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Corporate OverviewCorporate Overview20092009

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Partners to Help Customers Meet Their Defining MomentsPartners to Help Customers Meet Their Defining Moments

• 140,000 Employees140,000 Employees

• 70,000 Scientists and Engineers70,000 Scientists and Engineers

– 25,000 IT Professionals25,000 IT Professionals

• Operations in 1,000 Facilities, 500 Cities, Operations in 1,000 Facilities, 500 Cities,

46 States and 75 Countries46 States and 75 Countries

The Men and Women of Lockheed MartinThe Men and Women of Lockheed Martin

Corporate Overview 2

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Vision and ValuesVision and Values

Our Vision: Our Vision:

Powered by Innovation, Guided Powered by Innovation, Guided by Integrity, We Help Our by Integrity, We Help Our

Customers Achieve Their Most Customers Achieve Their Most Challenging GoalsChallenging Goals

Our Value Statements: Our Value Statements: – Do What’s RightDo What’s Right– Respect OthersRespect Others– Perform With ExcellencePerform With Excellence

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Our Core MarketsOur Core Markets

Defense &Defense &IntelligenceIntelligence

CivilCivilGovernment Government

Homeland Homeland SecuritySecurity

IT: Common DenominatorIT: Common Denominator

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Our CustomersOur Customers

• Departments ofDepartments of– DefenseDefense– Homeland SecurityHomeland Security– CommerceCommerce– EnergyEnergy– Health & Human ServicesHealth & Human Services– Housing & Urban DevelopmentHousing & Urban Development– JusticeJustice– StateState– TransportationTransportation

• NASANASA• Social Security AdministrationSocial Security Administration• Environmental Protection AgencyEnvironmental Protection Agency• U.S. Postal ServiceU.S. Postal Service• Intelligence CommunitiesIntelligence Communities• Foreign GovernmentsForeign Governments

We Never Forget Who We’re Working For We Never Forget Who We’re Working For ™™

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Lockheed Martin Business AreasLockheed Martin Business Areas

Electronic Electronic SystemsSystems

Space SystemsSpace Systems AeronauticsAeronautics

Information Information Systems & Systems &

Global Global ServicesServices

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AeronauticsAeronautics

Combat AircraftCombat Aircraft

Air MobilityAir Mobility

Special Mission and Special Mission and Reconnaissance Reconnaissance AircraftAircraft

Advanced Advanced Development Development ProgramsPrograms

Sustainment Sustainment Operations and Operations and ServicesServices

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Electronic SystemsElectronic Systems

Missiles and Fire Missiles and Fire ControlControl

Maritime Systems and Maritime Systems and SensorsSensors

Platform IntegrationPlatform Integration

Training and SimulationTraining and Simulation

Energy ProgramsEnergy Programs

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Space SystemsSpace Systems

Launch ServicesLaunch Services

SatellitesSatellites

Strategic and Strategic and Defensive Missile Defensive Missile SystemsSystems

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Information Systems & Global Information Systems & Global ServicesServices

Mission Mission SolutionsSolutions

Information Information SystemsSystems

Global Global ServicesServices

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Horizontal IntegrationHorizontal Integration

Battlespace AwarenessBattlespace Awareness

Enhanced Solutions for Our CustomersEnhanced Solutions for Our Customers

SpaceSpaceSystemsSystems

AeronauticsAeronautics ElectronicElectronicSystemsSystems

Information Systems &Information Systems &Global ServicesGlobal Services

HorizontalIntegration Government ITGovernment IT

Force ApplicationForce Application

Focused LogisticsFocused Logistics

HomelandHomelandSecuritySecurity

Net-Centric OperationsNet-Centric Operations

Information SuperiorityInformation Superiority

Command & ControlCommand & Control

TrainingTraining

Center for InnovationCenter for InnovationThe LighthouseThe Lighthouse

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Knolls Atomic PowerKnolls Atomic PowerLab (KAPL)Lab (KAPL)Schenectady, NYSchenectady, NY

Missiles and Missiles and Fire ControlFire ControlArchbald, PAArchbald, PA

Missiles and Fire ControlMissiles and Fire ControlChelmsford, MAChelmsford, MA

Commercial Space Commercial Space SystemsSystemsNewtown, PANewtown, PA

Maritime Systems & Maritime Systems & SensorsSensorsMarion, MAMarion, MA

Advanced Technology LabsAdvanced Technology LabsInformation Systems & GlobalInformation Systems & GlobalServicesServicesCherry Hill. NJCherry Hill. NJ

Info Systems & Global SvcsInfo Systems & Global SvcsNorristown, PANorristown, PA

Transportation and Transportation and Security SolutionsSecurity SolutionsAtlantic City, NJAtlantic City, NJ

Mission ServicesMission ServicesGreenbelt. MDGreenbelt. MDInformation Systems & Information Systems & Global ServicesGlobal ServicesGaithersburg, MDGaithersburg, MD

Information Technology HQInformation Technology HQSeabrook, MDSeabrook, MD

Mission ServicesMission ServicesSpringfield, VASpringfield, VA

Maritime Systems & SensorsMaritime Systems & SensorsInformation Technology Information Technology Baltimore, MDBaltimore, MD

Systems Integration - OwegoSystems Integration - OwegoOwego, NYOwego, NY

Maritime Systems & SensorsMaritime Systems & SensorsSyracuse, NYSyracuse, NY

Lockheed Martin CanadaLockheed Martin CanadaKanata, OntarioKanata, Ontario

Lockheed Martin CanadaLockheed Martin CanadaMontreal, QuebecMontreal, Quebec

Information TechnologyInformation TechnologyCleveland, OHCleveland, OHMaritime Systems & SensorsMaritime Systems & SensorsAkron, OHAkron, OH

Maritime Systems & SensorsMaritime Systems & SensorsRiviera Beach, FLRiviera Beach, FL

Maritime Systems & SensorsMaritime Systems & SensorsTransportation and Security SolutionsTransportation and Security SolutionsEagan, MNEagan, MN

Maritime Systems & SensorsMaritime Systems & SensorsManassas, VAManassas, VA

Enterprise Information SystemsEnterprise Information SystemsSimulation, Training and SupportSimulation, Training and SupportMissiles and Fire ControlMissiles and Fire ControlOrlando, FLOrlando, FL

Maritime Systems & SensorsMaritime Systems & SensorsClearwater, FLClearwater, FL

Missiles and Fire ControlMissiles and Fire ControlOcala, FLOcala, FL

AeronauticsAeronauticsMarietta, GAMarietta, GA

Space SystemsSpace SystemsHuntsville, ALHuntsville, AL

Kelly Aviation CenterKelly Aviation CenterInformation TechnologyInformation TechnologySan Antonio, TXSan Antonio, TX

Information TechnologyInformation TechnologyNew Orleans, LANew Orleans, LA

Information TechnologyInformation TechnologyRichland, WARichland, WA

Space OperationsSpace OperationsStennis Space Center, MSStennis Space Center, MS

Missiles and Fire ControlMissiles and Fire ControlGrand Prairie, TXGrand Prairie, TX

Mission ServicesMission ServicesHouston, TXHouston, TX

Information Systems Information Systems & Global Services& Global ServicesInformation TechnologyInformation TechnologyMission Services HQMission Services HQColorado Springs, COColorado Springs, CO

UK Integrated SystemsUK Integrated SystemsHavant, EnglandHavant, England

LM Aircraft ArgentinaLM Aircraft ArgentinaCordoba, ArgentinaCordoba, Argentina

AeronauticsAeronauticsPalmdale/Edwards AFB, CAPalmdale/Edwards AFB, CA

Information Systems & Global SvcsInformation Systems & Global SvcsSan Jose, CASan Jose, CA

Space SystemsSpace SystemsMission ServicesMission ServicesSaviSaviEnterprise Info SysEnterprise Info SysSunnyvale, CASunnyvale, CA

Space Systems, Space Systems, Advanced TechnologyAdvanced TechnologyCenterCenterPalo Alto, CAPalo Alto, CA

Corporate Staff/OtherCorporate Staff/OtherAeronauticsAeronauticsElectronic SystemsElectronic SystemsInformation Systems & Global ServicesInformation Systems & Global ServicesSpace SystemsSpace Systems

Corporation at a GlanceCorporation at a GlanceLocations with >200 EmployeesLocations with >200 Employees

Missiles and Fire ControlMissiles and Fire ControlCamden, ARCamden, AR

Logistics ServicesLogistics ServicesGreenville, SCGreenville, SC

Space SystemsSpace SystemsMichoud OperationsMichoud OperationsMichoud, LAMichoud, LA

Space Systems Space Systems Silverdale, WASilverdale, WA

Sandia National LabsSandia National LabsLivermore, CALivermore, CA

Information Systems & Global SvcsInformation Systems & Global SvcsSanta Maria, CASanta Maria, CASpace SystemsSpace SystemsMission ServicesMission ServicesVandenberg AFB, CAVandenberg AFB, CA

PAE, a Lockheed Martin CoPAE, a Lockheed Martin CoLos Angeles, CALos Angeles, CA

Information Systems & Global SvcsInformation Systems & Global SvcsMaritime Systems & SensorsMaritime Systems & SensorsSan Diego, CASan Diego, CA

AeronauticsAeronauticsEdwards AFB, CAEdwards AFB, CA

Information Systems & Global SvcsInformation Systems & Global SvcsGoodyear, AZGoodyear, AZ

Information TechnologyInformation TechnologySandia National LabsSandia National LabsAlbuquerque, NMAlbuquerque, NM

UK Integrated UK Integrated Systems Systems & Solutions& SolutionsFarnham, EnglandFarnham, England

UK INSYS LimitedUK INSYS LimitedAmpthill, Bedfordshire, Ampthill, Bedfordshire, EnglandEngland

Lockheed Martin Lockheed Martin United KingdomUnited KingdomLondon, EnglandLondon, England

Aeronautics HQAeronautics HQEnterprise Information SystemsEnterprise Information SystemsFt. Worth, TXFt. Worth, TX

Information Systems Information Systems & Global Services& Global ServicesSpace Systems HQSpace Systems HQMission ServicesMission ServicesEnterprise InformationEnterprise InformationSystemsSystemsDenver, CO Metro AreaDenver, CO Metro Area

Missiles and Missiles and Fire ControlFire ControlTroy, ALTroy, AL

Information TechnologyInformation TechnologyClarksburg, WVClarksburg, WV

InformationInformationTechnologyTechnologyAtlanta, GAAtlanta, GA

Space SystemsSpace SystemsMission ServicesMission ServicesCape Canaveral, FLCape Canaveral, FL

Space SystemsSpace SystemsKings Bay, GAKings Bay, GA

Information TechnologyInformation TechnologyTampa, FLTampa, FL

Shared ServicesShared ServicesLakeland, FLLakeland, FL

Maritime Systems & SensorsMaritime Systems & SensorsEnergy & Homeland Sec SvcsEnergy & Homeland Sec SvcsMoorestown, NJMoorestown, NJ

Information Systems & Information Systems & Global ServicesGlobal ServicesInformation TechnologyInformation TechnologyArlington, VAArlington, VA

Corporate HeadquartersCorporate HeadquartersElectronic Systems HQElectronic Systems HQBethesda, MDBethesda, MD

Transportation and Transportation and Security SolutionsSecurity SolutionsRockville, MDRockville, MD

Information Systems & Information Systems & Global ServicesGlobal ServicesHanover, MDHanover, MD

Maritime Systems & SensorsMaritime Systems & SensorsInformation TechnologyInformation TechnologyBaltimore, MDBaltimore, MD

Information Systems & Global SvcsInformation Systems & Global SvcsSpace SystemsSpace SystemsEnterprise Information SystemsEnterprise Information SystemsKing of Prussia, PAKing of Prussia, PA

Maritime Systems & Maritime Systems & SensorsSensorsMitchel Field, NYMitchel Field, NY

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Our Global PresenceOur Global Presence• $5.6B International Sales in 2006$5.6B International Sales in 2006• More than 300 PartnershipsMore than 300 Partnerships• Global Products for Global MarketsGlobal Products for Global Markets

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Why Our Suppliers Are Why Our Suppliers Are Important…Important…

• Approximately 50% of our revenue flows to Approximately 50% of our revenue flows to purchases of goods and servicespurchases of goods and services

• Suppliers bring innovation, speed and agility Suppliers bring innovation, speed and agility to the tableto the table

• Strong supply chain critical to successStrong supply chain critical to success

Supplier Performance is Lockheed Martin performance!Supplier Performance is Lockheed Martin performance!

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Marketing To Prime Marketing To Prime ContractorsContractors

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Pre-Meeting SuggestionsPre-Meeting Suggestions

• Do your HomeworkDo your Homework• Know the Corporation you are targetingKnow the Corporation you are targeting• Know their customers and programs where Know their customers and programs where

you fityou fit• Register with D&B & CCR and keep up-to-dateRegister with D&B & CCR and keep up-to-date• Be preparedBe prepared

• Be time sensitive (Prime’s are busy)Be time sensitive (Prime’s are busy)• Provide Overview Handout materialProvide Overview Handout material• Provide Electronic dataProvide Electronic data

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Marketing IntroductionMarketing Introduction

• Keep the meeting briefKeep the meeting brief• Know your audienceKnow your audience• Highlight your nicheHighlight your niche• Request your pathwayRequest your pathway

– Know the department you want to speak withKnow the department you want to speak with» Requestor – Procurement – HR - Requestor – Procurement – HR -

Engineering Engineering – Where have you been successful beforeWhere have you been successful before– Identify the specific contract for which you want Identify the specific contract for which you want

to be consideredto be considered

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Meeting with Prime Contractor Meeting with Prime Contractor Decision MakersDecision Makers

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

• Be prepared to DiscussBe prepared to Discuss• Past PerformancePast Performance• Unique Capability (top 3 differentiators)Unique Capability (top 3 differentiators)• Specific programs or areas of interestSpecific programs or areas of interest

• Develop a relationshipDevelop a relationship• Ask how they wish to stay in contactAsk how they wish to stay in contact

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Responding to CustomerResponding to Customer

• Work Honestly & EthicallyWork Honestly & Ethically• Respond to all request in a timely mannerRespond to all request in a timely manner• Talk to buyer – Don’t assume detailsTalk to buyer – Don’t assume details• Failing to deliver is unacceptableFailing to deliver is unacceptable• Develop a relationship with the customerDevelop a relationship with the customer• Understand The Prime’s position in Understand The Prime’s position in

recommending you…recommending you…• Honor the Prime’s reputation Honor the Prime’s reputation

• No bid responseNo bid response

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Responding to Specific RFP’sResponding to Specific RFP’s

• Research the solicitation prior to its release Research the solicitation prior to its release • Letter of Interest to SBLO Letter of Interest to SBLO priorprior to the solicitation to the solicitation

releaserelease• Know how you can fit on the TeamKnow how you can fit on the Team

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

– Focus on value added and be flexible to changeFocus on value added and be flexible to change• Know who the decision makers are in the PrimeKnow who the decision makers are in the Prime• Validate your dataValidate your data• Be ready to respond quickly & thoroughly to Be ready to respond quickly & thoroughly to

proposal data request.proposal data request.

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Sub-Contractor Sub-Contractor Desirable AttributesDesirable Attributes

• Ability to work as a TeamAbility to work as a Team• Is Customer FocusedIs Customer Focused• Provide Reasonable costProvide Reasonable cost• Maintains a Good safety recordMaintains a Good safety record• Has Relevant experience/Past performanceHas Relevant experience/Past performance• Is Reliable/responsive/flexibleIs Reliable/responsive/flexible• Is Committed to qualityIs Committed to quality• Is Financially responsibleIs Financially responsible• Is Patient with the Prime & CustomerIs Patient with the Prime & Customer

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Final ThoughtsFinal Thoughts….….

• Have a plan; early development is a plus!Have a plan; early development is a plus!• Bring something to the table (innovative and creative)Bring something to the table (innovative and creative)• Do the legwork for your new potential customer; show Do the legwork for your new potential customer; show

you have done your homeworkyou have done your homework• Work through the Small Business Liaison Officer or Work through the Small Business Liaison Officer or

other designated point of contactother designated point of contact• Be ready to reply on short noticeBe ready to reply on short notice• Market - Increase your company’s visibility Market - Increase your company’s visibility

Develop a plan, then execute it!Develop a plan, then execute it!

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PerformPerform

CommitmentsCommitments

QualityQuality

DeliveryDelivery

CostCost

Meet them Meet them allall

100% in everything you do100% in everything you do

On time, every timeOn time, every time

Meet targets, deliver valueMeet targets, deliver value

Performance keeps you in the gamePerformance keeps you in the game

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Successful Programs Successful Programs

Require an integrated supply network with Require an integrated supply network with allall suppliers suppliers focused on:focused on:

• Quality Products & Services, on-timeQuality Products & Services, on-time

• Cost Reduction and Continuous ImprovementCost Reduction and Continuous Improvement

• Service and Customer SatisfactionService and Customer Satisfaction

• Innovation & Creativity Innovation & Creativity

• Anticipating our NeedsAnticipating our Needs

• Using e-technologyUsing e-technology

• Actively using lean processesActively using lean processes

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Contact Methods ListContact Methods List

Email

elaine.mayfield@lmco.comken.w.hilderbrand@lmco.combob.thompson@lmco.comregina.c.stout@lmco.comemily.mann@lmco.com

Contact information

Web site www.lockheedmartin.comWeb site www.lockheedmartin.com

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

• Informational Site for SuppliersInformational Site for Suppliers• Registration FunctionalityRegistration Functionality• Internal – Search Engine for BuyersInternal – Search Engine for Buyers

Business Unit ContactsBusiness Unit Contacts• Electronic SystemsElectronic Systems• AeronauticsAeronautics• SpaceSpace• IS&GSIS&GS• EISEIS

Elaine MayfieldKen HilderbrandBob ThompsonRegina StoutEmily Mann

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