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APMP Foundational Exam with Verified Answers
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APMP Foundational Exam with Verified Answers
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APMP Foundational Exam with Verified AnswersDuring the opportunity planning phase before kick off meeting - Answer -When should the first draft of the executive summary be written?
Opportunity/Capture Manager or salesperson who has an established relationship with the customer - Answer -Who is typically responsible for writing the executive summary?
The customer's nontechnical, senior-level decisionmakers - Answer -Who should the executive summary be aimed towards?
The highest level person possible - Answer -Who typically reviews/approves the executive summary draft?
Process for analyzing competitor and customer data to identify how to package and price a winning offer to a customer - Answer -Price-to-Win
Early in the opportunity stage - Answer -When should the price to win process begin?
Independent, comprehensive competitive analysis research - Answer -What is price to win based on?
Total range of expenses the offeror expects to spend to deliver the requirements - Answer -Price to win cost
Monetary payment for the offeror to deliver the requirements - Answer -Price to win price
Custom built spreadsheets - Answer -What are the most useful tools for price to win analyses?
Uses customer's historical award and budget information to predict where they will likely
make awards and where competitors tend to receive them - Answer -Top-down analysis
Develops pricing based on detailed evaluations of the competitor solution's cost and identified strategies - Answer -Bottom-up analysis Early in the opportunity process before the RFP is released - Answer -When should top-
down analyses be conducted?
As soon as final customer requirements and evaluation processes are known; refined further once final RFP is released - Answer -When should bottom-up analyses be conducted?
People, especially those in your own organization - Answer -What are the best intelligence sources for obtaining customer intelligence in the PTW process?
It helps establish what your competitors' bid and actual award prices would be based on
prior similar contracts - Answer -Why is competitive analysis vital to determining a PTW range?
- Your historical cost data
- Your competitive position
- Your pricing differentiators
- Your internal risk (top 2 or 3 areas) - Answer -What information should be researched for consideration in the PTW?
Value to the customer--the benefits customers will gain for the price they pay - Answer -
What should pricing be focused on?
Remove nonessential features that add to the cost without adding equal value - Answer -How should pricing be written in the PTW for budget-limited customers?
Compliance = meeting requirements stated in the solicitation
Responsiveness = addressing customer goals/concerns/issues/values not addressed in the solicitation - Answer -Compliance vs Responsiveness
Prior to RFP release, early in the business development process and continually through - Answer -When should you begin collecting customer intelligence to cultivate responsiveness?
They identify where in a proposal you have addressed the solicitation requirements - Answer -Why are response matrices important to submit with a proposal?
Customer benefits before solution features; features are only effective if they offer a true
benefit to the customer - Answer -Does an effective proposal present customer benefits before solution features or solution features before customer benefits?
Sales/opportunity planning - Answer -What part of the proposal process does customer and competitive intelligence gathering take place? The sales/opportunity planning team - Answer -Who is responsible for gathering customer and competitive intelligence?
In the cover letter or first-page introduction - Answer -Where should the executive summary go if customer instructions do not allow for one?
Tool to verbalize your win strategies in a way that helps your team understand how the bid will succeed - Answer -Strategy statement
If it were revealed to the competition, it would damage your chances of winning - Answer -How do you know whether your opportunity strategy is "killer"?
a statement that specifically addresses how aspects of an offer positively affect a customer's business - Answer -Value proposition
Your value proposition - Answer -What should form the foundation of your executive summary to give evaluators a reason to select you?
- state the value (both tangible and intangible) that customer will get from your solution
- identify the differentiator that will deliver that value
- provide proof that the claim is credible - Answer -3 parts of a value proposition
Links customer benefits to your offer's features, calling out the key points you want the customer to remember - Answer -Theme statement
By creating a top-level outline of your proposal, then flowing related themes to the indented sections while maintaining a consistent message and linkage of benefits throughout each major section of your response - Answer -How are proposal themes developed?
Use sufficient, quantifiable, and verifiable proof - Answer -How do you lead evaluators to believe your proposal themes?
- Competitors cannot believably make the same claim
- Evaluators could cut and paste it into an evaluation form to justify giving you a high score - Answer -Litmus test of a good proposal theme
During content plan development - Answer -When should proposal theme and theme statements be developed?
Reflect the customer's perception of your own team and your competition - Answer -
What should you try to emulate/reflect while creating and scoring a bidder comparison matrix?
Document the strengths and weaknesses of each bidder using a SWOT analysis - Answer -What is the next step after scoring a bidder comparison matrix?
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