Dreaming of becoming a supplier to a global aerospace and defense giant like Lockheed Martin? It's a challenging yet incredibly rewarding endeavor that requires meticulous preparation, unwavering commitment, and adherence to the highest standards. Lockheed Martin is a cornerstone of global security and technological advancement, and becoming a part of their supply chain means contributing to groundbreaking projects that shape the future. Let's embark on this journey together!
Step 1: Discover Your Niche & Understand Lockheed Martin's Needs ️♀️
The very first step on this exciting path is to honestly assess your company's capabilities and identify how they align with Lockheed Martin's vast and diverse needs. Don't cast a wide net; instead, pinpoint your specific area of expertise. Lockheed Martin isn't looking for generalists; they're looking for specialized partners.
What do you do exceptionally well? Are you a cutting-edge software developer, a precision manufacturer, a material science expert, or do you offer specialized services like logistics or cybersecurity?
Research "What We Buy": Lockheed Martin provides a "What We Buy" listing on their supplier information page. This is your bible! It outlines the commodities and services they actively seek. Pay close attention to this list to see if your offerings match.
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Licensed by GoogleAnalyze their Business Areas: Lockheed Martin operates across several major business units: Aeronautics, Missiles and Fire Control, Rotary and Mission Systems, and Space. Each has unique requirements and procurement processes. Understand which business area would be most interested in your product or service.
Look for specific opportunities: Keep an eye out for news and announcements regarding new contracts awarded to Lockheed Martin. While there isn't a unique supplier process for new contracts, understanding these awards can give you insight into where future subcontracting needs might arise.
Step 2: Master the Prerequisites – Getting Your House in Order
Before you even think about reaching out, ensure your company meets the fundamental requirements. Lockheed Martin is risk-averse and prioritizes reliability and compliance.
Sub-heading 2.1: Quality Management Systems (QMS)
AS/EN9100 Certification: For most products and services, Lockheed Martin requires suppliers to have a third-party certified AS/EN9100 Quality Management System. This is a critical aerospace standard. If you're a distributor, AS/EN9120 certification is typically required. For repair services, AS9110 or ISO 9001 with FAR Part 145 certification is necessary.
Internal Processes: Beyond certification, you must have robust internal processes for quality control, risk mitigation, and continuous improvement. This includes systems for preventing counterfeit parts, managing foreign object debris (FOD), and handling nonconforming products.
Sub-heading 2.2: Financial Stability & Proven Track Record
Strong Financial Position: Lockheed Martin seeks suppliers with a strong and stable financial history. They need partners who can consistently deliver on contracts.
Demonstrated Experience: Have you successfully delivered on similar contracts, especially in the defense or aerospace sectors? Be prepared to showcase your proven experience and a history of meeting commitments.
Sub-heading 2.3: Ethical Conduct and Compliance 欄
Supplier Code of Conduct: Lockheed Martin expects all its suppliers to strictly adhere to their Supplier Code of Conduct. This covers critical areas like anti-corruption, gifts and business courtesies, human trafficking, conflict minerals, and environmental stewardship.
Legal Compliance: You must operate in full compliance with all applicable laws and regulations, particularly those related to government contracting, such as the Foreign Corrupt Practices Act (FCPA).
Cybersecurity Compliance: This is increasingly paramount. As of June 30, 2025, Lockheed Martin is pushing for urgent CMMC (Cybersecurity Maturity Model Certification) Level 2 compliance from its suppliers, especially those handling Federal Contract Information (FCI) or Controlled Unclassified Information (CUI). You should have fully implemented NIST SP 800-171 (r2) requirements and be confident in meeting them. They are actively using the Cybersecurity Compliance and Risk Assessment (CCRA) form to evaluate cyber risk in their supply chain.
Sub-heading 2.4: Small Business Designations (if applicable)
Supplier Diversity Program: Lockheed Martin has a robust supplier diversity program that actively seeks subcontracting opportunities with small, small disadvantaged, women-owned, historically underutilized, and veteran-owned businesses. If your business qualifies, ensure you are properly certified. This can be a significant advantage.
SBIR/STTR Programs: For technology, research, and development (R&D) focused firms, participation in the Small Business Innovation Research (SBIR) and Small Business Technology Transfer (STTR) Federal Programs is highly valued. Lockheed Martin leverages these programs to identify and integrate innovative technologies from small businesses.
Step 3: Getting Noticed – Marketing & Registration
Once your internal house is in order, it's time to strategically introduce your company to Lockheed Martin.
Sub-heading 3.1: The Supplier Marketing Portal
Submit Your Information: The primary way to get on Lockheed Martin's radar is by submitting your company's marketing information in their Supplier Marketing Portal. Provide a comprehensive and clear overview of your capabilities, highlighting your niche area of expertise. Be specific!
Keep Information Current: Your supplier marketing information is typically kept on file for about five years if complete. Incomplete or outdated information will be deleted sooner, so make sure your contact details and capabilities are always current.
Sub-heading 3.2: Networking and Outreach Events 欄
Attend Outreach Events: Lockheed Martin actively participates in various outreach events and business matchmaking programs. These events provide excellent opportunities to meet procurement representatives, discuss your capabilities, and understand their evolving needs. Look for events co-sponsored by the Small Business Administration (SBA) or industry associations.
Request a Teleconference: If you have a truly unique product or service offering, you can submit a message describing your capabilities and requesting a teleconference. This request will be shared with a subject matter expert, and a call may be scheduled if there's a foreseeable need.
Sub-heading 3.3: Exostar – Your Gateway
Exostar Account: To gain access to Lockheed Martin's systems and facilitate information sharing, you'll need to establish a company profile and user account(s) with Exostar (specifically, their Managed Access Gateway - MAG). Exostar handles authentication and vendor profile management, providing controlled access via a single sign-on. This is crucial for electronic invoicing, data submission, and other transactional aspects.
Step 4: The Procurement Process – From Invitation to Contract
Being invited to participate in a competition is a significant step. Here's what to expect during the procurement phase.
Sub-heading 4.1: Competitive Bidding ⚖️
Invitation to Bid: Most opportunities with Lockheed Martin will be by invitation to participate in a competitive bid. This is especially true for corporate agreements, which are used for commodity goods or services required at multiple locations.
Respond Diligently: When invited, your response to the Request for Proposal (RFP) or Request for Quote (RFQ) must be thorough, accurate, and demonstrate your compliance with all requirements, including quality, technical specifications, cybersecurity, and ethical standards.
Sub-heading 4.2: Terms and Conditions
Review Carefully: Lockheed Martin has specific Terms and Conditions for its suppliers. Review these meticulously. They cover everything from quality clauses and intellectual property to cybersecurity requirements and invoicing procedures.
Cybersecurity Clauses: Be particularly attentive to clauses related to cybersecurity, as these are becoming increasingly stringent, reflecting the importance of protecting Controlled Unclassified Information (CUI).
Sub-heading 4.3: Performance and Relationship Building
Deliver Excellence: Once awarded a contract, consistent, on-time delivery of high-quality products or services is paramount. Your performance will dictate future opportunities.
Maintain Compliance: Continue to adhere to all quality, ethical, and cybersecurity requirements throughout the contract lifecycle.
Foster a Strong Relationship: Build a collaborative relationship with your Lockheed Martin procurement representative. Open communication and responsiveness are key.
Step 5: Continuous Improvement & Strategic Alignment
The journey doesn't end with a single contract. Lockheed Martin values long-term partnerships and continuous innovation.
Sub-heading 5.1: Proactive Communication
Notify of Changes: Inform Lockheed Martin of any significant changes to your Quality Management System (QMS), company ownership, relocation, or any potential risk events.
Share Innovations: If you develop new technologies or capabilities that align with Lockheed Martin's future needs, proactively communicate these advancements. They are always on the lookout for technical innovators and emerging technologies.
Sub-heading 5.2: Sustainability and Corporate Responsibility
Embrace Sustainability: Lockheed Martin emphasizes sustainable supply chain management. They expect suppliers to contribute to environmental stewardship, promote human rights, and uphold ethical labor practices. Understand and integrate their sustainability principles into your operations.
Sub-heading 5.3: Risk Mitigation ️
Develop Mitigation Plans: Be prepared to provide risk mitigation plans that address potential impacts to schedule or performance, especially when significant changes or challenges arise. This demonstrates your proactive approach to managing potential disruptions.
Frequently Asked Questions (FAQs)
How to identify specific opportunities within Lockheed Martin?
Most opportunities arise by invitation to participate in a competitive bid. You can identify potential areas by reviewing their "What We Buy" listing and keeping your company marketing information updated in their Supplier Marketing Portal.
How to ensure my company meets Lockheed Martin's quality requirements?
Ensure you have a third-party certified AS/EN9100 (or AS/EN9120 for distributors, AS9110 for repair) Quality Management System and robust internal processes for quality control, including FOD prevention and counterfeit parts mitigation.
How to register as a potential supplier with Lockheed Martin?
Submit your company's marketing information through the Lockheed Martin Supplier Marketing Portal. Additionally, you'll likely need to establish an account with Exostar's Managed Access Gateway (MAG) for system access.
How to get my small business certified for Lockheed Martin's diversity program?
You'll need to obtain official certification as a small, small disadvantaged, women-owned, veteran-owned, or historically underutilized business from recognized certifying bodies. Lockheed Martin's supplier diversity program welcomes such businesses.
How to understand Lockheed Martin's cybersecurity expectations for suppliers?
Lockheed Martin currently emphasizes adherence to NIST SP 800-171 (r2) and is pushing for CMMC Level 2 compliance for suppliers handling Federal Contract Information (FCI) or Controlled Unclassified Information (CUI). You'll likely need to complete their Cybersecurity Compliance and Risk Assessment (CCRA) form.
How to approach Lockheed Martin with a unique product or service?
Submit a message through their supplier portal, describing your capabilities and requesting a teleconference. This will be routed to a subject matter expert who will determine if there's a need for your offering.
How to participate in Lockheed Martin's competitive bidding process?
You'll typically receive an invitation to participate in a Request for Proposal (RFP) or Request for Quote (RFQ) once your capabilities align with a specific need identified by Lockheed Martin's procurement teams.
How to maintain a long-term business relationship with Lockheed Martin?
Consistently deliver high-quality products/services on time, adhere to all contractual and ethical requirements, maintain strong cybersecurity posture, and proactively communicate any changes or innovations.
How to access Lockheed Martin's supplier training resources?
Look for "Supplier Training" links on the Lockheed Martin supplier information portal. They often provide resources related to quality, ethical conduct, and specific system usage (like Exostar).
How to find out about Lockheed Martin's corporate agreements?
Check the "corporate agreement listing" on the Lockheed Martin supplier website. These agreements cover commodity goods or services required across multiple Lockheed Martin locations.
