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Jeff Krongaard - RAYTHEON
1. Doing Business
With Raytheon
FEOB/Supplier Diversity
Jeff Krongaard
Missile Systems
SCM Mentor-Protégé & SBIR Mgr
October 4, 2012
2. Raytheon Company Business Content
Raytheon Company Bill Swanson
Chairman and CEO
Missile Systems Space & Airborne Integrated Defense Network Centric Intelligence & Raytheon Technical
Systems Systems Systems Information Systems Services Company
Taylor Rick Tom Daniel Lynn John
Lawrence Yuse Kennedy Crowley Dugle Harris
3. Missile Systems Leadership
Taylor W. Lawrence
Andrew R. Amaro
Staff Executive President
Air & & Missile Defense
Air Missile Defense Air Warfare Systems
Air Warfare Systems Business Development
Business Development Communications
Communications Contracts
Contracts Engineering
Engineering
Systems
Systems & & External Affairs
External Affairs
Wes Harry E. James Robert C. John G. Bernie
Kremer Schulte Wolf Koch Brauneis Merwald
Naval and Area Mission
Naval and Area Mission Finance
Finance Human Resources & &
Human Resources Information Technology
Information Technology Legal
Legal
Defense
Defense Security
Security
Rick M. Stephen G. Darren Wyllstyne D. Scott L.
Nelson Eggen Burton Hill Jones
Advanced Security and
Advanced Security and Advanced Missile Systems
Advanced Missile Systems Operations
Operations Program Management
Program Management Quality & & Mission
Quality Mission
Directed Energy Systems
Directed Energy Systems Excellence
Excellence Assurance
Assurance
Michael W. Thomas Jason A. Wade Paul
Booen Bussing Elwood Smith (Acting) Hoff
Supply Chain
Supply Chain Technology
Technology
Management
Management
Mike Bob
Jarrett Francois
4. Raytheon Missile Systems – Who We Are
2011 sales: $5.6 billion
11,900 employees
Headquartered in Tucson, Arizona
World’s largest developer, producer
and integrator of weapon systems
– More than 1 million missiles
produced since 1954
Broad weapons portfolio
– Missiles
– Smart munitions
– Projectiles
– Kinetic kill vehicles
– Directed energy weapons
Customers: All U.S. military services;
allied forces of more than 50 countries
5. Missile Systems
International Programs
International Military Sales Cooperative Agreements
AMRAAM – Phalanx – ESSM – Standard Missile –
35 Countries 21 Countries Australia Germany
Centurion LPWS – RAM – Canada Japan
1 Country 7 Countries Denmark Netherlands
Germany Spain
ESSM – Sidewinder –
Greece Stinger –
12 Countries 53 Countries
Japan Germany
Excalibur – Sparrow – Netherlands Greece
3 Countries 20 Countries Norway Netherlands
HARM – Standard Missile – Spain NATO
8 Countries 15 Countries Turkey Switzerland
Javelin – Stinger – Excalibur – Turkey
12 Countries 18 Countries Sweden Talon –
Maverick – Tomahawk – I-SAAM – UAE
33 Countries 2 Countries Korea TOW –
Paveway – TOW – NASAMS – Spain
40 Countries 43 Countries Norway Switzerland
RAM –
Germany
Korea
Continuing to grow our international business
7. Missile Systems Programs
Advanced Advanced Security
Air & Missile Air Warfare Naval and Area Land
Missile Systems & Directed Energy
Defense Systems Systems Mission Defense Combat
Systems
Wes Harry E. Rick M. Michelle J. Thomas Michael W.
Kremer Schulte Nelson Lohmeier Bussing Booen
• Advanced Missile • Advanced Cruise • Centurion™ • Excalibur • Advanced Tactical • Active Denial System
Defense Missile • Evolved • Javelin Targeting • David’s Sling
• European Missile • AMRAAM SeaSparrow Missile • Laser Guided Technology Weapon System
Defense • AIM-9 Sidewinder • Phalanx Rocket • Loitering Weapons • Laser Area Defense
• Exoatmospheric family • Rolling Airframe • Serpent • Long Endurance System
Kill Vehicle • HARM Targeting Missile • Stinger Vehicles • Quiet Eyes™
• Missile Defense System • SeaRAM • TOW • Unmanned Systems • Silent Guardian™
Targets • High Speed Anti- • • Urban Warfare and •
SeaSparrow Space
• Net Centric Airborne Radiation Missile Small Weapons • Vigilant Eagle
Defense Element • Joint Standoff
• Standard Missile Weapon
Family (SM-1,SM-2, • Maverick
SM-3, SM-6) • Miniature Air
Launched Decoy
• Paveway™ Guided
Munitions
• Small Diameter
Bomb II
• Tomahawk
8. Performance - Relationships - Solutions
Direct Commodity Agreements Indirect Commodity
Agreements
Castings Microwave Devices
Chemicals & Gases Optics
Connectors Outside Services
Electrical Products Passive Devices
Guidance and Controls Power Supplies
Hardware and Bearings Propulsion Warheads &
Machining Pyrotechnics
Major Assemblies PWBs / CCAs
Manufacturing Lab Supplies Semiconductors
Packaging Suppliers Test Equipment
Wire & Cable
Identify Gaps – Variance in Supply Chain
9. Missile Systems Business Mix (2012)
Customers Development and Production
Navy 28% Army 15%
Engineering 41%
Other 7%
International 11%
Missile Defense
Agency 18% Production 59%
Air Force 21%
Domestic and International Products Withheld/ Other
13% SM6 4%
AM&US 2% Tomahawk 4%
AS&DES 2% Phalanx 5%
Domestic 74% Stinger 1% Excalibur 3%
Griffin 1%
MALD 2% Standard Missile
(SM) 4%
SDBII 2%
Paveway 5%
Direct SM3 14%
International TOW 7%
11%
Javelin 3%
JSOW 2% RAM 4%
EKV 3%
ESSM 3%
Foreign Military AIM-9X/ AMRAAM 12%
Sales 15% AIM-9M
4%
10. Supply Chain Strategies In Global Competition
Traditional Supplier Requirements Supply Chain Process Enablers
Performance E-Enabled business transactions
Cost • Internet-based transactions
Quality Inventory Management Processes
Schedule / Delivery • Barcode technology
Contemporary Supplier Requirements • Just-in-time deliveries from suppliers
Customer considerations • Supplier managed inventory
Competitive market enablers • Warehouse management
Supplier life cycle in the value chain outsourcing
Supplier performance management
• Supplier scorecards
• Web based supplier communications
• Supplier consolidation and
rationalization
Supplier Diversity Integral to Supply Chain Strategy
11. Supplier Diversity = Business Strategy
Taxpayer
Small, Minority, Women
Business Owners
Taxpayer dollars
a
Congress
Prime Contractors Source
Contractors
Congress
Win Programs Approve Budget
Prime
Competitive Solutions Selection Programs
Best Value Jobs
Customer Requirements Decisions Votes
a a
DoD
DoD and Other Gov Agencies
Budget
Program Funding
Best Value Solutions
Support the Customer - Support Growth
12. Supplier Diversity Focus
Raytheon’s Supplier Diversity Program is designed to drive supplier
source selection strategy and ensure compliance with:
Public Law
Federal Acquisition Regulations
Customer Requirements
Company Policy
Concerning the utilization of businesses that are:
Small
Small Disadvantaged
Woman Owned – Small Businesses
Veteran Owned – Small Businesses (including Service Disabled)
Small Businesses meeting Hub Zone Criteria (historically under-utilized)
Historically Black Colleges, Universities and Minority Institutions
Minority and Women-Owned Businesses
13. Supplier Diversity Built in the Organization
Organized to support
supplier diversity
objectives
Supply Chain leadership
team serves as RTN
Supplier Diversity council
14. Supplier Diversity Leadership Team
…and
staffed to develop and
execute
initiatives and
outreach strategy
– facilitate
collaboration
…key players in local
customer interface
and developing goals
15. Performance - Relationships - Solutions
Outreach drives supplier
diversity performance
National, regional and local
events
Focused outreach and
networking within strategic
business areas
Raytheon business specific
events
Emphasis on service disabled
veteran and HUBZone
businesses
16. Supplier Diversity - Responsibilities
Provide assistance for “focus businesses” who are interested in doing
business with Raytheon.
Assist in identifying potential sources for procurement opportunities
and sourcing strategies.
Ensure supplier diversity is addressed in all procurements and
sourcing strategy activities including proposal support.
Track supplier diversity performance and provide customer and
industry reports.
Conduct training to ensure that Raytheon personnel are aware of the
Raytheon Supplier Diversity objectives.
Provide outreach as a means of developing and counseling “focus
businesses”.
17. Supplier Diversity Planning Process
National
Regional Teaming
Area of Support Agreements
Expertise Joint Ventures
Determine
Strategy Diversity Industry
Leader/
Suppliers Competition
Small
Business Risk
Advocate Assessment
Work with Small Business advocate to clarify Are you in the position to bid for prime contracts
requirements. with the right Teaming Agreement?
Determine significant supply strategies Research industry competition. Am I a leader in
(agreements/programs). this field? Who held the last contract?
Identify/highlight your areas of expertise and map to Can you afford (time, money, technology) to
target company pursue this business?
Utilize existing or develop strategic
alliances/national and regional support
requirements.
18. 2012 Vision, Strategy, Goals and Values
MISSILE SYSTEMS
Vision Strategy Goals Values
Be a global leader in core Protect and grow core Customer Satisfaction Our customer
and next-generation business with next- A trusted partner
weapon and security generation innovation, Fulfilling commitments
solutions to ensure value-focused solutions and Growth Quality and performance
customer success. strong performance A global business excellence
Leverage our domain People Open, direct and timely
knowledge and A great place to work communication
relationships to expand into
adjacent and global Productivity Trustworthy, respectful and
markets An improvement-driven ethical behavior
culture Security, safety and
Retain and attract a diverse
and exceptionally talented environmental sustainability
workforce and promote Innovative, informed and
career growth empowered workforce
19. How We Want You to See Us
We are responsive to our
customers
– Delivering the Warfighters high
quality, proven products
– Supporting customer’s urgent needs,
we are a reliable, committed partner
Proactive in helping shape the
future and understanding
requirements
We provide innovative weapon
system solutions
– A full-service contractor;
cradle-to-grave support
We are looking to the future
20. Raytheon Supplier Diversity - Connect With Us
The online supplier registration tool will aid in
matching suppliers to opportunity.
RTN Supplier Diversity Website
http://www.Raytheon.com/connections/supplier/diversity
21. Do Your Homework
Visit our website to learn about our programs
www.raytheon.com
Identify a few target businesses or programs
Register
Contact the Supplier Diversity Program for guidance
rms.supplier.diversity@raytheon.com
– Jo Anne Arvizu, Mgr., Supplier Diversity
– Diane Karl, Supplier Diversity Advocate
– Jeff Krongaard, SCM Mentor-Protégé Manager & SBIR Manager
– David Montgomery, SCM Manager, Louisville, KY
23. Performance - Relationships - Solutions
Build Relationships
Outreach to meet potential
suppliers
Share Raytheon strategy and
objectives
Respond to customer requests
• Significant number of requests
to support customer, industry
and advocacy organization
initiatives and events
Notes de l'éditeur
Presentation Title December 13, 2012 Speaker Name Supplier Diversity is a critical component of the way Raytheon does business.
Presentation Title December 13, 2012 Speaker Name This chart provides a quick snap-shot on some of our cooperation and business overseas. It does not begin to list the co-production and international subcontracting that we also conduct in support of our international business Something that may not come up today, that I would like to mention is OFFSET, or industrial cooperation. As part of almost every major sale, RMS is required to sign up to some form of offset agreement with a customer. It is a unique requirement in our defense business, and another aspect at our partnering with Customers and their industry. Right now, RMS has approximately $2B in offset obligations world-wide under 37 offset obligations with 15 countries. As you can imagine, this chart is almost never “up to date” due to the magnitude of our international business.
Presentation Title December 13, 2012 Speaker Name When there is a match we know we can rely on small businesses to bring innovative solutions to help us make our customers successful.
Presentation Title December 13, 2012 Speaker Name
Presentation Title December 13, 2012 Speaker Name All suppliers have to add value to Raytheon. In addition to the traditional requirements - performance (can’t stress that enough), cost, quality and the ability to meet our delivery schedules, there are other supply chain considerations that impact our ability to remain competitive.
Presentation Title December 13, 2012 Speaker Name Supplier diversity makes sense for Raytheon because it makes sense for our customer who is ultimately the men and women in uniform and the tax payers.
Presentation Title December 13, 2012 Speaker Name November 28, 2001 3 Speaker Name Presentation Title Raytheon’s supplier diversity focus drives our supplier source selection strategy. It is also consistent with public laws, federal acquisition regulations and other customer considerations. The supplier focus areas include all categories of small businesses and minority and women owned businesses regardless of size.
Presentation Title December 13, 2012 Speaker Name Raytheon is committed to diversity and inclusion in our work force and in our supply base. Our CEO, Bill Swanson, is as serious about supplier diversity as he is about workforce diversity. All of the supply chain leadership throughout Raytheon are held accountable for the success of our supplier diversity effort. David Wilkins, the vice president of contracts and supply chain (and who is a direct report to the CEO), serves as the company supplier diversity executive.
Presentation Title December 13, 2012 Speaker Name The day-to-day responsibility for supplier diversity resides in a team of professionals across all of the six Raytheon businesses and there is a representative at the enterprise-level to address supplier diversity in the company-wide agreement process.
Presentation Title December 13, 2012 Speaker Name Raytheon is committed to providing access to suppliers to help them understand how to work with us. We support many small business conferences.
Presentation Title December 13, 2012 Speaker Name This is snapshot of the responsibilities of the supplier diversity network. The most important thing is they are there to help the supplier understand how we do business at Raytheon and if there is a potential fit for their business.
Presentation Title December 13, 2012 Speaker Name These are some of the major areas suppliers should consider in their efforts to establish a business relationship with Raytheon.
Presentation Title December 13, 2012 Speaker Name
Presentation Title December 13, 2012 Speaker Name
Presentation Title December 13, 2012 Speaker Name
Presentation Title December 13, 2012 Speaker Name Doing business doesn’t happen over night. Sometimes it takes months and maybe years for suppliers and Raytheon to find the right fit. But we are committed to building strong relationships with our customers and our suppliers.