APMP Foundation-Level Certification
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 - answerD. Continuously
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 - answerA. Optimum win rate is not realized
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 - answerB. Shows start and end points clearly, allocates roles and
breaks complex tasks down into stages, showing gate decisions and review points
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 - answerD. Quantified savings in reduced
delivery time
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) - answerA. Memorandum of Understanding (MOU)
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 - answerD. The salesperson or
opportunity/capture manager
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 - answerB.
After the kickoff meeting but before section writing begins
Which of the following sources would you use to identify customer requirements?
A. The customer's RFP
B. The opportunity/capture plan
C. Notes from your meetings with the customer
D. All of the above - answerD. All of the above
If an RFP states, "The remote module shall be designed to meet current ISO
standards," and the proposal response reads, "The remote module will meet and
exceed ISO standards by the time it is implemented," which of the following describes
the response?
A. Compliant
B. Responsive
C. Compliant and responsive
D. Neither compliant nor responsive - answerA. Compliant
At what point in the response timeframe should the kickoff be planned?
A. Immediately— get all the team members engaged as quickly as possible, giving them
the maximum time to work on their sections
B. About 15 percent into the effort to allow document preparation and planning to occur
C. About 25 percent into the effort allowing complete planning and logistics to be put in
place
D. Kickoff meetings are optional depending on the effort If they can be planned, great,
but they are not mandatory - answerB. About 15 percent into the effort to allow
document preparation and planning to occur
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 - answerD. Continuously
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 - answerA. Optimum win rate is not realized
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 - answerB. Shows start and end points clearly, allocates roles and
breaks complex tasks down into stages, showing gate decisions and review points
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 - answerD. Quantified savings in reduced
delivery time
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) - answerA. Memorandum of Understanding (MOU)
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 - answerD. The salesperson or
opportunity/capture manager
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 - answerB.
After the kickoff meeting but before section writing begins
Which of the following sources would you use to identify customer requirements?
A. The customer's RFP
B. The opportunity/capture plan
C. Notes from your meetings with the customer
D. All of the above - answerD. All of the above
If an RFP states, "The remote module shall be designed to meet current ISO
standards," and the proposal response reads, "The remote module will meet and
exceed ISO standards by the time it is implemented," which of the following describes
the response?
A. Compliant
B. Responsive
C. Compliant and responsive
D. Neither compliant nor responsive - answerA. Compliant
At what point in the response timeframe should the kickoff be planned?
A. Immediately— get all the team members engaged as quickly as possible, giving them
the maximum time to work on their sections
B. About 15 percent into the effort to allow document preparation and planning to occur
C. About 25 percent into the effort allowing complete planning and logistics to be put in
place
D. Kickoff meetings are optional depending on the effort If they can be planned, great,
but they are not mandatory - answerB. About 15 percent into the effort to allow
document preparation and planning to occur
