Docsity
Docsity
Prepare for your exams
Prepare for your exams

Study with the several resources on Docsity

Earn points to download
Earn points to download

Earn points by helping other students or get them with a premium plan

Guidelines and tips
Guidelines and tips
Sell on Docsity
Sell on Docsity
Docsity AI
Docsity AI
Log inSign up

Prepare for your exams

Study with the several resources on Docsity

Find documents

Prepare for your exams with the study notes shared by other students like you on Docsity

Search for your university

Find the specific documents for your university's exams

Docsity AINEW

Summarize your documents, ask them questions, convert them into quizzes and concept maps

Explore questions

Clear up your doubts by reading the answers to questions asked by your fellow students

Earn points to download

Earn points by helping other students or get them with a premium plan

Share documents
download point icon20 Points

For each uploaded document

Answer questions
download point icon5 Points

For each given answer (max 1 per day)

All the ways to get free points
Get points immediately

Choose a premium plan with all the points you need

Study Opportunities

Choose your next study program

Get in touch with the best universities in the world. Search through thousands of universities and official partners

Community

Ask the community

Ask the community for help and clear up your study doubts

Free resources

Our save-the-student-ebooks!

Download our free guides on studying techniques, anxiety management strategies, and thesis advice from Docsity tutors

Proposal Development and Management Processes, Exams of Marketing Business-to-business (B2B)

A.T. Still University of Health Sciences (ATSU)Marketing Business-to-business (B2B)

An overview of the key processes and concepts involved in proposal development and management. It covers topics such as compliance matrices, executive summaries, bid centers, boilerplates, content plans, graphics, milestone schedules, opportunity strategies, peer reviews, proposal coordinators, proposal editors, proposal managers, proposal outlines, proposal planning, proposal processes, proposal responsibility matrices, proposal strategy reviews, proposal writers, quality assurance, and more. The document aims to equip readers with a comprehensive understanding of the various elements and best practices in the proposal development lifecycle, which is crucial for organizations seeking to win business through effective proposal responses.

Typology: Exams

2024/2025

Available from 09/18/2024

LEARNERSTORE
LEARNERSTORE šŸ‡ŗšŸ‡ø

4.1

(11)

3.4K documents

1 / 41

Toggle sidebar

This page cannot be seen from the preview

Don't miss anything!

bg1
1
APMP Foundation Certification Exam Questions
with Correct Answers
1.Market Identification: The ongoing activity that defines and qualifies
target mar- kets for pursuing business.
2.Opportunity Plan: A documented plan that is developed during the
opportunity planning phase to identify actions and strategies to position
your customer to be the customer's preferred bidder.
3.Price-to-Win: A process for analyzing competitive and customer data
to identify how to package and price a winning offer to a customer.
4.SWOT: The analysis performed by organizations to address
competitive position- ing and identify the outcomes needed to develop
a compelling proposal response that wins the business. It emphasizes
the internal environment.
5.Benefit: Results from a feature of an offer that resolves a customer
issue and demonstrates the value the customer can achieve from
resolving the issue.
6.Clarification: Communication to eliminate minor irregularities or
apparent clerical mistakes in an RFP or in a proposal.
7.Compliance Matrix: A list of specific customer requirements, often
pf3
pf4
pf5
pf8
pf9
pfa
pfd
pfe
pff
pf12
pf13
pf14
pf15
pf16
pf17
pf18
pf19
pf1a
pf1b
pf1c
pf1d
pf1e
pf1f
pf20
pf21
pf22
pf23
pf24
pf25
pf26
pf27
pf28
pf29

Partial preview of the text

Download Proposal Development and Management Processes and more Exams Marketing Business-to-business (B2B) in PDF only on Docsity!

APMP Foundation Certification Exam Questions

with Correct Answers

  1. Market Identification: The ongoing activity that defines and qualifies target mar- kets for pursuing business.
  2. Opportunity Plan: A documented plan that is developed during the opportunity planning phase to identify actions and strategies to position your customer to be the customer's preferred bidder.
  3. Price-to-Win: A process for analyzing competitive and customer data to identify how to package and price a winning offer to a customer.
  4. SWOT: The analysis performed by organizations to address competitive position- ing and identify the outcomes needed to develop a compelling proposal response that wins the business. It emphasizes the internal environment.
  5. Benefit: Results from a feature of an offer that resolves a customer issue and demonstrates the value the customer can achieve from resolving the issue.
  6. Clarification: Communication to eliminate minor irregularities or apparent clerical mistakes in an RFP or in a proposal.
  7. Compliance Matrix: A list of specific customer requirements, often

splitting com- plex, multi-part requirements into sub-requirements. It helps proposal managers and internal reviewers verify that the proposal meets all the requirements.

  1. Compliant versus Responsiveness: Compliance is the act of meeting stated requirements. Responsiveness goes beyond compliance and addresses customer goals, underlying concerns, and key issues and values that might not be spelled out in the solicitation.
  2. Customer Focus: A customer-focused bid clearly addresses the problem the customer has agreed they are trying to solve and demonstrates how your solution meets their goals.
  3. Customer Issues: Customer concerns that the offer will resolve. Issues may be the business outcomes the customer is trying to achieve.
  4. Customer Requirements Feature: The attributes and specifications of a prod- uct or service as determined by the customer.
  5. Hot Buttons: Singularly important issues or sets of issues that are likely to drive decisions, usually associated with customer buying decisions. Hot button issues are items that the customer repeatedly discusses and often are problems with a system, software, process, or resources inhibiting the success of the customer's organization.

sales and opportunity development process that occurs well in advance of responding to a bid or RFP.

  1. Executive Summary: A short abstract of the main points of the offer aimed at the senior-level decision makers in the customer's organization. It is the section of a proposal that provides an overview of the offer and highlights the key selling points for customer decision makers.
  2. Account Plan: A sales plan that is specific to one customer and covers multiple opportunities with that customer.
  3. Action Caption: A short, informative statement associated with a graphic that provides additional information to help the reader understand what the graphic means.
  4. Active/Passive Voice: Sentences written in active voice have a clear subject and verb. They make it clear who does what. Passive-voice sentences are con- sidered weaker because the subject receives the action instead of performing it. Passive sentences usually contain a form of the verb "to be".
  5. Advantage: How, in the seller's opinion, a product or service may benefit the customer. Advantages are potential benefits and are more

powerful than features.

  1. Aesthetics: A set of principles regarding the nature and appreciation of beauty. The study of aesthetics increases the validity of many critical judgments concerning art.
  2. After-Action Review: A systematic process to extract the learning from an event or activity. The process addresses the questions, What should have happened? What actually happened? What can we learn and apply for the future?
  3. Annotated Outline: A simple writing or content plan. This is a structure for the proposal that is usually derived from the customer requirements documentation. It amplifies a topical outline and helps determine whether opportunity planning activities have made it into the planned propels outline and placed you in a position to win.
  4. Appendix: Supplementary material included at the end of a proposal that con- tain specialized, relevant information that facilitates the decision making process.
  5. Assumptions: Conditions that the bid team assume exist for the purpose of providing a price or terms of service in a proposal.

win based on the opportu- nity plan.

  1. Bid or Proposal Center: A support organization dedicated to generating pro- posals and other response documents for customers.
  2. Bid Pursuit Decision: Generally the first decision milestone to verify that the opportunity fits your strategic direction and capability.
  3. Bid Validation Decision: A decision mileage after the customer releases an RFP to address obstacles to winning that were identified in the opportunity plan.
  4. Bidder Comparison Matrix (BCM): A tool used to analyze the customer's current perception of your solution compared to competitors. It usually is a weighted score that indicates the customer's confidence that you can meet their requirements.
  5. Boilerplate: Stored text and graphics that are available for potential reuse in future proposals.
  6. Business Case: An internal documented argument for bidding on a particular opportunity. The business case typically focuses on the financial aspects of the bid.
  7. Business Case Review/Senior Management Review: All the internal mile- stones and approvals (internal governance) required to sign off

on the solution, pricing, and legal requirements.

  1. Business Development Capability Maturity Model (BD-CMM): A re- search-based framework that guides business development organization in identify- ing and implementing high-priority improvement actions. The model encompasses the entire business development life cycle.
  2. Business Development Maturity Level: An indicator of an organization's adop- tion of business development best practices (Levels 1-5).
  3. Business Development Phases: There are eight generally accepted business development phases: Market identification Account planning Opportunity assessment Opportunity planning Proposal planning Proposal development
  1. Competitor Review: An assessment and analysis of competitors' likely strate- gies and solutions. People who are independent of the opportunity planning team and are experts on the customer and competitors conduct this review.
  2. Contact Plan: A document that lists the customers you plan to contact, including details, such as who in your company will visit them; what you want to find out and what you want to communicate; when and where you will meet; and how you will communicate your messages, plus documentation of any information you gather during a meeting.
  3. Content Management System (CMS): A computer system that makes it easier to develop enterprise portals and websites by separating the management of content from its presentations (display).
  4. Content Plan: A guide and framework for addressing requirements, detailing win strategy and themes, and meeting page allocation requirements.
  5. Contingency Plan: A documented approach to address unplanned future events or circumstances. Negative events are often the focus, but the plan can also include unexpected positive developments.
  1. Cost Section: The propels component that includes your cost data. This section may contain more than just financial information, such as schedules, material listing, labor categories, and hours. The cost section also reflects the products and services offered in the technical and management sections.
  2. Customer: An existing or potential buyer of products or services. Customers who have not yet made a purchase are sometimes called "prospects".
  3. Customer Budget: The amount of funding available to procure the products or services defined by the RFP.
  4. Customer Debrief: A meeting with the customer after an award to obtain feedback on how your proposal scored in the evaluation.
  5. Customer-Focused Writing: Persuasive writing that focuses on the customer issues and benefits of your offer to the customer, rather than on your company and its capabilities.
  6. Customer Motivators: A subset of issues that relate to the fundamental rea- sons behind the customers need to make a purchase.
  7. Customer Positioning: An organization's position from the

fully deliver the solution in your proposal at the stated price and according to the stated schedule.

  1. Differentiator: A feature of your offer that differs from the competition but does not necessarily matter to the customer.
  2. Discriminator: A feature of your offer that differs from the competition and that the customer acknowledges as delivering a benefit.
  3. Document Template: A blueprint that ensures writers are using the same format and structure for their response to save time, energy, and rework.
  4. Elevator Speech: A concise set of reasons a customer should choose your organization's offer.
  5. Expert Locator: A system for identifying and cultivating subject matter experts (SME) on topics important to your business.
  6. Explicit Knowledge: The captured and cataloged information and knowledge ready for people to use. In contrast with tacit or implicit knowledge, explicit knowl- edge is codified and articulated.
  7. Feature: Tangible aspects of the seller's product or service. They are normally measurable and demonstrable. Features tell the "what" of the

offer. Benefits address the offer's added "so what".

  1. Final Document Review: A comprehensive review of the proposal by indepen- dent reviewers who emulate the customer's evaluation team. It includes indepen- dent assessment of the entire proposal, its readiness and responsiveness to the solicitation, and its effectiveness in conveying strategy, themes, and discriminators, as well as ghosting the competition.
  2. Formatting Techniques: Practices that involve the mechanical structure and appearance of the proposal. They include the standards and procedures for proposal layout dictated by the customer or by an in- house proposal development style guide.
  3. Functional Reviews: Reviews conducted at a series of pre-defined stages dur- ing the proposal development process. They ensure that a proposal in development is compliant with a customer's requirements and has a good probability of winning a bid.
  4. Fundamental Knowledge Object (FKO): The lowest structurally definable unit of content pertinent to a discipline. An FKO for Proposal Managers might be the question and answer (Q&A) pair.
  5. Gadfly Review: A macro-level review of the entire proposal to

or italicizing text, using color, in- creasing font size, or varying font choice.

  1. Informative Heading: Headings that enable evaluators to immediately deter- mine both the contents of a section and the benefit to their organization. They signal new topics to evaluators.
  2. Innovation: The optimum balance achieved by using the latest technologies, cost structures, styling, features, and services and then successfully matching what is "new" to customer or end-user needs at the optimum price.
  3. Intangible Value: Your customer's perception of what the product or service you are proposing is worth to them. Intangible value can be measured only qualitatively.
  4. Invitation to Tender (ITT): A customer document that invites a bid. In many industries, these are complex requirements documents that cover all technical and commercial aspects of the bid.
  5. Jargon: Specialized language used among members of a group or profession who have common knowledge. The use of jargon can be a barrier to communication with those not familiar with the language of that field.
  1. Joint Venture: A business agreement in which two or more parties agree to pursue a bid opportunity according to outlined terms and conditions.
  2. Kickoff Meeting: A meeting that initiates the proposal effort for all contributors, answers questions about the opportunity, assigns writing tasks, coordinates upcom- ing activities, and creates a cohesive team.
  3. Knowledge Audit: A systematic identification and analysis of an organization's knowledge needs, resources, flows, gaps, uses, and users.
  4. Knowledge Base: An organized structure of information that facilitates the storage of ready-to-apply intelligence in a database.
  5. Knowledge Cafe: An informal brainstorming technique in which a moderator prompts a group to generate ideas and captures those ideas for further analysis.
  6. Knowledge Management: The discipline of enabling individuals, teams, and entire organizations to collectively and systematically create, share, and apply business development-related knowledge to better achieve their objectives.
  7. Knowledge Management Heuristic: An exploratory problem solving

development/man- agement process and results and is conducted after completion of a proposal. The purpose is to identify areas for improvement on subsequent projects.

  1. Management Plan: A bidder's approach for the conduct and management of the project or program required to satisfy the requirements of the RFP. This portion shows that you can deliver what you are proposing by explaining how you will manage the work.
  2. Management Section: The section of the proposal that includes the manage- ment approach with an explanation of how management processes, procedures, standards, and tools will be used to meet project objectives.
  3. Market Assessment: An assessment of the plan to achieve specific business market objectives within an industry or market segment.
  4. Market Entry Decision: The decision that confirms that the identified market segment is aligned with the goals in your strategic plan.
  5. Market Strategy: A plan to achieve specific business market objectives within an industry or market segment.
  1. Memorandum of Understanding (MOU): An agreement setting forth the terms and conditions under which participants agree to cooperate in the perfor- mance of a specific customer engagement or program.
  2. Milestone Schedule: A plan that outlines major milestones during the bid opportunity and proposal development processes.
  3. Mock-Up: A technique that allows a writer to visualize how text and graphics will appear on a page or content plan.
  4. Negociation: The process of preparing for and performing final decisions with the customer after the proposal has been submitted.
  5. Nominalization: A noun derived from a verb or an adjective, often with a suffix like -tion, -ment, -ance, -ity, and others. These words often make text sound wordy and difficult to understand and should be avoided when possible.
  6. Noun Stack: Two or more nouns that modify another noun, such as "business development data library." Noun stacks are hard to read and may cause ambiguity.
  7. Opportunity: A set of circumstances unique to a customer that make it feasible to sell products or services to the customer.