APMP Foundational Exam UPDATED
ACTUAL Questions and CORRECT
Answers
During the opportunity planning phase before kick off meeting - CORRECT ANSWER -
When should the first draft of the executive summary be written?
Opportunity/Capture Manager or salesperson who has an established relationship with the
customer - CORRECT ANSWER - Who is typically responsible for writing the executive
summary?
The customer's nontechnical, senior-level decisionmakers - CORRECT ANSWER - Who
should the executive summary be aimed towards?
The highest level person possible - CORRECT ANSWER - Who typically
reviews/approves the executive summary draft?
Process for analyzing competitor and customer data to identify how to package and price a
winning offer to a customer - CORRECT ANSWER - Price-to-Win
Early in the opportunity stage - CORRECT ANSWER - When should the price to win
process begin?
Independent, comprehensive competitive analysis research - CORRECT ANSWER - What
is price to win based on?
Total range of expenses the offeror expects to spend to deliver the requirements - CORRECT
ANSWER - Price to win cost
Monetary payment for the offeror to deliver the requirements - CORRECT ANSWER -
Price to win price
,Custom built spreadsheets - CORRECT ANSWER - What are the most useful tools for
price to win analyses?
Uses customer's historical award and budget information to predict where they will likely make
awards and where competitors tend to receive them - CORRECT ANSWER - Top-down
analysis
Develops pricing based on detailed evaluations of the competitor solution's cost and identified
strategies - CORRECT ANSWER - Bottom-up analysis
Early in the opportunity process before the RFP is released - CORRECT ANSWER -
When should top-down analyses be conducted?
As soon as final customer requirements and evaluation processes are known; refined further once
final RFP is released - CORRECT ANSWER - When should bottom-up analyses be
conducted?
People, especially those in your own organization - CORRECT ANSWER - What are the
best intelligence sources for obtaining customer intelligence in the PTW process?
It helps establish what your competitors' bid and actual award prices would be based on prior
similar contracts - CORRECT ANSWER - Why is competitive analysis vital to
determining a PTW range?
- Your historical cost data
- Your competitive position
- Your pricing differentiators
- Your internal risk (top 2 or 3 areas) - CORRECT ANSWER - What information should
be researched for consideration in the PTW?
, Value to the customer--the benefits customers will gain for the price they pay - CORRECT
ANSWER - What should pricing be focused on?
Remove nonessential features that add to the cost without adding equal value - CORRECT
ANSWER - How should pricing be written in the PTW for budget-limited customers?
Compliance = meeting requirements stated in the solicitation
Responsiveness = addressing customer goals/concerns/issues/values not addressed in the
solicitation - CORRECT ANSWER - Compliance vs Responsiveness
Prior to RFP release, early in the business development process and continually through -
CORRECT ANSWER - When should you begin collecting customer intelligence to
cultivate responsiveness?
They identify where in a proposal you have addressed the solicitation requirements - CORRECT
ANSWER - Why are response matrices important to submit with a proposal?
Customer benefits before solution features; features are only effective if they offer a true benefit
to the customer - CORRECT ANSWER - Does an effective proposal present customer
benefits before solution features or solution features before customer benefits?
Sales/opportunity planning - CORRECT ANSWER - What part of the proposal process
does customer and competitive intelligence gathering take place?
The sales/opportunity planning team - CORRECT ANSWER - Who is responsible for
gathering customer and competitive intelligence?
In the cover letter or first-page introduction - CORRECT ANSWER - Where should the
executive summary go if customer instructions do not allow for one?
ACTUAL Questions and CORRECT
Answers
During the opportunity planning phase before kick off meeting - CORRECT ANSWER -
When should the first draft of the executive summary be written?
Opportunity/Capture Manager or salesperson who has an established relationship with the
customer - CORRECT ANSWER - Who is typically responsible for writing the executive
summary?
The customer's nontechnical, senior-level decisionmakers - CORRECT ANSWER - Who
should the executive summary be aimed towards?
The highest level person possible - CORRECT ANSWER - Who typically
reviews/approves the executive summary draft?
Process for analyzing competitor and customer data to identify how to package and price a
winning offer to a customer - CORRECT ANSWER - Price-to-Win
Early in the opportunity stage - CORRECT ANSWER - When should the price to win
process begin?
Independent, comprehensive competitive analysis research - CORRECT ANSWER - What
is price to win based on?
Total range of expenses the offeror expects to spend to deliver the requirements - CORRECT
ANSWER - Price to win cost
Monetary payment for the offeror to deliver the requirements - CORRECT ANSWER -
Price to win price
,Custom built spreadsheets - CORRECT ANSWER - What are the most useful tools for
price to win analyses?
Uses customer's historical award and budget information to predict where they will likely make
awards and where competitors tend to receive them - CORRECT ANSWER - Top-down
analysis
Develops pricing based on detailed evaluations of the competitor solution's cost and identified
strategies - CORRECT ANSWER - Bottom-up analysis
Early in the opportunity process before the RFP is released - CORRECT ANSWER -
When should top-down analyses be conducted?
As soon as final customer requirements and evaluation processes are known; refined further once
final RFP is released - CORRECT ANSWER - When should bottom-up analyses be
conducted?
People, especially those in your own organization - CORRECT ANSWER - What are the
best intelligence sources for obtaining customer intelligence in the PTW process?
It helps establish what your competitors' bid and actual award prices would be based on prior
similar contracts - CORRECT ANSWER - Why is competitive analysis vital to
determining a PTW range?
- Your historical cost data
- Your competitive position
- Your pricing differentiators
- Your internal risk (top 2 or 3 areas) - CORRECT ANSWER - What information should
be researched for consideration in the PTW?
, Value to the customer--the benefits customers will gain for the price they pay - CORRECT
ANSWER - What should pricing be focused on?
Remove nonessential features that add to the cost without adding equal value - CORRECT
ANSWER - How should pricing be written in the PTW for budget-limited customers?
Compliance = meeting requirements stated in the solicitation
Responsiveness = addressing customer goals/concerns/issues/values not addressed in the
solicitation - CORRECT ANSWER - Compliance vs Responsiveness
Prior to RFP release, early in the business development process and continually through -
CORRECT ANSWER - When should you begin collecting customer intelligence to
cultivate responsiveness?
They identify where in a proposal you have addressed the solicitation requirements - CORRECT
ANSWER - Why are response matrices important to submit with a proposal?
Customer benefits before solution features; features are only effective if they offer a true benefit
to the customer - CORRECT ANSWER - Does an effective proposal present customer
benefits before solution features or solution features before customer benefits?
Sales/opportunity planning - CORRECT ANSWER - What part of the proposal process
does customer and competitive intelligence gathering take place?
The sales/opportunity planning team - CORRECT ANSWER - Who is responsible for
gathering customer and competitive intelligence?
In the cover letter or first-page introduction - CORRECT ANSWER - Where should the
executive summary go if customer instructions do not allow for one?
