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APMP Foundation Exam | 2024 Questions &
Answers | 100% Correct | Verified
Q.1 A kick-off meeting is ... needed only if the team is distributed over several locations only for those who provide content only for top management members a meeting where all stakeholders are invited. - ✔✔a meeting where all stakeholders are invited. Q.2 Which of the following guidelines is generally seen as best practice? Allow 30-40% of total time for final review, amendment and production Allow 15% of total time for start-up and planning Schedule 20% contingency time Allow 10-20% of total time for kick-off preparation and proposal strategy review (earlier called the pink review) - ✔✔Allow 15% of total time for start-up and planning Q.3 Which is correct? The Win Rate is the value ($) of the bids submitted, divided by the value ($) of the bids won
The Capture Ratio is the number of bids won, divided by the $ value of the bids submitted The Capture Ratio is the value ($) of the bids submitted, divided by the number of bids won The Win Rate is the number of bids won, divided by the number of bids submitted - ✔✔The Win Rate is the number of bids won, divided by the number of bids submitted Q.4 To produce a complex graphic, it typically needs 20 minutes each 1 hour each 2 —6 hours each 1 day each - ✔✔ 2 —6 hours each Q.5 Which of the following elements are typically NOT found in a proposal cost budget? Facilities Bid production costs Contributors Advertising - ✔✔Advertising Q.6 According to best practice, how much time should you allocate for final review, amendment, and production?
None of the above - ✔✔Opportunity Planning before Proposal Planning before Proposal Preparation Q.9 How much time do you calculate for contingency, Final Document Review, amendment, and production? 20 - 30% 30 - 40% 5% 10% - ✔✔ 20 - 30% Q.10 A good proposal development process should always ... Be documented in Microsoft Visio Be designed in a way that no training is needed Be "owned" by one person Contain no parallel tasks - ✔✔Be "owned" by one person Q.11 As the kick-off meeting organizer, which of the following would you NOT do? Invite Final Document Reviewers Develop Content Plan during the kick-off meeting
Present action plan for proposal process Present competition overview - ✔✔Develop Content Plan during the kick-off meeting Q.12 Which of the following is TRUE for kick-off meetings? Never invite a top management member. It is too early. Never invite production specialists. It is too early. Never invite graphics designer. Provide relevant RFP sections to meeting participants in advance, if helpful. - ✔✔Provide relevant RFP sections to meeting participants in advance, if helpful. Q.13 Which data does a proposal manager require for a qualification meeting? Customer details and requirements, win strategy, cost of winning the business, degree of risk, competition details and offerings, capabilities of our organization to meet requirements, proposal templates Win strategy, cost of winning the business, degree of risk, complete kick-off package, capabilities of our organization to meet requirements Customer details and requirements, competition details and offerings, capabilities of our organization to meet requirements, cost of winning the business, win strategy, degree of risk RFP, recent proposals, competition details and offerings - ✔✔Customer details and requirements, competition details and offerings, capabilities of our organisation to meet requirements, cost of winning the business, win strategy, degree of risk
Assumptions - ✔✔List of features Q.17 What is NOT seen as a proper method to determining a winning price? Adapting the price from last year's proposal Bottom-up and top-down calculation Expert judgment Competitive analysis (market price) - ✔✔Adapting the price from last year's proposal Q.18 Which of the following statements is WRONG? A Value Proposition should... Include your solution (enabler, technology, service etc.) Include the timing (by when) Include the improvement for the customer None of the above - ✔✔None of the above Q.19 Which of the following is a necessary condition for a proper teaming agreement? Confidentiality agreement (signed before disclosing information) Long history of co-operation
Friendship with the key representatives of teaming partner Similar Corporate Identity (CI) - ✔✔Confidentiality agreement (signed before disclosing information) Q.20 You should select teaming partners to complement our own strengths and weaknesses with unique capabilities and/or discriminators that help us win to reduce the competition All of the above - ✔✔All of the above Q.21 Appropriate sources to assess customer's perception of you and your competition are: The customer, suppliers, teaming partners, ex customer staff, consultants The customer, suppliers, teaming partners, Wikileaks, consultants The customer, teaming partners, customer's annual reports, ex customer staff, consultants An oracle - ✔✔The customer, suppliers, teaming partners, ex customer staff, consultants Q.22 Which of these statements is correct? Proposal Strategy Statements say... WHAT you are going to do in the proposal, and HOW you are going to do it in the proposal
Always include pricing Never include pricing Include pricing, unless prohibited Provide a detailed pricing calculation - ✔✔Include pricing, unless prohibited Q.26 Which of the following is NOT a benefit of content plan development (earlier called storyboarding)? It captures strategies It enables horizontal and vertical reviews It reduces the document size It improves consistency of messages - ✔✔It reduces the document size Q.27 Which of the following statements is generally seen as best practice? Draft content plan right after the kick-off meeting Design content plan to ensure page layout meets CI guidelines (Corporate Identity) Design content plan jointly with top management Draft content plan before the kick-off meeting - ✔✔Draft content plan before the kick-off meeting
Q.28 Which of the following statements is correct? Theme statements highlight your discriminators by linking features to price list items Theme statements link differentiating features with requirements Theme statements highlight your discriminators by linking customer needs to quantified benefits, and by linking those benefits to features Theme statements are only applicable to very complex proposals - ✔✔Theme statements highlight your discriminators by linking customer needs to quantified benefits, and by linking those benefits to features Q.29 When is content plan development most appropriate? In a Q&A style proposal, for new customers, when offering known or existing products/services In a Q&A style proposal, when offering known or existing products/services In a requirements style proposal, for new customers, when offering new products/services In a requirements style proposal, when offering to an existing client, offering new products/services - ✔✔In a requirements style proposal, for new customers, when offering new products/services Q.30 What is seen as best practice with regards to building a compliance matrix? List items according to importance Begin each item with a noun Cluster similar requirements
To ensure no data is lost, our server uses a 500 GB harddisk , exceeding the average capacity needs by a factor of 3. The server uses a 500 GB harddisk. This is more than 3 times the typical data capacity in similar solutions. - ✔✔To ensure no data is lost, our server uses a 500 GB harddisk , exceeding the average capacity needs by a factor of 3. Q.34 Which choice best decribes the following proposal text? Question in RFP: "How do you ensure reporting on the project progress?" Bidder's answer: "According to our agreed stakeholder map, we provide three tailored project reports every month in order to make sure all stakeholders are fully informed on the current status." Non-compliant, but responsive Non-compliant, non-responsive Compliant, responsive Compliant, but non-responsive - ✔✔Compliant, responsive Q.35 For which types of proposals should you prepare a compliance matrix? For unsolicited proposals only For large and complex proposals only For all bid documents For government bids only - ✔✔For all bid documents
Q.36 How could you define an "elevator pitch"? A compact, memorable set of reasons for selecting your offer or organization? Any sales presentation A short PowerPoint presentation addressed to senior managers of potential clients none of the above - ✔✔A compact, memorable set of reasons for selecting your offer or organization? Q.37 Which is WRONG when structuring a proposal document? Proposals should mirror the customer's numbering system and/or naming conventions Logical structure is more important than the customer's numbering system Answers should be easy to locate Key points should be "visually" emphasized - ✔✔Logical structure is more important than the customer's numbering system Q.38 When adding structure... Confirm compliance with the customer's instructions Change the "core" numbering system and/or naming conventions to accommodate your added sections Order points in increasing order of importance
Compliant Responsive Compliant and responsive - ✔✔Compliant and responsive Q.42 The focus of your sales messages should be: Driven by Customer Issues Based on Your Company's discriminators Relevant and supported by evidence All of the above - ✔✔All of the above Q.43 Which of the following is correct? Discriminators are features of your competitor's offer that differ from your offer and are acknowledged by the prospect as urgent. Discriminators are features of your offer that differ from a competitor's offer and are acknowledged by the prospect as important. Discriminators are features of your offer that differ from a previous offer and are acknowledged by the prospect as important. Advantages are features of your offer that do not differ from a competitor's offer and are not acknowledged by the prospect as important. - ✔✔Discriminators are features of your offer that differ from a competitor's offer and are acknowledged by the prospect as important.
Q.44 Which of the following is usually correct? RFI=RFP RFP=ITT BAFO=RFI RFQ=BAFO - ✔✔RFP=ITT Q.45 What does ITT usually stand for? ITT=International Tender Trophy ITT=Invitation to Tender ITT=International Tender Team ITT=Internal Tender Team - ✔✔ITT=Invitation to Tender Q.46 Graphics Should be conceived before the text is written Should never be included into an Executive Summary Should always be oriented horizontally
Use bright colours Use dark colours - ✔✔Use complementary colours Q.50 Which is generally seen as best practice for graphics? Use uniform line width within the same graphic, but also across several graphics Include as many ideas as possible in one graphic Conceive the graphic after writing the text Use complementary colours to highlight differences - ✔✔Use complementary colours to highlight differences Q.51 Which of the following statements is correct? Blue and orange are complementary colors Blue and green are complementary colors Red and Yellow are complementary colors Orange and green are complementary colors - ✔✔Blue and orange are complementary colors Q.52 Headings Should be numbered up to four levels (such as "3.2.1.3 Solution Architecture"), unless the RFP dictates differently
Should be exactly as in the RFP Should be as short as possible Should not include verbs - ✔✔Should be exactly as in the RFP Q.53 What is generally considered best practice for producing physical (=paper) proposal documents? Print double-sided in colour (at least for documents with 20+ pages) Print single-sided in black and white Print double-sided in black and white Print single-sided in colour - ✔✔Print double-sided in colour (at least for documents with 20+ pages) Q.54 When do you ideally draft your theme statements? Shortly before the final document review At the kick-off meeting As part of the content plan review During content plan development - ✔✔During content plan development Q.55 What is generally considered best practice for producing a proposal?
