Exam (elaborations)
APMP Exam Questions and Answers
- Module
- Institution
APMP Exam Questions and Answers
[Show more]
Seller
Follow
millyphilip
Reviews received
Content preview
APMP Exam Questions and AnswersBusiness Development Lifecycle
Opportunity > Market Identification > Account Planning> Opportunity Assessment > Opportunity Planning (Capture/ Win) > Proposal Planning > Proposal Development > Submittal> Negotiation> Delivery (Ongoing Customer Relationship
Market Identification (Business Development Life Cycle)
Deciding factor for markets that organizations intend to penetrate or pursue. This phase helps organizations ensure that they are spending their budgets on resources on the most profitable business opportunities.
Brainpower
Read More
Market Risk Assessment
Tool for organizations to assess rick and investment tolerance for selling to new or existing markets with new or existing products or services.
Highest Market Risk
Opportunities with new customers and new products
Lowest Market Risk
Opportunities with existing customers and products
Accounting Planning and Positioning (Business Development Life Cycle)
An account can be a prospective customer, an existing customer, an entire organization, or a single buying unit within a large company. In the planning stage BD will assess current and future business opportunities with accounts in order to make unbiased decisions on bidding. This data can be tracked in a CRM.
Customer Relationship Management (CRM) System
Organizations store account planning data in a customer relationship management (CRM) system and keep data up to date
Opportunity Assessment (Business Development Life Cycle) Ability to evaluate the content structure of opportunities to accurately determine if they are worth bidding on
Questions to consider in the Opportunity Assessment phase (Business Development Life Cycle)
• Is there an incumbent on this opportunity?
• What is the incumbent's performance?
• Who are known competitors?
• Are there possible unknown competitors?
• Can we win? Can we deliver profitably?
• Do we need to team with another organization?
• What will it cost us to bid?
• Will bidding this opportunity better position us for future opportunities?
• Does this opportunity fit within our strategic plan and vision?
What is the result of slow decisions on qualifying opportunities in the Opportunity Assessment Phase (Business Development Life Cycle)
-Over spending of marketing and sales budget
-Low win rate; qualifying too many opportunities
Opportunity Planning (Capture/Win) (Business Development Life Cycle)
This planning involves customer interaction and effective sales to understand customer needs and issues. Critical aspects of opportunity planning include knowledge of portfolio
management and the 4Cs:
4C's + P Opportunity Planning (Capture/Win) (Business Development Life Cycle)
Customer, Competition, Cost, Company and Solution, and Portfolio Management
Customer (4Cs+P)
Organizations need a basic understanding of the customer's situation, needs, hot buttons, issues, and biases. This understanding will deepen as the opportunity advances.
Competition (4Cs +P)
Organizations should identify incumbent, known competitors, or potential unknown competitors. They should also determine whether they have a competitive advantage or
disadvantage in pursuing the opportunity.
Cost (4Cs +P)
Is there a history of pricing on this opportunity? A price-to-win analysis, at some level, should be part of opportunity planning. As the opportunity advances and more information becomes available, this price target should be adjusted.
Company and Solution (4Cs +P)
Opportunity planning requires that an organization assess, from a customer perspective, its own solution, past performance, reputation, and risk.
Portfolio Management (4Cs +P)
Weigh opportunities against each other and view resources to develop and pursue opportunities as an investment. Only pursue opportunities with an ROI versus probability of win that supports the overall portfolio
Opportunity Planning Process (Business Development Life Cycle)
(Input) Pursuit Decision:
Build Relationships> Gather and Analyze Data> Develop and Implement Strategies >
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller millyphilip. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for £10.15. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
75323 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy revision notes and other study material for 14 years now