What exactly is required?
Separate legal or contractual obligations, buyer preference, user need and internal aspiration.
Gap 10 of 14
Market demand → procurement fit
A useful product is not automatically easy for an organisation to buy
The problem
Entrepreneurs validate user interest without testing budgets, procurement routes, security, integration, support, contract terms or adoption ownership.
A product may solve the user problem yet fail organisational entry and adoption requirements.
Buyer question
What would an organisation need to change in order to adopt this solution responsibly?
Supplier question
Who owns the budget, risk, implementation and ongoing service—not merely who likes the idea?
Observable evidence
What would make confidence more reasonable?
- buyer map
- adoption barriers
- pilot criteria
- cost model
- decision record
Important: the presence of a document does not prove that the process operates. Evidence should be proportionate, current, attributable and capable of being reviewed.
A practical diagnostic
Six questions before prescribing a solution.
The questions prevent a generic template from being mistaken for implementation.
Who is accountable?
Name the person who performs, approves and reviews the activity—not only the department.
What actually happens?
Describe the normal sequence, decision points, exceptions, handovers and dependencies.
What trace is created?
Identify a proportionate record that can show the process was used and the result was reviewed.
How is variation corrected?
Define how delay, error, nonconformity or poor feedback becomes corrective action rather than explanation.
What decision follows?
Specify what management changes when the evidence shows the process is not producing the required outcome.
Continue the diagnosis
Related gaps
Most reliability problems cross more than one point in the system.
Sources and scrutiny
Sources informing this gap
These sources support the factual context. Market Accord's interpretation is identified separately and should be read with its stated limitations.
- Guidance: Preliminary Market Engagement Cabinet Office · 2026-07-13 · official procurement guidance Open source
- Business enterprise research and development quality and methodology information Office for National Statistics · 2025-01-01 · official methodology Open source
Move from diagnosis to evidence.
A short scoping conversation can determine whether the next step is research, implementation, a controlled pilot, buyer engagement or no intervention at all.