APMP Foundation Certification Exam Questions &
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Terms in this set (212)
The ongoing activity that defines and qualifies target
Market Identification
markets for pursuing business.
A documented plan that is developed during the
opportunity planning phase to identify actions and
Opportunity Plan
strategies to position your customer to be the
customer's preferred bidder.
A process for analyzing competitive and customer
Price-to-Win data to identify how to package and price a winning
offer to a customer.
The analysis performed by organizations to address
competitive positioning and identify the outcomes
SWOT needed to develop a compelling proposal response
that wins the business. It emphasizes the internal
environment.
Results from a feature of an offer that resolves a
Benefit customer issue and demonstrates the value the
customer can achieve from resolving the issue.
Communication to eliminate minor irregularities or
Clarification
apparent clerical mistakes in an RFP or in a proposal.
, A list of specific customer requirements, often
splitting complex, multi-part requirements into sub-
Compliance Matrix requirements. It helps proposal managers and internal
reviewers verify that the proposal meets all the
requirements.
Compliance is the act of meeting stated requirements.
Responsiveness goes beyond compliance and
Compliant versus
addresses customer goals, underlying concerns, and
Responsiveness
key issues and values that might not be spelled out in
the solicitation.
A customer-focused bid clearly addresses the
problem the customer has agreed they are trying to
Customer Focus
solve and demonstrates how your solution meets their
goals.
Customer concerns that the offer will resolve. Issues
Customer Issues may be the business outcomes the customer is trying
to achieve.
Customer Requirements The attributes and specifications of a product or
Feature service as determined by the customer.
Singularly important issues or sets of issues that are
likely to drive decisions, usually associated with
customer buying decisions. Hot button issues are
Hot Buttons items that the customer repeatedly discusses and
often are problems with a system, software, process,
or resources inhibiting the success of the customer's
organization.
A bid or proposal that does not meet the customer's
Non-Compliant Bids
requirements.
Written objection by an interested party to a
Protest solicitation, cancellation of a solicitation, contract
award, or termination of a contract award.
Answers, Well Elaborated | Already Verified Test
|100% Verified solutions | Latest!!
Save
Terms in this set (212)
The ongoing activity that defines and qualifies target
Market Identification
markets for pursuing business.
A documented plan that is developed during the
opportunity planning phase to identify actions and
Opportunity Plan
strategies to position your customer to be the
customer's preferred bidder.
A process for analyzing competitive and customer
Price-to-Win data to identify how to package and price a winning
offer to a customer.
The analysis performed by organizations to address
competitive positioning and identify the outcomes
SWOT needed to develop a compelling proposal response
that wins the business. It emphasizes the internal
environment.
Results from a feature of an offer that resolves a
Benefit customer issue and demonstrates the value the
customer can achieve from resolving the issue.
Communication to eliminate minor irregularities or
Clarification
apparent clerical mistakes in an RFP or in a proposal.
, A list of specific customer requirements, often
splitting complex, multi-part requirements into sub-
Compliance Matrix requirements. It helps proposal managers and internal
reviewers verify that the proposal meets all the
requirements.
Compliance is the act of meeting stated requirements.
Responsiveness goes beyond compliance and
Compliant versus
addresses customer goals, underlying concerns, and
Responsiveness
key issues and values that might not be spelled out in
the solicitation.
A customer-focused bid clearly addresses the
problem the customer has agreed they are trying to
Customer Focus
solve and demonstrates how your solution meets their
goals.
Customer concerns that the offer will resolve. Issues
Customer Issues may be the business outcomes the customer is trying
to achieve.
Customer Requirements The attributes and specifications of a product or
Feature service as determined by the customer.
Singularly important issues or sets of issues that are
likely to drive decisions, usually associated with
customer buying decisions. Hot button issues are
Hot Buttons items that the customer repeatedly discusses and
often are problems with a system, software, process,
or resources inhibiting the success of the customer's
organization.
A bid or proposal that does not meet the customer's
Non-Compliant Bids
requirements.
Written objection by an interested party to a
Protest solicitation, cancellation of a solicitation, contract
award, or termination of a contract award.
