Gloria Pualani, Corporate Director

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Small Business Contracting
Gloria Pualani, Corporate Director Socio-Economic
Business Programs/Government Relations Northrop
Grumman Corporation Vicky Harper Hall, Manager,
SEBP Integrated Systems Sector Northrop Grumman
Corporation John Shannon, Manager, SEBP Space
Technology Northrop Grumman Corporation Date
August 5, 2008 Time 1045 1145
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Northrop Grumman Today

• First tier defense contractor
• 32B sales (FY 07)
• Over 120,000 employees
• Operations in all 50 states and 25 countries
• Largest military shipbuilder
• Largest federal information technology provider
• Premier aircraft, space and missile defense
  contractor
• Premier airborne radar and electronic warfare
  systems provider

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Northrop Grumman
CHAIRMAN CEO
PRESIDENT COO

• Northrop Grumman Corporation

Ron Sugar
Wes Bush
O P E R A T I N G S E C T O R S
ELECTRONIC SYSTEMS
INFORMATION TECHNOLOGY
MISSION SYSTEMS
SPACE TECHNOLOGY
TECHNICALSERVICES
INTEGRATED SYSTEMS
SHIPBUILDING
Radar Systems C4ISR Electronic Warfare Naval
Marine Systems Navigation Guidance Military
Space Government Systems
Enterprise Systems and Security IT / Network
Outsourcing Defense Intelligence Federal,
State/Local Commercial ISR, Homeland Security
Health
ISR Satellite Systems Missile Defense Satellite
Systems MILSATCOM Systems Environmental Space
Science Satellite Systems Software Defined
Radios Directed Energy Systems Strategic Space
Systems
Command, Control Communications Intelligence,
Surveillance Reconnaissance Missile Systems
Naval Systems Integrator Surface
Combatants Expeditionary Warfare Ships Auxiliary
Ships Marine Composite Technology Coast Guard
Cutters Commercial Ships Nuclear Aircraft
Carriers Nuclear Submarines Fleet
Maintenance Aircraft Carrier Overhaul Refueling
Large Scale Systems Integration C4ISR Unmanned
Systems Airborne Ground Surveillance / C2 Naval
BMC2 Global / Theater Strike Systems Electronic
Combat Operations
Systems Support Base Infrastructure
Support Range Operations Training
Simulations Technical Operational Support Live,
Virtual Constructive Domains Life Cycle
Optimization Performance Based Logistics Lead
Support Integrator (LSI)
A Portfolio Positioned for the Future
Electronics
Information Services
Aerospace
Shipbuilding
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Socio-Economic Business Programs Organization
Gloria Pualani Corporate Director Socio-Economic
Business Programs
CORPORATE MANAGER Socio-Eco. Bus. Programs Gwen
Tillman
CORPORATE PROJECT MGR. Mentor-Protégé, SBIR,
HBCUs/MIs Tizoc Loza
ELECTRONIC SYSTEMS Valerie Narron SBLO
INFO. TECHNOLOGY Joni Blizzard SBLO
INTEGRATED SYSTEMS Vicky Harper-Hall SBLO
MISSION SYSTEMS Sharon Whittaker SBLO
SHIP BUILDING NN Charlie Mason SBLO
SPACE TECHNOLOGY John Shannon SBLO
SHIPBUILDING GC Joan Branson SBLO
TECHNOLOGY SERVICES Frank Beacham SBLO
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Small Business Liaison Officers
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Approaches to Reach the Small Business Community

• Targeted outreach
• Commodity-specific
• Product or service
• Could be tied to a program
• Small business category-specific
• Service-disabled veterans
• Native Americans
• Women
• Minorities
• Regional or geopolitical specific
• Internal outreach
• Procurement/technical/program management/contracts
  
• External outreach
• Support or co-sponsor outreach hosted by
  government agencies and trade associations
• Annual marketplace
• Small Business Innovation Research/Small Business
  Technology Transfer Program (SBIR/STTR)
• Mentor-protégé program

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Small Business Advocacy and Influence

• Executive visibility and direction
• Annual policy statement issued by chairman and
  CEO
• Flow down to executive team
• Provides areas of focus and outlines his
  commitment to the program
• Small business performance is reviewed
  semi-annually at executive level monthly at
  business unit level
• Continuous interface with procurement decision
  makers
• Supply chain leadership council
• Reviews enterprise-wide procurement strategy and
  performance
• Procurement strategy council
• Corporate SBLO is a member of council
• Provides opportunities to influence small
  business utilization based on commodity forecasts
  and trends

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Advocacy and Influence (Cont)

• Collaboration with procurement strategy council
  to leverage small business participation
• SBLOs are members of all value proposition
  commodity teams that have procurement
  opportunities
• SBLOs role develop enterprise-wide small
  business sourcing strategy by commodity
• Insure strategy implementation
• Training and awareness
• Annual small business training is provided to all
  organizations that can influence purchasing
  decisions
• Engineering
• Program management
• Quality assurance
• Procurement

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The Importance of Small Business as a Strategic
Partner

• Flexible and agile
• Innovative
• Critical to Northrop Grummans strategy for
  winning new business
• Produces quality products that are competitively
  priced with on time delivery
• Important teaming partners
• Small business as prime contractor / Northrop
  Grumman as subcontractor

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Where to Get Help

• Socio-Economic Business Program Offices
• Can provide information and materials to
  potential suppliers
• https//oasis.northgrum.com
• Small Business Administration (SBA)
• www.sba.gov
• Minority Business Development Agency (MBDA)
• www.mbda.gov
• National Contract Management Association
• www.ncmahq.org
• Regional Minority Supplier Development (MSDC)
  Councils
• Industry associations i.e., Aerospace Industries
  Association (AIA)
• www.aia-aerospace.org
• Business associations i.e., National Minority
  Supplier Development Council (NMSDC)
• www.nmsdcus.org

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Contact Information

• For background information about Northrop Grumman
  Corporation
• www.northropgrumman.com
• Small business program contacts
• https//oasis.northgrum.com

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Summary

• Northrop Grummans Procurement Strategy Is
  Designed to Insure That Capable Small Businesses
  Receive the Maximum Practicable Subcontracting
  Opportunities On Our Programs

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