APMP FOUNDATION UPDATED CORE EXAMS
QUESTIONS AND ANSWERS SURE A+
✔✔Business Development Phases - ✔✔There are eight generally accepted business
development phases:
Market identification
Account planning
Opportunity assessment
Opportunity planning
Proposal planning
Proposal development
Negotiation
Delivery
✔✔Callout Box - ✔✔A design feature with text inside a box or within borders to highlight
a key point in the text.
✔✔Capture Plan - ✔✔An Opportunity Plan: A documented plan that is developed during
the opportunity planning phase.
,✔✔Central Processing - ✔✔Decision making based on logic and sound arguments. This
type of processing is often used by experts but is less common in general than
peripheral processing.
✔✔Change Management - ✔✔The application of tools, processes, skills, and principles
to transition people from one way of working to another.
✔✔Color - ✔✔A technique used for emphasis, color may be applied throughout the
proposal to headings, callouts, sections, tabs, and anywhere else the solicitation
instructions allow. Use of color can enhance readability and draw reader's attention to
specific content.
✔✔Community of Practice (CoP) - ✔✔Networks of people who work on similar
processes or in similar disciplines and who come together to develop and share their
knowledge in that field for the benefit of themselves and their organization.
✔✔Competitor Review - ✔✔An assessment and analysis of competitors' likely
strategies and solutions. People who are independent of the opportunity planning team
and are experts on the customer and competitors conduct this review.
✔✔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.
✔✔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).
✔✔Content Plan - ✔✔A guide and framework for addressing requirements, detailing win
strategy and themes, and meeting page allocation requirements.
✔✔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.
✔✔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.
✔✔Customer - ✔✔An existing or potential buyer of products or services. Customers
who have not yet made a purchase are sometimes called "prospects".
, ✔✔Customer Budget - ✔✔The amount of funding available to procure the products or
services defined by the RFP.
✔✔Customer Debrief - ✔✔A meeting with the customer after an award to obtain
feedback on how your proposal scored in the evaluation.
✔✔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.
✔✔Customer Motivators - ✔✔A subset of issues that relate to the fundamental reasons
behind the customers need to make a purchase.
✔✔Customer Positioning - ✔✔An organization's position from the perspective of a
customer.
✔✔Customer Profile - ✔✔A maintained record of the characteristics of the customer.
The profile is used from bid to bid and provides useful background information.
✔✔Customer Relationship Management (CRM) - ✔✔The process of managing all
aspects of your relationship with your customers, so they will know, like, and trust you
and eventually select you over your competitors.
✔✔Customer Requirements - ✔✔The attributes and specifications of a product or
service as determined by the customer.
✔✔Daily Stand-Up Review - ✔✔A short meeting held at the same time every day during
the proposal development phase. Its purpose is to keep the team focused on near-term
tasks.
✔✔Data Call - ✔✔Requests to members of your company and teaming partner for data
to be used to build proof points and answer specific financial, demographic, and
experience-related questions.
✔✔Delivery - ✔✔The process of implementing the delivery of the negotiated solution to
the customer and maintenance of an ongoing relationship with the customer.
✔✔Delivery Risk - ✔✔A customer's assessment of the likelihood that you can fully
deliver the solution in your proposal at the stated price and according to the stated
schedule.
✔✔Differentiator - ✔✔A feature of your offer that differs from the competition but does
not necessarily matter to the customer.
QUESTIONS AND ANSWERS SURE A+
✔✔Business Development Phases - ✔✔There are eight generally accepted business
development phases:
Market identification
Account planning
Opportunity assessment
Opportunity planning
Proposal planning
Proposal development
Negotiation
Delivery
✔✔Callout Box - ✔✔A design feature with text inside a box or within borders to highlight
a key point in the text.
✔✔Capture Plan - ✔✔An Opportunity Plan: A documented plan that is developed during
the opportunity planning phase.
,✔✔Central Processing - ✔✔Decision making based on logic and sound arguments. This
type of processing is often used by experts but is less common in general than
peripheral processing.
✔✔Change Management - ✔✔The application of tools, processes, skills, and principles
to transition people from one way of working to another.
✔✔Color - ✔✔A technique used for emphasis, color may be applied throughout the
proposal to headings, callouts, sections, tabs, and anywhere else the solicitation
instructions allow. Use of color can enhance readability and draw reader's attention to
specific content.
✔✔Community of Practice (CoP) - ✔✔Networks of people who work on similar
processes or in similar disciplines and who come together to develop and share their
knowledge in that field for the benefit of themselves and their organization.
✔✔Competitor Review - ✔✔An assessment and analysis of competitors' likely
strategies and solutions. People who are independent of the opportunity planning team
and are experts on the customer and competitors conduct this review.
✔✔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.
✔✔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).
✔✔Content Plan - ✔✔A guide and framework for addressing requirements, detailing win
strategy and themes, and meeting page allocation requirements.
✔✔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.
✔✔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.
✔✔Customer - ✔✔An existing or potential buyer of products or services. Customers
who have not yet made a purchase are sometimes called "prospects".
, ✔✔Customer Budget - ✔✔The amount of funding available to procure the products or
services defined by the RFP.
✔✔Customer Debrief - ✔✔A meeting with the customer after an award to obtain
feedback on how your proposal scored in the evaluation.
✔✔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.
✔✔Customer Motivators - ✔✔A subset of issues that relate to the fundamental reasons
behind the customers need to make a purchase.
✔✔Customer Positioning - ✔✔An organization's position from the perspective of a
customer.
✔✔Customer Profile - ✔✔A maintained record of the characteristics of the customer.
The profile is used from bid to bid and provides useful background information.
✔✔Customer Relationship Management (CRM) - ✔✔The process of managing all
aspects of your relationship with your customers, so they will know, like, and trust you
and eventually select you over your competitors.
✔✔Customer Requirements - ✔✔The attributes and specifications of a product or
service as determined by the customer.
✔✔Daily Stand-Up Review - ✔✔A short meeting held at the same time every day during
the proposal development phase. Its purpose is to keep the team focused on near-term
tasks.
✔✔Data Call - ✔✔Requests to members of your company and teaming partner for data
to be used to build proof points and answer specific financial, demographic, and
experience-related questions.
✔✔Delivery - ✔✔The process of implementing the delivery of the negotiated solution to
the customer and maintenance of an ongoing relationship with the customer.
✔✔Delivery Risk - ✔✔A customer's assessment of the likelihood that you can fully
deliver the solution in your proposal at the stated price and according to the stated
schedule.
✔✔Differentiator - ✔✔A feature of your offer that differs from the competition but does
not necessarily matter to the customer.
