Northrop Grumman Today. October 2013

Transcription

1 Northrop Grumman Today October 2013

2 Northrop Grumman Today Leading global security company $25.2 billion sales in 2012 $40.8 billion total backlog at the end of 2012 Leading capabilities in: Unmanned Systems Cybersecurity Command, Control, Communications, Computers, Intelligence, Surveillance and Reconnaissance (C4ISR) Logistics Focus on Performance 2

3 NOC Business Portfolio By Segment By Customer 10% 9% 6% 1% 24% 26% 39% 28% 9% 25% 23% Aerospace Systems Information Systems Electronic Systems Technical Services Airforce Navy Other U.S. Government Army Other Department of Defense International U.S. Commercial 2012 Revenues $25.2B 3

4 This image cannot currently be displayed. Aerospace Systems Four Operating Sectors at a Glance 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 Unmanned Systems 4 Training Solutions

5 Objectives Identify and integrate capable small and minority suppliers into Northrop Grumman s procurement processes Develop and maintain mutually beneficial long term relationships with our suppliers Maintain an outstanding supply base consisting of suppliers that provide optimal value to the enterprise Provide Small Business advocacy, training and support 5

6 Trends, Demand Drivers, Emerging Trends Challenges Utilizing enterprise wide agreements to leverage spend Purchasing at the systems level Maintaining a smaller supplier base that possesses a wider range of capabilities Demand Drivers Customer Satisfaction Innovation Developing products and services that exceed customer requirements Challenges - Primes Locating small and minority businesses with the capacity to support larger and more complex requirements Small Business Challenges Access to capital to facilitate business growth and job creation 6

7 What Do We Buy? Northrop Grumman procures a wide variety of products and services Currently, we are looking for suppliers that can provide solutions in the following areas: Cybersecurity Intelligence, Surveillance & Reconnaissance Advanced technology solutions Logistics We also utilize the Small Business Innovation Research Program (SBIR) to locate suppliers that are developing game changing technologies. Please visit the following website for a complete list of commodities 7

8 How to Become a Northrop Grumman Supplier Become Familiar With Northrop Grumman Products & Reqts. Input Company Information into Northrop Grumman Potential Supplier Database Submit Letter of Introduction and Company Literature to Socio-Economic Business Office Advise Supplier on Potential Subcontract Opportunities Forward Materials to Purchasing/ Engineering/Other Using Organizations Evaluation 8 Direct Any Questions to and Keep In Contact With: Northrop Grumman Socio-Economic Business Office or Specific Procurement or Technical Department

9 Do Your Homework Basic Marketing Research Logistics / Timing How is the Company Structured? What are the Principal Products? Does This Company Buy What I Sell? How Does the Purchasing Process Work? Could my company s capabilities fit a special niche within this company? Proximity of Supplier to Company? Who is My Competition? Has the Company Received New Business Contracts? When Will Materials / Services be Needed? 9

10 Supplier Information Required Type of Business Number of Employees Financial Profile Past Performance 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 10

11 Selection Criteria Engineering Or Technical Capability Supplier Capacity Diversity of Manufacturing, Product or Services 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 Small Business Relationship 11

12 How Do We Locate Suppliers? Outreach Events Prospective Supplier Database Recommendations from: Company Protégés Commodity-Specific Program-specific Small Business Category-Specific, i.e., SDB, Vets Customers Other Aerospace Counterparts Technical and Program Management From Various Ethnic Trade Associations 13 Current Protégés Existing Suppliers Leveraged Across the Enterprise Capabilities, Timing, Past Performance, Relationship Building Are Key Considerations 12

13 How Do We Grow Our Suppliers? Identify potential suppliers and cultivate current suppliers that possess the following characteristics: Outstanding performance Competitive prices On time delivery Financial Stability Focused on customer satisfaction Employs continuous improvement practices Products and services complement NGC s long term business model Products and services can be utilized at multiple business units Effective supplier growth strategies Mentor-Protégé Program Provides Incentives For Prime Contractors To Team With Small, Disadvantaged Businesses Develop Infrastructure and Business Development Skills Through Mentoring Obtain The Skills Necessary To Compete More Effectively For Government Prime And Subcontracts Small Business Innovation Research Program Funds early-stage R&D at small technology companies and is designed to: Stimulate technological Innovation Increase Private Sector commercialization of Federal R&D Increase Small and Minority Business participation in Federally funded R&D Building Positive, Long Term Relationships Are Key To Success 13

14 Developing the Prime/ Subcontractor Relationship What Works What Doesn t Credibility Quality Products / On-time Delivery / Cost Affordability Proven Performance Conferences / Trade Fairs Contacting High Level Execs Demanding Business Being Unprepared Not Doing Your Homework Perseverance Knowing the System 14 Building a positive relationship with potential customers is key to a successful outcome

15 Tips For Success Team with other small businesses in order to offer expanded capabilities Provide added value by offering additional complementary products and services Develop / nurture customer relationships Allows the supplier to better understand its customer requirements Develop strategic alliances Join industry organizations in order to stay current on new technology and trends Position Yourself in your target industry Understand the Marketplace Create your Niche - Identify what makes you unique in the Marketplace Maintain a strong financial history Length of time in business Strong financial statements Maintain funding resources Financial resources to sustain the company during aggressive growth as well as a market downturn 15

16 Where to Get Help Resource Socio-Economic Business Program Offices - Can Provide Information and Materials to Potential Suppliers Small Business Administration (SBA) Procurement Technical Assistance Centers (PTACs) Website Minority Business Development Agency (MBDA) National Contract Management Association Industry Associations i.e., Aerospace Industries Association (AIA) Business Associations i.e., National Minority Supplier Development Council (NMSDC) 16

17 Contact Information For Background Information About Northrop Grumman Corporation: Follow us on: Social Media Twitter Facebook Tumblr Website Small Business Program Contacts 17

18 Contact Information Gloria Pualani Corporate Director SEBP / Government Relations Ph: Fax: gloria.pualani@ngc.com 18

19 Summary Northrop Grumman s Procurement Strategy Is Designed to Insure That Capable Small Businesses Receive The Maximum Practicable Subcontracting Opportunities On Our Programs 19

20