We think you have liked this presentation. If you wish to download it, please recommend it to your friends in any social system. Share buttons are a little bit lower. Thank you!
Presentation is loading. Please wait.
Published byDarby Welby
Modified about 1 year ago
ACQUIRE THE ADVANTAGE © Acquisition Solutions, Inc. April 25, 2007 National Contract Management Association The Power of Market Research Chip Mather Partner 301-261-9849 firstname.lastname@example.org Acquisition Solutions Inc.
© Acquisition Solutions, Inc. April 25, 2007 2 Market Research n Two Types of Market Research l General – On Going —Keep Up With Market Place –Identify New Capabilities, Technologies, Companies Etc. –Trade Journals, Conferences, Associations l Specific – Tied to Specific Acquisition —FAR 10.002(a) “Acquisitions begin with a description of the Government’s needs stated in terms sufficient to allow conduct of market research”
© Acquisition Solutions, Inc. April 25, 2007 3 Specific Market Research n Agencies Required to Conduct Market Research l Before Developing New Requirements —Ensure Legitimate Needs are Identified and Trade Offs Evaluated n Purpose is to Develop Most Suitable Approach (Not Solution) For Acquiring Goods and Services l Essential For Acquiring Best Value Products and Services That Solve Mission Critical Challenges
© Acquisition Solutions, Inc. April 25, 2007 4 FAR Market Research Techniques n Contacting Knowledgeable Individuals In Gov and Industry n Review Results of Recent Research For Similar Items n One on One Meetings with Potential Offerors n Pre-solicitation Notices, Conferences, n Pre-proposal Conferences n Draft RFPs n Site Visits
© Acquisition Solutions, Inc. April 25, 2007 5 Reality Model n User/Requestor Meet Informally With Number of Sales and Marketing Representatives l Find Solution (s) They Like l Develop Requirement Around Preferred Solution — “Wired Specifications” n Your Customers Do Not Trust You or The System To Produce Good Results l Majority of Their Time and Effort Spent Gaming the Process
© Acquisition Solutions, Inc. April 25, 2007 6 Power of Market Research n Done Early and Well l Dramatically Shape the Acquisition —Draw Powerful Solution-Orientated Concepts —Assist in Fundamental Rethinking About the Nature of the Requirement —Identify “Art of the Possible” n Market Research Should Not Be Used To Validate Acquisition Approach/Concept – But Rather to Craft it!
© Acquisition Solutions, Inc. April 25, 2007 7 Performance-Based Acquisition and Management Process
© Acquisition Solutions, Inc. April 25, 2007 8 Done Right n Early Exchange! l Before Solution Locked In! l Nothing to Give Away —No Competitive Advantage to Participants n Most Effective – One on One Market Research Sessions l 30 Major Acquisitions - $20+ Billion n Become the Educated Consumer l Use the Information to Craft Acquisition Strategy
© Acquisition Solutions, Inc. April 25, 2007 9 Done Right n Identify Industry Leaders In Market Space l Who Are the Best in Class? n Invite Them to Participate in One on One Market Research Sessions l Tailored to Size and Scope of Acquisition n Emphasis l On Commercial and Industry Best Practices l Performance Measures and Metrics l Innovative Delivery Methods l Incentive Programs – Shared Goals and Objectives
© Acquisition Solutions, Inc. April 25, 2007 10 Done Right n Steps l Develop High Level “2 pager” on the Problem You Are Looking to Solve l Identify and Invite Potential Participants —Letter of Invitation –Conduct Market Research to Craft Innovative Acquisition Strategy For Mission Critical Agency Need (2 Pager) –Given Operational Focus – Limit Marketers –Operational and Program Managers –If Commercial Division – Bring Some of Them Also! –Include Agenda –Bring Samples, Examples, Best Practices –Performance metrics/SLAs etc. –Information Presented Will Be Treated as Proprietary
© Acquisition Solutions, Inc. April 25, 2007 11 Done Right n Call To Ensure Lead Understands Purpose l Marketing Pitch = Short Meeting l Interested in Learning How To Best Craft Strategy — Results in Shared Goals and Objectives —Any Areas of Specific Interest –How Long Due Diligence Should Take…etc –Special Considerations l Who Will Attend From Government Side l Participation in Market Research Is Not Tied to Actual Competition!
© Acquisition Solutions, Inc. April 25, 2007 12 Done Right n Agenda l 15 Min Introductions l 60 Min Best Practices —What Works, What Doesn’t —“If You Were Us, What Would You Do?” Why! l 60 Min Performance Measures/Metrics —How Do You Measure Success? –Samples and Examples l 60 Min Incentive Plans and Programs —Win - Win Contract Structures and Plans
© Acquisition Solutions, Inc. April 25, 2007 13 Done Right n Conduct of Session-Make it Meaningful l No Recordings! l Open Ended Questions – —If You Were Us, How Would You Approach… —What Are We Doing That is Driving You Crazy! l Interactive – Intent is For Government to Learn! —Ask Questions - Delve Into Advantages and Pitfalls About Various Approaches –No Death By PowerPoint!
© Acquisition Solutions, Inc. April 25, 2007 14 Done Right n Significantly Expands Potential Solution Set l “Art of the Possible” n Provides Insight On Best Approach l Allow You to Craft Acquisition Strategy —Maximize Quality Competition —Solicit Solutions – Not Compliance —Competition Structured Around Quality of Solution –Easier To Recognize Good Idea Than It Is To Develop One
© Acquisition Solutions, Inc. April 25, 2007 15 Done Right n Develop Market Research Document l Capture Best Practices l Maximize Effective Competition —Empowers Competitors —Justify Acquisition Strategies l Structure Shared Goals and Objectives —Contract Written Around Performance Objectives – Not Compliance
© Acquisition Solutions, Inc. April 25, 2007 16 Resources n Federal Acquisition Regulation l Part 10 – Market Research l Part 15 – Contracting By Negotiation n Acquisition Solutions’ Advisory l A Program Manager’s Guide to Realizing Marketplace Potential —www.acqsolinc.comwww.acqsolinc.com n 7 Step Performance Based Acquisition l Visit the OFPP-sponsored website: http://www.acquisition.gov/comp/seven_steps/home.html
© Acquisition Solutions, Inc. April 25, 2007 17 Supported by the OFPP-sponsored Interagency PBSA Working Group: http://www.acquisition.gov/comp/seven_steps/library3.html Want vetted PBA samples and examples?
Vendor Engagement Tips. Pre-solicitation Discussion 2 Review Federal Acquisition Regulation Subpart ” Exchanges with industry before receipt of.
2.2 Acquisition Methodology. “Acquisition methodology” – the processes employed and the means used to solicit, request, or invite offers that will normally.
1 Department of Education Race to the Top Assessment Program Procurement Strategy Discussion Dr. Allan V. Burman President Jefferson Solutions
MARINE CORPS INSTALLATIONS EAST CONTRACTING DIVISION DEFINING REQUIREMENTS.
Contributors:. Performance Based Services Acquisition Writing a Statement Of Objectives Chip Mather Chip Mather.
FAR Part 10 Market Research. FAR Part 10 - Prescribes policies and procedures for conducting Market Research.
New Employee Training Market Research Module Lead: WR-ALC July 07 Integrity ~ Service ~ Excellence War-Winning Capabilities … On Time, On Cost Air Force.
Overview What is market research (MR)? Why do MR? Who does MR? When do you do MR? How do you do MR? Market Research Principles.
B2B Go-To-Market Strategy By Ted Mercer Helping B2B Technology Companies Grow their Revenues
Innovation Manager SPECIFIC DUTIES AND RESPONSIBILITIES Manage new product projects from concept through commercialization. Partner with Brand Teams to.
Acquisition Planning and Adequate Market Research National Oceanic and Atmospheric Administration Acquisition and Grants Office Oversight and Compliance.
Overview Lifting the Curtain - Debriefings FAI Acquisition Seminar.
SUPPLEMENTAL WORKSHOP Noncompetitive Justification Market Research Competition California Institute of Technology Purchasing Services Service, Accountability,
Reducing Chronic Absence: Why Does It Matter? What Can We Do?1 Module 11: Creating Opportunities for Peer Learning Attendance & Truancy Among Virginia.
Slide 1 of 54 © Jerome Gabig Federal Bar Symposium Jerry Gabig (Moderator) Professor Ralph Nash Russ McMurry (Boeing) Jennifer Brinkley (QinetiQ)
Joint Program Executive Office for Chemical and Biological Defense _APBI_JPEO 1 INTRODUCTIONS Preparing Proposals and Responses to Solicitations.
Growth and Success through Partnering & Outsourcing.
Conducting Market Research Teresa Anthony Level II PIP September 9, 2004.
Sales, Marketing & Retention Strategies September 17, 2009 Presented by: Jodi S. Graham
Effective Vendor Engagement: Start the Conversation! Joanie F. Newhart, CPCM Associate Administrator for Acquisition Workforce Programs Office of Federal.
1 Copyright © 2011 Pearson Education, Inc. publishing as Prentice Hall.
Jeff Birch, Acting Director Al Muñoz, CFCM, PMP US Department of Agriculture Meeting the Challenge of Better Outcomes February 5, pm.
Donald R. Rainey, Sr., CPPB/VCO Director, Office of General Services Virginia Department of Social Services.
Marketing Information and Research Chapter 5. Competition When products have limited differences, businesses try to compete for sales emphasizing such.
Shared Services Workshop Break-out Session Summaries July 7, 2015.
Chapter 5 Data-Based Marketing and the Role of Research in Sport Marketing.
Policies and procedures for developing acquisition plans; determining whether to use commercial or Government resources; whether it is more economical.
TIDEWATER GOVERNMENT INDUSTRY COUNCIL Acquisition Planning, Procurement Leadtimes, & Market Research Tidewater Government Industry Council.
Page No. 1 FDOC/MOD Observation Groundrules & Communication information.
Al Muñoz, CFCM, PMP, Dept. of Agriculture Date May 15, 2014 Time11:15 – 12:15 Strategic Sourcing: Strategy & Tactics for Shaping Better Collaborations.
TECHNOPOLIS OYJ Access to Customers, Capital and Partners Development Services.
1 Presented by: Mr. Chip Summers (703) Contracting: New Initiatives/Issues.
GSA Expo 2009 Conducting Market Research Fred Lagunas Procurement Center Representative SBA Office of Government Contracting.
1 BUILDING EFFECTIVE RELATIONSHIPS RELATIONSHIPS WITH YOUR CONTRACTING OFFICERS Dawn Alexander NASA.
© 2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
Key questions answered in this chapter: What are the four stages to the evolution of B2B capabilities? What are the three categories of B2B? Describe.
Primer Briefing “Brand Name or Equal” Purchase Descriptions Ask a Professor - # Date:
1 SBIR/STTR Overview Wang Yongqiang. 2 Federal SBIR/STTR Program ‣ A +$2Billion funding program set-aside for small businesses seeking to early stage.
Industrial Buying Decision Process It is also known as organizational buying process or business buying process. Industrial purchasing decision making.
Advancing Government through Collaboration, Education and Action Maximizing Your IAC Membership Investment Maximizing Your IAC Membership Investment.
I n t e g r i t y - S e r v i c e - E x c e l l e n c e Performance Based Services Acquisition Multi-Functional Teams Date: 29 March 2006 POC: Don Miller.
4th Annual Innovation Challenge Kick-Off and Overview Fall 2013
European Broadband Portal Phase II Application of the Blueprint for “bottom-up” broadband initiatives.
5th Annual Innovation Challenge Kick-Off and Overview Info Sessions 1 & 2 Fall 2014 September 9 & 22
National Property Management Association Understanding the Statement of Work… Request for Proposal --- Section C.
Predicting Competitors’ Actions.
Trade Management Module 8. Main Topics: Negotiation Process.
System Selection Dania Bilal IS 582 Spring System Selection Business Selection of system project to develop or enhance Libraries & other information.
Recreational Sport Management & Careers. Management As we look to describe management, we must first recognize that it is a term that takes on varied.
2nd Annual Innovation Challenge Kick-Off and Overview Information Session #1 & #2 September 27 & 29, 2011
© 2017 SlidePlayer.com Inc. All rights reserved.