Lockheed Martin 2011 Annual Report Download - page 30

ITEM 7. MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND
RESULTS OF OPERATIONS
Management Overview
We are a global security and aerospace company principally engaged in the research, design, development, manufacture,
integration, and sustainment of advanced technology systems and products. We also provide a broad range of management,
engineering, technical, scientific, logistic, and information services. We serve both domestic and international customers
with products and services that have defense, civil, and commercial applications, with our principal customers being agencies
of the U.S. Government. In 2011, 82% of our $46.5 billion in net sales were from the U.S. Government, either as a prime
contractor or as a subcontractor (including 61% from the Department of Defense (DoD)), 17% were from international
customers (including foreign military sales (FMS) funded, in whole or in part, by the U.S. Government), and 1% were from
U.S. commercial and other customers. Our main areas of focus are in defense, space, intelligence, homeland security, and
information technology, including cyber security.
We have four business segments: Aeronautics, Electronic Systems, Information Systems & Global Solutions (IS&GS),
and Space Systems. We organize our business segments based on the nature of the products and services offered.
We are operating in an environment that is characterized by both increasing complexity in the global security
environment, as well as continuing economic pressures in the U.S. and globally. A significant component of our strategy in
this environment is to focus on core program execution, improving the quality and predictability of the delivery of our
products and services, and placing more security capability into the hands of our customers at affordable prices. Recognizing
that our U.S. Government customers are resource constrained, we are endeavoring to develop and extend our portfolio in a
disciplined manner with a focus on international and adjacent markets. Finally, we are focused on cost reduction, through
actions such as our workforce reductions in 2011 and programs like our Voluntary Executive Separation Program (VESP)
and facility reduction initiatives in 2010, to further enhance the value of our products and services.
We expect a slight decline in our 2012 consolidated net sales and segment operating profit as compared to 2011, as our
customers prepare to meet new security challenges without the benefit of increased resources. Our 2012 segment operating
margin is expected to remain above 11%. Despite the challenges we face, we have a strong balance sheet and we expect to
generate strong operating cash flows, which will allow us to continue to invest in technologies to fulfill new mission
requirements for our customers, invest in our people so that we have the professional and leadership skills necessary to be
successful in this environment, and to return at least 50% of free cash flow1to investors in the form of share repurchases and
dividends.
Industry Considerations
U.S. Government Business
Budget Priorities
The U.S. Government continues to focus on developing and implementing spending, tax, and other initiatives to
stimulate the economy, create jobs, and reduce the deficit. The Administration is attempting to balance decisions regarding
defense, homeland security, and other federal spending priorities in a greatly constrained fiscal environment imposed by the
enactment of the Budget Control Act of 2011 (Budget Act), which reduces defense spending by $487 billion over a ten-year
period starting in fiscal year 2012. Absent a significant redress of the structural disconnect between revenues and
expenditures that can only be addressed through major tax and mandatory spending program reforms, it is likely that
discretionary spending by the federal government will remain constrained for several years. Although some specific priorities
and initiatives may change from year to year, the investments and acquisitions we have made have been focused on aligning
our businesses to address what we believe are the most critical national priorities and mission areas. The possibility remains,
however, that one or more of our programs could be reduced, extended, or terminated as a result of the Administration’s
continuing assessment of priorities. Notably, should Congress and the Administration fail to change or delay a pending
sequestration of appropriations in fiscal year 2013 imposed by the Budget Act, our customers could see their budgets
1We define free cash flow as cash from operations as determined under U.S. generally accepted accounting principles
(GAAP), less the amount identified as expenditures for property, plant and equipment and capitalized internal-use
software as presented on our Statements of Cash Flows.
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