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Firm Paper

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1. Describe the firm (who they are and what they do) and the amount of business they do with the federal government.
Lockheed Martin was formed in 1995 by combining the businesses of Lockheed Corporation and Martin Marietta Corporation. Lockheed is based out of Maryland and is a global security and aerospace company and is principally engaged in the research, design, development, manufacture, integration and sustainment of advanced technology systems, products and services. (Lockheed Martin Corporation, 2012) Lockheed divides its services into four broad major categories:
 Aeronautics
 Electronic Systems
 Information Systems & Global Solutions (IS&GS)
 Space Systems (Lockheed Martin Corporation, 2012)
Majority of Lockheed Martin's business is with the U.S. Department of Defense and the U.S. federal government agencies. Lockheed Martin is the largest provider of IT services, systems integration, and training to the U.S. Government and employs approximately 120,000 in the U.S. and internationally. (Lockheed Martin Corporation, 2012)
According to Lockheed’s 2011 Annual report 82% of that year’s net sales were attributed to the U.S. Government. In 2011 Lockheed had $46.5 billion in net sales. (Lockheed Martin Corporation, 2012, p. 3)
As a U.S. Army Corps of Engineers employee I have daily contact with Lockheed Martin as they are the contractor providing technical support and referred to within the Corps as the Army Corps of Engineers Information Technology or more commonly ACE-IT. As a service contractor providing Information Technology services they assist every technical and software arena as it pertains to the Corps. As a new employee first contact with ACE-IT is before that employee even walks through the door. Prior to coming on board the supervisor must request ACE-IT to build an employee profile. Once the employee comes on board ACE-IT creates their email and sets up their computer and all software and telephone. ACE-IT also provides other services such as IT support during conferences and other meetings throughout the building. They are responsible for granting access to the agency network and assigning computers to employees who must work offsite for trips and otherwise. ACE-IT is an integral part of the daily tasks to be encountered at the Corps. In addition to the services they provide to each employee one of their other tasks is to manage security of the agency network.

2. Discuss the required actions that enable your selected firm to be able to participate in federal government contracting actions.

3. Analyze the operations and functions of the key participants in the federal procurement process and assess your selected firm’s ability to satisfy expected requirements
Lockheed Martin operates with four business segments: Aeronautics, Electronic Systems, Information Systems & Global Solutions (IS&GS), and Space Systems. In 2011 the government accounted for approximately 75% of the net sales in the Aeronautics segment. The “Aeronautics segment is engaged in the research, design, development, manufacture, integration, sustainment, support, and upgrade of advanced military aircraft, including combat and air mobility aircraft, unmanned air vehicles, and related technologies. Aeronautics also provides logistics support, sustainment, and upgrade modification services for its aircraft. Aeronautics’ major programs include:
 F-35 Lightning II Joint Strike Fighter – international multi-role, stealth fighter;
 F-16 Fighting Falcon – low-cost, combat-proven, international multi-role fighter;
 F-22 Raptor – air dominance and multi-mission stealth fighter;
 C-130J Hercules – international tactical airlifter;
 and C-5M Super Galaxy – modernization of the C-5 Galaxy, a strategic airlifter.” (Lockheed Martin Corporation, 2012, p. 4)
Government agencies accounted for approximately 73% of net sales in the electronic systems segment. “Electronic Systems provides surface ship and submarine combat systems; sea-based missile defense systems; ship systems integration; littoral combat ships; nuclear instrumentation and control systems for naval submarines, aircraft carriers, and surface warships; air and defense missile systems; air-to-ground precision strike weapons systems; tactical missiles; munitions; fire control and navigation systems for rotary and fixed-wing aircraft; manned and unmanned ground vehicles; mission operations support, readiness, engineering support, and integration services; simulation and training services; and energy programs.” (Lockheed Martin Corporation, 2012, p. 5)
The U.S. Government accounted for 93% of the Information Systems & Global Solutions (IS&GS) segment. “IS&GS provides management services, information technology solutions, and advanced technology expertise across a broad spectrum of applications. IS&GS supports the needs of customers in human capital planning, data protection and sharing, cyber-security, financial services, health care, energy and environment, security, space exploration, biometrics, and transportation. IS&GS provides network-enabled situation awareness, delivers communications and command and control capability through complex mission solutions for defense applications, and integrates complex global systems to help our customers gather, analyze, and securely distribute critical intelligence data.” (Lockheed Martin Corporation, 2012, p. 5)
Government agencies accounted for 96% of the Space Systems segment. “Space Systems is engaged in the design, research and development, engineering, and production of satellites, strategic and defensive missile systems, and space transportation systems, including activities related to the planned replacement of the Space Shuttle. Space Systems is responsible for various classified systems and services in support of vital national security systems.” (Lockheed Martin Corporation, 2012)
With more and more discussion each year about reducing government spending Lockheed Martin runs the risk of possibly losing money in each segment as they are all heavily dependant on government contracts however the two that would be most affected are the IS&GS segment and the Space Systems segment where the government accounts for more than 90% of the business. However Lockheed states that they foresee this as an issue and has since started to develop and extend their business in a disciplined manner with a focus on international and adjacent markets. (Lockheed Martin Corporation, 2012, p. 3) Lockheed Martin already does some business internationally and concentrating on finding additional business for them will be a task especially if they expect to make up the possible loss of government contract dollars.
Lockheed is more than able to satisfy the contract requirement in most cases for what they would submit proposals to. They have the past experience and the personnel to back any project within their working guidelines of each of the four segments. Lockheed has a clear vision as a company and have established clear business segments to concentrate on and perfect.…...

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