APMP Study Set - Ultimate Guide With Complete
Solutions
Action Captions Correct Answer - good captions interpret,
inform, and persuade
Three parts of action captions Correct Answer - figure number,
title, and caption
Annex Correct Answer - section added to a document
addendum - similar to an addendum
Appendix Correct Answer - Additional or supplemental
material added at the end of a document,
Tends to be self- contained document on a defined topic
Attachment Correct Answer - Anything added or attached
Data additions to the proposal, such as company annual reports,
marketing brochures, etc.
BD-CMM Correct Answer - Business Development Capability
Maturity Model - a basis and framework for process design and
improvement. This will increase your ability to effectively and
efficiently win new business using the model's defined criteria.
Bid decisions Correct Answer - are aimed at eliminating
opportunities or sales leads that you have a low probability of
winning, greater focus on opportunities that can be won.
bid decisions - 3 milestones Correct Answer - pursuit, bid and
bid validation
, Capture planning Correct Answer - the process of identifying
opportunities, assesing the environment, and implmeneting winning
strategies oriented toward capturing a specific business
opportunity.
Requires a written, action-oriented caption plan.
Choosing correct words - common word problems Correct Answer
- wordy phrases, incorrect words, and words with more than one
meaning
Cliches Correct Answer - are worn-out phrases or words that
are no longer effective. Avoid them.
compliance and responsiveness Correct Answer - Compliance
means strict adherence to the bid request, both in submittal
instructions and requirements. (followed the requested format,
answered all questions, completed all forms and submitted to the
right person)
Compliance means the "question is answered."
Responsiveness means addressing the prospects underlying needs.
Proposals can be compliant but not responsive.
Responsive means "they know what my issue is."
Cover Letters - 4 keys Correct Answer - 1. cite your key
discriminator
2. signed by highest ranking person who touched it
3. include two or three reasons why they should select your offer
4. Close with paragraph that includes project name, rfp number,
contact person and number, cites terms - how long valid
customer focus - ways to increase Correct Answer - *especially
important in the executive summary
Solutions
Action Captions Correct Answer - good captions interpret,
inform, and persuade
Three parts of action captions Correct Answer - figure number,
title, and caption
Annex Correct Answer - section added to a document
addendum - similar to an addendum
Appendix Correct Answer - Additional or supplemental
material added at the end of a document,
Tends to be self- contained document on a defined topic
Attachment Correct Answer - Anything added or attached
Data additions to the proposal, such as company annual reports,
marketing brochures, etc.
BD-CMM Correct Answer - Business Development Capability
Maturity Model - a basis and framework for process design and
improvement. This will increase your ability to effectively and
efficiently win new business using the model's defined criteria.
Bid decisions Correct Answer - are aimed at eliminating
opportunities or sales leads that you have a low probability of
winning, greater focus on opportunities that can be won.
bid decisions - 3 milestones Correct Answer - pursuit, bid and
bid validation
, Capture planning Correct Answer - the process of identifying
opportunities, assesing the environment, and implmeneting winning
strategies oriented toward capturing a specific business
opportunity.
Requires a written, action-oriented caption plan.
Choosing correct words - common word problems Correct Answer
- wordy phrases, incorrect words, and words with more than one
meaning
Cliches Correct Answer - are worn-out phrases or words that
are no longer effective. Avoid them.
compliance and responsiveness Correct Answer - Compliance
means strict adherence to the bid request, both in submittal
instructions and requirements. (followed the requested format,
answered all questions, completed all forms and submitted to the
right person)
Compliance means the "question is answered."
Responsiveness means addressing the prospects underlying needs.
Proposals can be compliant but not responsive.
Responsive means "they know what my issue is."
Cover Letters - 4 keys Correct Answer - 1. cite your key
discriminator
2. signed by highest ranking person who touched it
3. include two or three reasons why they should select your offer
4. Close with paragraph that includes project name, rfp number,
contact person and number, cites terms - how long valid
customer focus - ways to increase Correct Answer - *especially
important in the executive summary
