In the acquisition life cycle, contracting translates requirements into delivery. Government contracting traditionally has operated at a transactional level focused navigating an arcane process to satisfy individual program requirements. In the past, most viewed contracting as all about compliance with mandated processes, rules, regulations, and government-wide policies and programs. With more than one third of all federal discretionary spending going back out to contractors, contracting increasingly occupies a strategic position central to getting mission results.

The emphasis on getting results has reinforced the preference for performance-based contracting approaches, which aim to align the contractor with the government agency in achieving the government mission instead of pitting government and industry in adversarial relationships. Following long-established acquisition precepts, resisting the urgency of "getting to award" and taking a more strategic approach are the keys to upgrading contracting at the operational level.

Taking a strategic approach means stepping away from a reactive compliance-focused, process-driven, transaction-based approach to an active mission-focused, results-driven, enterprise-oriented mindset. To get ahead of the requisition treadmill, contracting professionals must take strategic approaches to meeting needs before they become yesterday's problem and today's crisis. Some refer to the new dynamic as strategic sourcing while others talk in terms of enterprise spend management. Whatever label you prefer, this more active approach involves defining requirements, analyzing spend, managing demand, sourcing and interacting with suppliers at an enterprise level. Being truly effective in acquisition today requires a new set of disciplines and understanding.

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Assess Current Status
Reaching new performance and quality levels in the contracting function starts with establishing where you are today. more »

Understanding the Need
A high-level, mission-centrical approach enables your procurement deliverables to target the real issues. more »

Define Desired Outcomes
Focusing on results - positive outcomes - is essential in preparing a solicitation that addresses program and agency mission objectives. more »

Formulate Acquisition Strategy
Selecting the right strategy from the multitude of available options dramatically improves your chances of a successful contract. more »

Develop Solicitation & Leverage Competition
Understanding the competitive landscape and building your acquisition plan are key ingredients to releasing a compliant and successful solicitation. more »

Select Best Solutions
Linking your evaluation criteria and plan directly your desired outcome will most likely yield a best value decision. more »

Manage Post-Award for Results
Managing execution of the contract after award is where "the rubber meets the road" to determine the value delivered to the government. more »

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