Market Research for Smarter Acquisitions — One-Day Essentials
Market research is where smart acquisitions begin — and where weak ones quietly go wrong.
The FAR used to hand you a checklist for market research. It doesn't anymore.
Under the Revolutionary FAR Overhaul, FAR Part 10 no longer lists the specific market research techniques you must use. Instead, it gives acquisition teams the flexibility to choose the method that best fits the need — and even encourages approaches like reverse industry days and expert panels, while emphasizing the importance of engaging industry responsibly. That old list has now been replaced by a flexibility-and-judgment model, informed by a powerful new set of tools and resources. And that makes understanding market research more important than ever.
In one focused day you will learn how to scope and conduct market research that actually informs the acquisition strategy, including identifying capable sources, testing assumptions about commerciality and competition, documenting findings for the file, and recognizing when initial research isn't enough to support the decisions ahead.
You will also explore the tools and resources that make today’s market research faster and smarter. Everything from GSA's Market Research as a Service (MRAS) and CALC tools, to the Practitioner Albums, FAR Companion, and Category Management Buying Guide — and the Periodic Table of Acquisition Innovations (PTAI).
And, of course, woven throughout the course are the business case studies, best practices, and lessons learned from real events — so your people get the takeaways without getting the scars.
This course is taught by Melinda Milheim, JD, who served as a Contract Specialist and Contracting Officer's Representative for the U.S. Navy and the Department of Health and Human Services / Indian Health Service, where she worked on more than $7.7 billion in mostly services contracts — spanning commercial, RDT&E, engineering, medical, and major weapon-system programs. She draws on that experience, along with her law degree and MBA studies, to teach acquisition in an engaging and innovative way, breaking down complicated principles into easy-to-understand pieces — so participants leave with sharper judgment, not just a stack of slides. An award-winning DAU/WarU (DAWIA and FAI) instructor, she has taught more than 1,000 federal acquisition workforce students across 20-plus agencies.
Best for: government personnel who want to conduct market research that actually drives smarter acquisitions — not just check a box, but find the right solutions, the right sources, and the right strategy before a single dollar is spent.
Format: Available as a one-day (8 CLPs/0.8 CEU), delivered in person or virtually. Phoenix Canyon issues every attendee a certificate of completion documenting the number of training hours as well as CEUs and CLPs earned, which eligible attendees may apply toward Continuous Learning or Professional Development requirements at their organization’s discretion. Phoenix Canyon is a DAU/WarU Equivalent Provider.
Pricing is set per engagement. Contact Phoenix Canyon to request a quote.
Market research is where smart acquisitions begin — and where weak ones quietly go wrong.
The FAR used to hand you a checklist for market research. It doesn't anymore.
Under the Revolutionary FAR Overhaul, FAR Part 10 no longer lists the specific market research techniques you must use. Instead, it gives acquisition teams the flexibility to choose the method that best fits the need — and even encourages approaches like reverse industry days and expert panels, while emphasizing the importance of engaging industry responsibly. That old list has now been replaced by a flexibility-and-judgment model, informed by a powerful new set of tools and resources. And that makes understanding market research more important than ever.
In one focused day you will learn how to scope and conduct market research that actually informs the acquisition strategy, including identifying capable sources, testing assumptions about commerciality and competition, documenting findings for the file, and recognizing when initial research isn't enough to support the decisions ahead.
You will also explore the tools and resources that make today’s market research faster and smarter. Everything from GSA's Market Research as a Service (MRAS) and CALC tools, to the Practitioner Albums, FAR Companion, and Category Management Buying Guide — and the Periodic Table of Acquisition Innovations (PTAI).
And, of course, woven throughout the course are the business case studies, best practices, and lessons learned from real events — so your people get the takeaways without getting the scars.
This course is taught by Melinda Milheim, JD, who served as a Contract Specialist and Contracting Officer's Representative for the U.S. Navy and the Department of Health and Human Services / Indian Health Service, where she worked on more than $7.7 billion in mostly services contracts — spanning commercial, RDT&E, engineering, medical, and major weapon-system programs. She draws on that experience, along with her law degree and MBA studies, to teach acquisition in an engaging and innovative way, breaking down complicated principles into easy-to-understand pieces — so participants leave with sharper judgment, not just a stack of slides. An award-winning DAU/WarU (DAWIA and FAI) instructor, she has taught more than 1,000 federal acquisition workforce students across 20-plus agencies.
Best for: government personnel who want to conduct market research that actually drives smarter acquisitions — not just check a box, but find the right solutions, the right sources, and the right strategy before a single dollar is spent.
Format: Available as a one-day (8 CLPs/0.8 CEU), delivered in person or virtually. Phoenix Canyon issues every attendee a certificate of completion documenting the number of training hours as well as CEUs and CLPs earned, which eligible attendees may apply toward Continuous Learning or Professional Development requirements at their organization’s discretion. Phoenix Canyon is a DAU/WarU Equivalent Provider.
Pricing is set per engagement. Contact Phoenix Canyon to request a quote.