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

6. Missile Systems Footprint

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

22. ITAR 120.10(5), Non-Technical Data 03/11/2010 VMGomez

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