APMP Foundational Exam Questions and Answers
During the opportunity planning phase before kick off meeting - answersWhen should the first draft of the executive summary be written?
Opportunity/Capture Manager or salesperson who has an established relationship with the customer - answersWho ...
During the opportunity planning phase before kick off meeting - answers✓✓When should the
first draft of the executive summary be written?
Opportunity/Capture Manager or salesperson who has an established relationship with the
customer - answers✓✓Who is typically responsible for writing the executive summary?
The customer's nontechnical, senior-level decisionmakers - answers✓✓Who should the
executive summary be aimed towards?
The highest level person possible - answers✓✓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 - answers✓✓Price-to-Win
Early in the opportunity stage - answers✓✓When should the price to win process begin?
Independent, comprehensive competitive analysis research - answers✓✓What is price to win
based on?
Total range of expenses the offeror expects to spend to deliver the requirements -
answers✓✓Price to win cost
Monetary payment for the offeror to deliver the requirements - answers✓✓Price to win price
Custom built spreadsheets - answers✓✓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 - answers✓✓Top-down analysis
Develops pricing based on detailed evaluations of the competitor solution's cost and identified
strategies - answers✓✓Bottom-up analysis
Early in the opportunity process before the RFP is released - answers✓✓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 - answers✓✓When should bottom-up analyses be conducted?
People, especially those in your own organization - answers✓✓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 - answers✓✓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) - answers✓✓What information should be researched for
consideration in the PTW?
Value to the customer--the benefits customers will gain for the price they pay - answers✓✓What
should pricing be focused on?
Remove nonessential features that add to the cost without adding equal value - answers✓✓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 - answers✓✓Compliance vs Responsiveness
Prior to RFP release, early in the business development process and continually through -
answers✓✓When should you begin collecting customer intelligence to cultivate responsiveness?
They identify where in a proposal you have addressed the solicitation requirements -
answers✓✓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 - answers✓✓Does an effective proposal present customer benefits before
solution features or solution features before customer benefits?
Sales/opportunity planning - answers✓✓What part of the proposal process does customer and
competitive intelligence gathering take place?
The sales/opportunity planning team - answers✓✓Who is responsible for gathering customer and
competitive intelligence?
In the cover letter or first-page introduction - answers✓✓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 - answers✓✓Strategy statement
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