The "Big 5" defense prime contractors—Lockheed Martin, Boeing, RTX (Raytheon), Northrop Grumman, and General Dynamics—collectively spend over $200 billion annually with their supply chains. Becoming a Tier 2 or Tier 3 supplier to these companies is the most common path for small manufacturers to enter the defense market. Here's a practical, step-by-step guide.
Understanding the Tier Structure
Tier 1: Major Subcontractors
Provide complete subsystems or major assembliesRevenue: $50M+ per programExamples: Engine manufacturers, avionics providersTypically large companies themselves
Tier 2: Component and Assembly Suppliers
Provide significant components or subassembliesRevenue: $1M-$50M per programExamples: Machined housings, electronic assemblies, structural componentsMix of medium and small businesses
Tier 3: Parts and Materials Suppliers
Provide individual parts, materials, or specialized servicesRevenue: $50K-$5M per programExamples: Fasteners, raw materials, machined parts, coatingsPredominantly small businesses
Your target: Tier 2 or Tier 3, depending on your capabilities and capacity.
The Big 5: Supplier Programs
Lockheed Martin
Annual procurement: $50+ billion
Supplier portal: supplierportal.lockheedmartin.com
Key programs: F-35, C-130J, Aegis, Space systems, Missiles
How to engage:
Register on the Lockheed Martin Supplier PortalComplete your company profile with capabilities and certificationsAttend Lockheed Martin Supplier ConferencesContact the Small Business Liaison Officer for your regionRespond to RFQs posted on the portal
What they look for:
AS9100D certification (aerospace)CMMC certificationCompetitive pricing with quality deliveryFinancial stabilityCapacity to scale
Boeing Defense, Space & Security
Annual procurement: $30+ billion
Supplier portal: boeingsuppliers.com
Key programs: KC-46, Apache, F/A-18, Satellites, Weapons
How to engage:
Register on Boeing Supplier PortalComplete Supplier Qualification processAttend Boeing Supplier Diversity eventsApply to Boeing Mentor-Protégé programRespond to sourcing opportunities
What they look for:
Quality management certificationLean manufacturing capabilityDigital integration readinessDiverse supplier status (preferred)Geographic proximity to Boeing facilities
RTX (Raytheon Technologies)
Annual procurement: $25+ billion
Key programs: Patriot, AMRAAM, StormBreaker, Radar systems, Engines (Pratt & Whitney)
How to engage:
Register as a supplier through RTX procurementAttend RTX Supplier Diversity eventsConnect with RTX Small Business Liaison OfficersPursue opportunities through RTX business units (Raytheon, Pratt & Whitney, Collins Aerospace)
What they look for:
Technical capability in electronics, precision manufacturingSecurity clearances (for classified programs)CMMC and ITAR complianceInnovation and technology leadership
Northrop Grumman
Annual procurement: $20+ billion
Key programs: B-21, JWST, Autonomous systems, Missile defense
How to engage:
Register on Northrop Grumman Supplier PortalAttend Northrop Grumman Supplier SummitsConnect with Small Business Programs officePursue opportunities through sector-specific procurement
What they look for:
Advanced manufacturing capabilitiesSecurity clearance capacityInnovation and R&D capabilityReliability and past performance
General Dynamics
Annual procurement: $15+ billion
Key programs: Abrams tank, Stryker, Virginia-class submarines, IT services
How to engage:
Register through General Dynamics business unit portalsContact GDLS (Land Systems), GDEB (Electric Boat), or GDITAttend General Dynamics supplier eventsPursue opportunities through specific divisions
What they look for:
Heavy manufacturing capability (for land and marine systems)IT and cybersecurity expertise (for GDIT)Quality and delivery performanceCost competitiveness
The Step-by-Step Process
Step 1: Prepare Your Business (Months 1-3)
[ ] Obtain quality certification (ISO 9001 minimum, AS9100D preferred)[ ] Achieve CMMC certification (Level 1 minimum)[ ] Register on SAM.gov[ ] Develop a compelling capability statement[ ] Prepare your Proof Pack documentation[ ] Ensure financial stability and adequate insurance
Step 2: Register on Supplier Portals (Month 2)
[ ] Register on all Big 5 supplier portals[ ] Complete profiles thoroughly (capabilities, certifications, NAICS codes)[ ] Upload capability statements and certifications[ ] Set up alert notifications for relevant opportunities
Step 3: Build Relationships (Months 3-6)
[ ] Identify and contact Small Business Liaison Officers[ ] Attend supplier diversity events and industry days[ ] Join relevant industry associations (NDIA, AIA)[ ] Network at defense conferences[ ] Request capability briefings with procurement teams
Step 4: Respond to Opportunities (Months 4-9)
[ ] Monitor portals daily for relevant RFQs[ ] Respond to every relevant opportunity[ ] Provide competitive pricing with quality commitment[ ] Follow up on submissions[ ] Accept small orders to prove yourself
Step 5: Deliver Excellence (Ongoing)
[ ] Meet or exceed quality requirements on every order[ ] Deliver on time, every time[ ] Communicate proactively about any issues[ ] Seek feedback and continuously improve[ ] Build relationships beyond the purchasing department
Step 6: Grow the Relationship (Year 2+)
[ ] Expand into additional product lines[ ] Pursue opportunities on multiple programs[ ] Seek preferred supplier status[ ] Explore mentor-protégé arrangements[ ] Consider joint ventures for larger opportunities
Conclusion
Becoming a supplier to the Big 5 defense primes is achievable for prepared small manufacturers. It requires investment in quality, certifications, and relationships—but the payoff is access to the largest, most stable supply chain in the world. Start with one prime, prove yourself, and expand from there.
Ready to Take the Next Step?
Whether you're a small manufacturer seeking defense contracts, a government buyer looking for qualified suppliers, or a business owner pursuing CMMC certification, KDM & Associates and the V+KDM Consortium are here to help.
Join the KDM Consortium Platform today:
Schedule a free introductory session to learn how we can accelerate your path to government contracting success.
Whether you're a small manufacturer seeking defense contracts, a government buyer looking for qualified suppliers, or a business owner pursuing CMMC certification, KDM & Associates and the V+KDM Consortium are here to help.
Join the KDM Consortium Platform today:
[Register as a Supplier (SME)](/register?type=sme) — Get matched with government contract opportunities, access capacity-building resources, and connect with prime contractors.[Register as a Government Buyer](/register?type=buyer) — Discover qualified, defense-ready small businesses and streamline your procurement process.
*Schedule a free introductory session to learn how we can accelerate your path to government contracting success.*
