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APMP Foundation Cert | 2024 Questions
& Answers | 100% Correct | Verified
When should you gather information for opportunity/capture qualification? A. During market identification B. During opportunity/capture development C. During proposal response development D. Continuously - โโA Which is the likely outcome of allowing every opportunity through the bid/no-bid decision? A. Optimum win rate is not realized B. Overall win rate is increased C. Bid resources are best utilized D. Breeds a culture of success - โโA What are main advantages of an action-based plan in a Gantt chart format? A. It helps team members take a big-picture view of an entire bid process B. Shows start and end points clearly, allocates roles and breaks complex tasks down into stages, showing gate decisions and review points C. It helps teams allocate effort during major projects D. It helps bid teams to assess the quality of the proposal documentation as it evolves during a bid process - โโB Which phrase best describes a tangible value? A. Customer satisfaction
B. Customer dissatisfaction C. Customer's positive reaction to key personnel proposed D. Quantified savings in reduced delivery time - โโD Which term describes an agreement between organizations prior to a contractual partnering agreement? A. Memorandum of Understanding (MOU) B. Work Breakdown Structure (WBS) C. WebSphere Business Integration (WBI) D. Work Share Analysis (WSA) - โโA Who is the best author for the first draft of the executive summary? A. The most senior person in the seller's organization B. The proposal manager C. The marketing manager D. The salesperson or opportunity/capture manager - โโD On a large, complex proposal, when should the review of completed content plans take place? A. After the executive summary is written but before the kickoff meeting B. After the kickoff meeting but before section writing begins C. After the proposal resource schedule has been published but before the kickoff meeting D. After the kickoff meeting but before the compliance checklist is finalized - โโB Which of the following sources would you use to identify customer requirements? A. The customer's RFP
A. Boilerplate is unnecessary and should not be used B. Boilerplate saves time and effort that can be applied to all aspects of the bid C. Tailored boilerplate can always be used within proposals, but should be carefully reviewed to be sure it fits the customer D. All proposals are different, so scope for boilerplate is limited - โโC Which of the following statements includes a benefit? A. The controller has 4MB of memory B. This model offers rack-and-pinion steering C. You can avoid road hazards with responsive rack- and-pinion steering D. Organization X has over 5,000 employees - โโC Why is it important to perform an internal lessons learned review after the proposal has been submitted? A. To improve the proposal process in the future B. To discuss what the proposal team did well and ignore the problems C. To discuss the problems and ignore what the proposal team did well D. To celebrate the proposal being submitted - โโA Which of the following is written in active voice? A.It was found that data concerning error rates were not obtained. B. We will always keep valuable records in an offsite location. C. Because the inspection was not performed, the metal press was left incorrectly assembled. D. The contract was broken by the partners. - โโB
You have received a request for a 20-page proposal; it is 9 a.m. on Day 1. The proposal needs to be delivered at 9 a.m. on Day 3. 50 percent of the proposal will be completed using boilerplate.Approximately how much working time would you allow to plan before writing? A. Begin writing immediately and plan for significant revisions on the morning of Day 5. B. 1 hours C. 2 hours D. 4 hours - โโC Which of the following attributes would you least expect to find in an efficient and effective proposal process? A. Verifiable inputs and outputs at each milestone B. Document-based reviews C. Adherence to the process regardless of customer type or size of bid D. Defined roles, responsibilities, and levels of authority - โโC Which of the following definitions best describes a win strategy? A. An organization's written plan outlining how it proposes to achieve its overall business objectives B. An organization's written plan outlining how it proposes to win a specific defined opportunity C. An organization's written plan outlining how it proposes to achieve specific market objectives D. An organization's tactical plan to write for a specific defined opportunity - โโB Which is an element of customer focus? A. Presenting features before benefits B. Beginning the Executive Summary by thanking the customer for the opportunity to bid. C. Beginning the Executive Summary with your organization's vision D. Linking the customers needs to the solution in the Executive Summary. - โโD
Which of the following is the best approach when visiting a potential customer? A. Plan a slide deck that describes your company history and solutions B. Only speak to the highest-ranking officials C. Plan a slide deck to explain why the customer should choose you D. Understand your audience before you plan a slide deck. - โโD Which definition most accurately describes a proposal mind map? A. A proposal management plan B. A resource plan C. A content plan D. A proposal strategy plan - โโD Why is it important to qualify opportunities before committing time and effort? A. To ensure internal resources are fully utilized B. To maximize win rate C. To raise your profile with the customer D. To undercut the competition - โโB Which of the following would be more likely to be found in a business case than a value proposition? A. Risk management strategy B. Quantified business benefit C. Timing of the anticipated business benefit D. Results measurement and tracking - โโB
Given no additional information, which of the following opportunity types would have the highest probability of win? A. New product in a new market B. Existing product in a new market C. Existing product in an existing market D. New product in an existing market - โโC Which statement is correct? A. A joint venture is formed by two or more organizations as a separate legal entity. B. Teaming with a supplier would never be considered in a consortia agreement. C. An equal partnership is always formed with two companies who have an equal work share. D. A prime contractor agreement will never include suppliers. - โโA Why should you submit a response matrix with your proposal? A. To help the customer score the bidders B. To make compliance easy C. To allow for hot button identification D. To make evaluation easy - โโD Action captions should be written: A. Before you render the graphic B. After you render the graphic C. Before you conceptualize the graphic D. After you conceptualize the graphic - โโA
D. Technical Specification - โโC Which of the following would you be most likely to use as a proposal writing guideline? A. Use one or two word headings B. Write formally using third person and collective pronouns C. Include technical acronyms and references wherever possible D. Remove redundancies and unnecessary words. - โโD Which one of the following accurately depicts the sequence of strategy and theme development? A. (1) Competitive assessment (2) Our strengths and weaknesses (3) Customer issues (4) Our themes (5) Our strategies B. (1) Our strengths and weaknesses (2) Competitive assessment (3) Customer issues (4) Our strategies (5) Our themes C. (1) Our strategies (2) Our themes (3) Our strengths and weaknesses (4) Competitive assessment D. (1) Customer issues (2) Competitive assessment (3) Our strengths and weaknesses (4) Our strategies (5) Our themes - โโD What is the main purpose of a final document review? A. To evaluate the proposal for customer focus, compliance, responsiveness, and clear communication of your win strategy and solution B. To validate your win strategy and verify compliance C. To confirm that the offer in the proposal includes acceptable profit and risk D. To achieve sign-off on the proposal - โโA Which of the following guidelines for developing the proposal outline would you be least likely to follow? A. Prepare a top-level, topical outline that follows the customer's organizational priority
B. Allocate pages according to the relative importance of the topic to the customer C. Avoid annotating the proposal outline with response instructions D. Extend the outline into a proposal responsibility matrix to help manage the proposal - โโC What is the main purpose for developing proposal strategy? A. To drive proposal tactics and actions B. To define the customer's issues C. To provide the basis of the work breakdown structure D. To guarantee a win - โโA Which of the following would best demonstrate a customer-focused proposal? A. Compliance B. Responsiveness C. Compliance and responsiveness D. Noncompliance and lack of responsiveness - โโC Which of these statements best describes a theme statement? A. Theme statements link strategy and solution B. Theme statements link advantages and benefits C. Theme statements link discriminating features and benefits D. Theme statements establish sales objectives - โโC Which is the best choice to convey realism and authenticity? A. Drawing
B. Well-defined inputs and outputs for each phase C. Clear definitions of roles and responsibilities for each phase D. Customer buying cycle aligned to BD phases. - โโC Which of the following reflects the proper relationship of value, price, and customer budget for a successful bid? A. Value is greater than price; budget is greater than price B. Value is less than price; value is greater than budget C. Value and budget are equal D. Price equals value; price is greater than customer budget - โโA Which of the following is an incorrect application of principles of clear writing? A. Use personal pronouns, like "we" and "you" B. Vary sentence length C. Place new information before old information in a sentence D. Avoid using passive voice - โโC In what order should you respond to a list of RFP requirements? A. Most important item first, followed by items of decreasing importance B. Alphabetical order C. In a logical sequence mirroring the relationship between the items D. In the order in which items appear in the RFP - โโD Given the following options, which will customers typically choose? A. The option that maximizes value
B. The lowest-risk option C. The lowest-price option D. The option that maximizes the difference between value and price - โโA Which of the following is not true regarding copyrights? A. If you do not have permission from the owner of an image, you cannot legally use that image in your proposal B. All images are only protected under copyright law in the country where they were created C. It is legal to use photographs and graphics acquired from stock image websites D. Copyright is normally valid with or without a copyright notice - โโB When writing, it is most effective to: A. Write text, then develop graphics B. Check grammar only if time allows C. Plan content before you start to write D. Write the main response before the executive summary - โโC Visual ................ breeds trust in your target audience A. Discrimination B. Transparency C. Consistency D. Added Value - โโC Which of the following is not a viable tool for virtual team management? A. Screen sharing
B. The responsibility of the internal senior executives. C. Drafted before opportunity/capture planning ends. D. An introduction to the proposal. - โโD A gate decision meeting during the proposal process might be referred to as: A. A qualification meeting B. A win strategy review C. A debrief D. A competitor review - โโA When is the best time to request management sign-off on a teaming scenario? A. After contacting potential partners and gauging their interest B. After completing a SWOT analysis or bidder comparison matrix C. After choosing an appropriate teaming structure D. After making a bid/no-bid decision - โโA If opportunity capture strategy development reveals that your company likely cannot do a better job than the incumbent, the best course of action is to: A. Seek out a teaming partner B. Neutralize the incumbent's strengths C. Not compete for the contract D. Foster customer dissatisfaction with the incumbent's performance - โโD The content plan review is also known as: A. Competitive review
B. Lessons learned review C. Proposal strategy review D. Business case review - โโC Which reader is most likely to process your proposal peripherally? A. The final decision maker, who reviews after receiving a recommendation B. The product specialist C. The market specialist D. The accounting specialist - โโD Which of the following statements is a key principle for organizing your proposal? A. The proposal should reuse as much content as possible from previous winning proposals. B. The proposal should provide detailed technical answers to the RFP's most complex questions. C. The proposal should be organized so that it is easy to read and evaluate D. The proposal should be organized to describe our solution in the best way possible - โโC A Gadfly Review is: A. A micro-level review of the entire proposal to ensure enough detail has been included B. A random review to check that compliance is greater than 90% C. A review to check that the correct number of graphics are included in the proposal. D. A macro review of the entire proposal to ensure it tells a consistent story - โโD Kickoff meeting organizers should: A. Prepare a comprehensive kickoff package in advance
A. Competitor names B. Our profit margins C. Our pricing schedules D. Customer issues - โโD When should teaming partners first be identified? A. As soon as the opportunity is found B. After the RFP is issued C. As early as possible before the RFP is issued D. After the solution is decided - โโB Which of the following metrics should be used to calculate the effort required to write new text for which no boilerplate exists? A. 1 page/day B. 4 pages/day C. 10 to 15 pages/day D. More than 25 pages/day - โโB Before writing a proposal, which of these questions should we ask to test the viability of the opportunity? A. To what extent have we influenced the requirements? B. Have we beaten the competition recently? C. How many people can help write the proposal? D. Has the customer visited our offices? - โโC
Identify which statement is correct: A. A proposal plan will feed an account plan B. An opportunity plan is specific to an opportunity C. An opportunity plan feeds an account plan D. An account plan is specific to an opportunity - โโB
