APMP FOUNDATION EXAMS COMPREHENSIVE
SCRIPT QUESTIONS AND ANSWERS SURE A+
✔✔Opportunity Planning - ✔✔The process of preparing a plan specific to an opportunity
and identifying actions and strategies to position your organization to be the customer's
preferred bidder.
✔✔Opportunity Qualification - ✔✔The process of researching specific opportunities to
determine if they match your organization's interests, capabilities, and resources
available to bid on and implement.
✔✔Opportunity Qualification Decision - ✔✔An early milestone to determine whether an
opportunity matches your organization's basic interests and is worth the additional
resources required to do a more detailed assessment.
✔✔Opportunity Rate - ✔✔The ratio of the value of opportunities won to the value of
opportunities submitted, expressed as a percentage.
✔✔Opportunity Strategy - ✔✔The collection of tactical strategies and actions that are
developed following the pursuit decision and documented in the opportunity plan to win
a specific defined opportunity.
, ✔✔Organizational Culture - ✔✔The specific collection of values and norms shared by
individuals and groups in an organization that controls the way they interact with one
another and with people outside the organization.
✔✔Page-Column Format (One Versus Two) - ✔✔Documents can be formatted in single
or multiple columns. Page format affects the readability and accessibility of proposal
information.
✔✔Partner - ✔✔Another company or organization with whom you have a formal
agreement to jointly participate in a specific opportunity. Entering into a partnership with
another entity can expand your organization's ability to bid on and win business.
✔✔Past Performance - ✔✔A favorable impact, results, or solution to a similar
customer's issues.
✔✔Peer Review - ✔✔The evaluation of proposal-related information or documents by
another Proposal or Bid Manager to enhance the quality of work.
✔✔Performance Risk - ✔✔Risk associated with the probability that an offeror will
successfully perform on the contract they are bidding on based on their record of past
performance on similar contracts.
✔✔Peripheral Processing - ✔✔Decision making using heuristics and mental shortcuts
that may or may not be accurate. Research has found that this type of processing more
commonly used than central processing.
✔✔Persuasive Writing - ✔✔Writing structure and techniques used to influence
prospective buyers to accept your products and services.
✔✔Pre-Qualification Questionnaire (PQQ) - ✔✔A customer document used at an early
stage of a procurement to create a list of viable bidders who will later be invited to
tender an offer or respond to an RFP.
✔✔Price - ✔✔The price is the amount you charge your customer for a product or
service in a bid.
✔✔Pricing Strategy - ✔✔Differentiating value and price such that the customer
perceives the value of your proposal to them to be greater than the price you are
charging. In competitive situations, the winning offer will generally have the greatest
differential between value and price.
✔✔Pricing, Bottom-Up - ✔✔A pricing approach that approximates the size (duration and
cost) and risk of a project by:
--breaking it down into its smallest work components
--Estimating the effort, duration, and cost of each component
SCRIPT QUESTIONS AND ANSWERS SURE A+
✔✔Opportunity Planning - ✔✔The process of preparing a plan specific to an opportunity
and identifying actions and strategies to position your organization to be the customer's
preferred bidder.
✔✔Opportunity Qualification - ✔✔The process of researching specific opportunities to
determine if they match your organization's interests, capabilities, and resources
available to bid on and implement.
✔✔Opportunity Qualification Decision - ✔✔An early milestone to determine whether an
opportunity matches your organization's basic interests and is worth the additional
resources required to do a more detailed assessment.
✔✔Opportunity Rate - ✔✔The ratio of the value of opportunities won to the value of
opportunities submitted, expressed as a percentage.
✔✔Opportunity Strategy - ✔✔The collection of tactical strategies and actions that are
developed following the pursuit decision and documented in the opportunity plan to win
a specific defined opportunity.
, ✔✔Organizational Culture - ✔✔The specific collection of values and norms shared by
individuals and groups in an organization that controls the way they interact with one
another and with people outside the organization.
✔✔Page-Column Format (One Versus Two) - ✔✔Documents can be formatted in single
or multiple columns. Page format affects the readability and accessibility of proposal
information.
✔✔Partner - ✔✔Another company or organization with whom you have a formal
agreement to jointly participate in a specific opportunity. Entering into a partnership with
another entity can expand your organization's ability to bid on and win business.
✔✔Past Performance - ✔✔A favorable impact, results, or solution to a similar
customer's issues.
✔✔Peer Review - ✔✔The evaluation of proposal-related information or documents by
another Proposal or Bid Manager to enhance the quality of work.
✔✔Performance Risk - ✔✔Risk associated with the probability that an offeror will
successfully perform on the contract they are bidding on based on their record of past
performance on similar contracts.
✔✔Peripheral Processing - ✔✔Decision making using heuristics and mental shortcuts
that may or may not be accurate. Research has found that this type of processing more
commonly used than central processing.
✔✔Persuasive Writing - ✔✔Writing structure and techniques used to influence
prospective buyers to accept your products and services.
✔✔Pre-Qualification Questionnaire (PQQ) - ✔✔A customer document used at an early
stage of a procurement to create a list of viable bidders who will later be invited to
tender an offer or respond to an RFP.
✔✔Price - ✔✔The price is the amount you charge your customer for a product or
service in a bid.
✔✔Pricing Strategy - ✔✔Differentiating value and price such that the customer
perceives the value of your proposal to them to be greater than the price you are
charging. In competitive situations, the winning offer will generally have the greatest
differential between value and price.
✔✔Pricing, Bottom-Up - ✔✔A pricing approach that approximates the size (duration and
cost) and risk of a project by:
--breaking it down into its smallest work components
--Estimating the effort, duration, and cost of each component
