Before you even begin specifying the first requirement in an acquisition effort, you should address some fundamental questions ... What problem does the agency need to solve? What results are needed to meet the agency's mission and objectives? Describing an acquisition in terms of how it supports your mission-based performance goals promotes the crafting of an acquisition that aligns the contractor's goals with yours.

This mission-centric approach continuously focuses on the outcomes needed rather than on the assets to be acquired. Such high-level outcomes are often found through work sessions involving all stakeholders -- program staff, contracting staff, and leadership -- represented on the integrated solutions team (IST). Stakeholder alignment at the outset creates a focused and aligned effort and lays the foundation for success.

How do you get from desired results to possible solutions? The answer lies in conducting market research in both the public and private sectors. Thorough market research takes a strategic look at available alternatives to meet the agency need and illuminates the way forward with insights into a wide variety of factors that can determine the success or failure of your acquisition Although private sector market research is often more familiar, you can leverage the investment of research time and resources by looking for lessons learned or collaborative opportunities within other agencies. Talking to similarly situated organizations that confront the same challenges often provides invaluable insights into potential solutions as well as into constraints that might raise barriers to success.

When the entire IST participates in market research, they build a common understanding and knowledge of the marketplace -- key elements in planning an acquisition strategy. At this stage the team must avoid the tendency to define specific solutions. Keep market research focused on information gathering -- on available technologies, leading practices, high performing companies, available schedules, etc. Document findings in a market research report that will serve as the basis for preparing your statement of objectives (SOO) or statement of work (SO).

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