  Outreach
• Service Disabled Veteran Owned Development
  Outreach
• Doing Business with Lockheed Martin Workshops

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POINTS OF CONTACT

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

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Summary

• Lockheed Martin is a Recognized Leader in
  Supplier Diversity
• Customers
• Government Agencies
• Chambers of Commerce
• Outside Organizations
• Peers
• Small businesses are an Integral Part of our
  Acquisition Process
• Emphasis on Competitive Benefit Program Brings

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