APMP Foundation Cert | 2024 Questions & Answers | 100% Correct | Verified, Exams of Management Fundamentals

Download APMP Foundation Cert | 2024 Questions & Answers | 100% Correct | Verified and more Exams Management Fundamentals in PDF only on Docsity! 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 - ✔✔A 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 - ✔✔A 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 - ✔✔B 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 - ✔✔D 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) - ✔✔A 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 - ✔✔D 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 - ✔✔B Which of the following sources would you use to identify customer requirements? A. The customer's RFP 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 - ✔✔C 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 - ✔✔C 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 - ✔✔B 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. - ✔✔D Which of these is most useful for making your proposal easier to scan? A. Telegraphic headings B. Informative heading C. Captions D. An index - ✔✔B Features ........... A. Are more persuasive than advantages B. Tell "so what" C. Tell "what," benefits tell "so what" D. Should always be described before benefits - ✔✔C Which of the following is a telegraphic heading? A. How Our Proposal Is Organized to Ease Evaluation B. Management Summary C. Team Organization Evolves As Project Expands D. Continuity of Support Reduces Program Risk - ✔✔B A daily stand-up review is held to: A. Review the solution development B. Make sure that the solution is compliant and the customer's requirements can be addressed C. Review the price and make sure our margin is achieved D. Review progress and identify potential roadblocks so that they can be resolved - ✔✔D 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. - ✔✔D 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 - ✔✔D 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 - ✔✔B 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 - ✔✔B D. Technical Specification - ✔✔C 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. - ✔✔D 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 - ✔✔D 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 - ✔✔A 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 - ✔✔C 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 - ✔✔A 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 - ✔✔C 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 - ✔✔C Which is the best choice to convey realism and authenticity? A. Drawing B. Photograph C. Bar chart D. Clip art - ✔✔A Which of the following is the most powerful to include whether or not pricing is allowed in your Executive Summary? A. Discriminators B. Differentiators C. Value proposition D. Features - ✔✔A During which activity might you use a mind map? A. Bidder comparison matrix development B. Price development C. Content plan development D. Kickoff meeting - ✔✔C Which of the following statements is a key principle of writing clearly in a proposal: A. Use simple words with precision to make sure your reader understands B. Make sure your sentences relate and state your key idea at the end. C. Join your sentences together to make long paragraphs D. Use acronyms wherever possible to demonstrate deep subject expertise. - ✔✔A What should be the starting point for developing a business development process? A. Internal corporate milestones and reviews for each phase. B. Shared calendar C. Instant messaging D. Hands-off leadership - ✔✔D Which term is generally understood as relating to customer focus? A. Customer issues B. Customer requirements C. Customer budget D. Customer profile - ✔✔A Which of the following best describes an efficient and effective business development process? A. A number of processes that are matched to the scale of opportunities B. One process that is fully integrated into the company quality system C. One process that is flexible, scalable, adaptable, and documented D. A process that recognizes all bids are different and allows proposal managers full flexibility - ✔✔C Which activity should take place first? A. Define the opportunity/capture strategy B. Create a proposal outline C. Create section outlines D. Create a requirements checklist - ✔✔A Executive summaries are: A. A summary of the proposal. B. The responsibility of the internal senior executives. C. Drafted before opportunity/capture planning ends. D. An introduction to the proposal. - ✔✔D 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 - ✔✔A 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 - ✔✔A 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 - ✔✔D The content plan review is also known as: A. Competitive review B. Lessons learned review C. Proposal strategy review D. Business case review - ✔✔C 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 - ✔✔D 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 - ✔✔C 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 - ✔✔D Kickoff meeting organizers should: A. Prepare a comprehensive kickoff package in advance