How To Do Business With Northrop Grumman

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1 How To Do Business With Northrop Grumman November 9, 2011 Tizoc S. Loza Corporate Program Manager SEBP / Government Relations HEADER / FOOTER INFORMATION (SUCH AS NORTHROP GRUMMAN PRIVATE / PROPRIETARY LEVEL I)

2 Northrop Grumman Today $28 billion sales in 2010 $47 billion total backlog (post SB Spin-off) 75,000 people, 50 states, 25 countries Leading capabilities in: C4ISR and Battle Management Cybersecurity Defense Electronics Homeland Security Information Technology and Networks Logistics Space and Missile Defense Systems Integration Unmanned Systems 2 Focus on Performance

3 Four Operating Sectors Aerospace Systems Electronic Systems Information Systems Technical Services Airborne Ground Surveillance / C2 C4ISR Directed Energy Systems Electronic Combat Operations Environmental & Space Science Satellite Systems Global / Theater Strike Systems ISR Satellite Systems Air Defense Systems C4ISR Networked Systems EO/IR Targeting & Surveillance Marine & Undersea Systems Navigation & Positioning Systems Command & Control Systems Communications Cybersecurity Enterprise Systems and Security Federal, State/Local & Commercial Health IT Aircraft Subsystem/Component Sustainment & Modernization Aircraft System/Platform Sustainment & Modernization Defense and Government Services Ground Vehicle Reconstitution Integrated Logistics and Modernization Large Scale Systems Integration Propulsion & Power Generation Homeland Security Irregular Warfare/Quick Reaction Capability MILSATCOM Systems Missile Defense Satellite Systems Naval BMC2 Strategic Space Systems Radar Sensors & Systems RF/IR Countermeasures Space Sensors Intelligence Intelligence, Surveillance & Reconnaissance Systems IT/Network Outsourcing Live, Virtual and Constructive Domains Nuclear Security Services Technical and Operational Training Support 3 Unmanned Systems Training Solutions

4 4 Northrop Grumman Products

5 How to Become a Northrop Grumman Supplier Potential Supplier Become Familiar With Northrop Grumman Products & Requirements Input Company Information Become familiar into Northrop with Grumman Northrop Grumman Potential Supplier Products Database & Reqts. Submit Letter letter of of Introduction introduction and and Company Literature Company to literature Socio-Economic to Business Small Business Office Office Northrop Grumman Socio- Economic Business Office Advise supplier Supplier on on potential Potential subcontract opportunities Subcontract Opportunities Forward Materials to Purchasing/ Engineering/Other Using Organizations Evaluation Evaluation Direct Any Questions to and Keep In Contact With: Northrop Grumman Socio-Economic Business Office or Specific Procurement or Technical Department

6 Do Your Homework To Be Effective, Practice the following: Basic Marketing Research How is the Company Structured? What are the Principal Products? Does This Company Buy What I Sell? How Does the Purchasing Process Work? Special Niche Needs Logistics / Timing Proximity of Supplier to Company? Who is My Competition? Has the Company Received New Business Contracts? When Will Materials / Services be Needed?

7 Supplier Information Required Type of Business Number of Employees Financial Profile Principal Product or Service Areas of Product Interest Description of Facilities/Equipment/Technical Capabilities Quality Assurance Standards (ISO Certification, Lean Principles, Six Sigma) Certifications (HUBZone, Service-Disabled Veteran) NAICS Codes

8 Selection Criteria Engineering Or Technical Capability Supplier Capacity Supplier Manufacturing Diversity Previous Experience - Like Companies Or Other Northrop Grumman Sites Past Performance Quality, Delivery And Cost Supplier Location Proximity To One Or More Northrop Grumman Sites

9 Selection Criteria (Continued) Small Business Relationship Small Small Disadvantaged Women-Owned Service-Disabled Veteran-Owned Veteran Owned AbilityOne (Formerly Javits-Wagner-O Day Program) HUBZone (Location in Historically Underutilized Business Area) Native American Native Hawaiian Alaska Native Corporation

10 How Do We Find Suppliers? Outreach Events Program or project specific Commodity specific Business size specific Prospective Supplier Database https://oasis.northgrum.com/corp/supplier_information.htm Recommendations from: Our Customers Our Aerospace Counterparts Technical and Program Management Company Protégés Existing Suppliers Capabilities, Timing, Past Performance, Relationship Building Are Key Considerations

11 Mentor-Protégé Program Current Status: GFY 2011, 19 Active Mentor-Protégé Agreements 6 Different Government Agencies (DoD, VA, Treasury, State Department, DHS, State of Texas) Program Objectives: To be strategic in choosing future protégé firms Need to align protégé s with customers and programs Work with work commodity teams to identify current supplier that qualify for the Mentor-Protégé program Identify SBIR firms that can participate in the MPP

12 NG s Small Business Innovation Research (SBIR) Program Current Status: The SBIR program, has been is under a Continued Resolution until 18 November 2011, funded at approximately $2.2 billion in FY 2010, is made up of 12 participating agencies The DoD SBIR program, funded at approximately $1.14 billion in FY 2011 Currently tracking approx 50 phase I or II SBIR projects Commercialization Pilot Program, with Navy & Air Force NGC Sponsored Approximately 6 Major SBIR National Conferences And Supported 6 Agency SBIR Conferences in 10 MDA Navy Air Force - DoD 2 National Conferences

13 Historically Black Colleges Universities/ Minorities Institution (HBCU/MI s) Northrop Grumman works with Historically Black Colleges or Universities/Minority Institutions (HBCU/MI) that provided systems support, research and development, conference support and training Northrop Grumman engages HBCU/MI schools through its University Partnerships Initiative Increase HBCU/MI awareness of federal subcontracting opportunities Increase NG business unit participation with HBCU/MIs by identifying and maximizing subcontracting opportunities on major programs Increase HBCU/MI participation in the Mentor-Protégé Program in order to engage schools in real-time technical support to small businesses Utilize the Small Business Technology Transfer (STTR) program to encourage HBCU/MI schools to partner with small business concerns and prime contractors to develop new and innovative technologies to bring to the marketplace

14 Contact Information Tizoc S. Loza Corporate Program Manager SEBP / Government Relations Ph: Fax: Review Review the the Northrop Northrop Grumman Grumman Website Website https://oasis.northgrum.com/corp/business_area.htm https://oasis.northgrum.com/corp/business_area.htm for Commodities Available For Subcontracting for Commodities Available For Subcontracting

15 Summary Northrop Grumman s Procurement Strategy Is Designed to Ensure That Capable Small Businesses Receive The Maximum Practicable Subcontracting Opportunities On Our Programs

16

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