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SMPS CPSM - Domain 3 Terms Questions with Answers
(100% Correct Answers)
Business Development Answer: The gathering and compilation of
client and pursuit knowledge in advance of an RFP through direct
interaction with the client
Seller-Doer Model Answer: Firm assigns a technical professional -
generally a firm principal - responsibility for making the sale and
performing the work
Marketing/BD Model Answer: Firm hires focused marketers and
business developers who concentrate on securing new work
Capture Plan Answer: Action plan specifically focused on winning
over and securing work from a particular client
Differentiation Answer: Ways in which a product, service, or firm is
different from its competitors
Competitor Analysis Answer: In-depth description of the competitor's
background, finances, products, markets, facilities, personnel, and
strategies
© 2025 All rights reserved
, 2
Competitive Analysis Answer: In-depth description of the distinctive
position a firm holds against its competitors
DIK Continuum (Data, Information, Analysis) Answer: Series of steps
that describes how wisdom is acquired through the collection and
analysis of data
Strategic Partner Answer: Firm with whom another firm agrees to
work for a specified amount of time and to the mutual benefit of both
parties
Supply Chain Answer: All the entities that provide you or your clients
with the goods or services necessary for the successful completion of
the project
Integration Sequence Answer: All entities that contribute to the success
of a firm's projects either vertically (upstream or downstream) or
horizontally (complement the firm's service at a particular stage of
development)
Association Answer: Informal agreement/arrangement between firms
to provide A/E/C services, usually for one specific project or client
© 2025 All rights reserved
SMPS CPSM - Domain 3 Terms Questions with Answers
(100% Correct Answers)
Business Development Answer: The gathering and compilation of
client and pursuit knowledge in advance of an RFP through direct
interaction with the client
Seller-Doer Model Answer: Firm assigns a technical professional -
generally a firm principal - responsibility for making the sale and
performing the work
Marketing/BD Model Answer: Firm hires focused marketers and
business developers who concentrate on securing new work
Capture Plan Answer: Action plan specifically focused on winning
over and securing work from a particular client
Differentiation Answer: Ways in which a product, service, or firm is
different from its competitors
Competitor Analysis Answer: In-depth description of the competitor's
background, finances, products, markets, facilities, personnel, and
strategies
© 2025 All rights reserved
, 2
Competitive Analysis Answer: In-depth description of the distinctive
position a firm holds against its competitors
DIK Continuum (Data, Information, Analysis) Answer: Series of steps
that describes how wisdom is acquired through the collection and
analysis of data
Strategic Partner Answer: Firm with whom another firm agrees to
work for a specified amount of time and to the mutual benefit of both
parties
Supply Chain Answer: All the entities that provide you or your clients
with the goods or services necessary for the successful completion of
the project
Integration Sequence Answer: All entities that contribute to the success
of a firm's projects either vertically (upstream or downstream) or
horizontally (complement the firm's service at a particular stage of
development)
Association Answer: Informal agreement/arrangement between firms
to provide A/E/C services, usually for one specific project or client
© 2025 All rights reserved
