APMP FOUNDATION EVALUATION EXAM 2026
QUESTIONS AND ANSWERS SCORED A+
✔✔Q.11 As the kick-off meeting organizer, which of the following would you NOT do?
Invite Final Document Reviewers
Develop Content Plan during the kick-off meeting
Present action plan for proposal process
Present competition overview - ✔✔Develop Content Plan during the kick-off meeting
✔✔Q.12 Which of the following is TRUE for kick-off meetings?
Never invite a top management member. It is too early.
Never invite production specialists. It is too early.
Never invite graphics designer.
Provide relevant RFP sections to meeting participants in advance, if helpful. -
✔✔Provide relevant RFP sections to meeting participants in advance, if helpful.
✔✔Q.13 Which data does a proposal manager require for a qualification meeting?
Customer details and requirements, win strategy, cost of winning the business, degree
of risk, competition details and offerings, capabilities of our organization to meet
requirements, proposal templates
Win strategy, cost of winning the business, degree of risk, complete kick-off package,
capabilities of our organization to meet requirements
Customer details and requirements, competition details and offerings, capabilities of our
organization to meet requirements, cost of winning the business, win strategy, degree of
risk
RFP, recent proposals, competition details and offerings - ✔✔Customer details and
requirements, competition details and offerings, capabilities of our organisation to meet
requirements, cost of winning the business, win strategy, degree of risk
✔✔Q.14 Which of the following formulas is correct for developing the winning price?
Customer's perceived value > customer budget > target price
,Customer budget < budget price > customer's perceived value
Customer's perceived value = budget > target price > target cost
Customer's perceived value > cost > budget - ✔✔Customer's perceived value >
customer budget > target price
✔✔Q.15 Which document is part of the critical set of materials that should be shared
with all participants of a kick-off meeting?
Requirements checklist
Customer information
Competitor information
all of the above - ✔✔all of the above
✔✔Q.16 A proper (customer) business case should NOT necessarily include:
List of features
Benefits
Cash Flow
Assumptions - ✔✔List of features
✔✔Q.17 What is NOT seen as a proper method to determining a winning price?
Adapting the price from last year's proposal
Bottom-up and top-down calculation
Expert judgment
Competitive analysis (market price) - ✔✔Adapting the price from last year's proposal
✔✔Q.18 Which of the following statements is WRONG?
A Value Proposition should...
Include your solution (enabler, technology, service etc.)
Include the timing (by when)
, Include the improvement for the customer
None of the above - ✔✔None of the above
✔✔Q.19 Which of the following is a necessary condition for a proper teaming
agreement?
Confidentiality agreement (signed before disclosing information)
Long history of co-operation
Friendship with the key representatives of teaming partner
Similar Corporate Identity (CI) - ✔✔Confidentiality agreement (signed before disclosing
information)
✔✔Q.20 You should select teaming partners
to complement our own strengths and weaknesses
with unique capabilities and/or discriminators that help us win
to reduce the competition
All of the above - ✔✔All of the above
✔✔Q.21 Appropriate sources to assess customer's perception of you and your
competition are:
The customer, suppliers, teaming partners, ex customer staff, consultants
The customer, suppliers, teaming partners, Wikileaks, consultants
The customer, teaming partners, customer's annual reports, ex customer staff,
consultants
An oracle - ✔✔The customer, suppliers, teaming partners, ex customer staff,
consultants
✔✔Q.22 Which of these statements is correct? Proposal Strategy Statements say...
WHAT you are going to do in the proposal, and HOW you are going to do it in the
proposal
WHAT you are going to do in the proposal, and WHY you are going to do it
QUESTIONS AND ANSWERS SCORED A+
✔✔Q.11 As the kick-off meeting organizer, which of the following would you NOT do?
Invite Final Document Reviewers
Develop Content Plan during the kick-off meeting
Present action plan for proposal process
Present competition overview - ✔✔Develop Content Plan during the kick-off meeting
✔✔Q.12 Which of the following is TRUE for kick-off meetings?
Never invite a top management member. It is too early.
Never invite production specialists. It is too early.
Never invite graphics designer.
Provide relevant RFP sections to meeting participants in advance, if helpful. -
✔✔Provide relevant RFP sections to meeting participants in advance, if helpful.
✔✔Q.13 Which data does a proposal manager require for a qualification meeting?
Customer details and requirements, win strategy, cost of winning the business, degree
of risk, competition details and offerings, capabilities of our organization to meet
requirements, proposal templates
Win strategy, cost of winning the business, degree of risk, complete kick-off package,
capabilities of our organization to meet requirements
Customer details and requirements, competition details and offerings, capabilities of our
organization to meet requirements, cost of winning the business, win strategy, degree of
risk
RFP, recent proposals, competition details and offerings - ✔✔Customer details and
requirements, competition details and offerings, capabilities of our organisation to meet
requirements, cost of winning the business, win strategy, degree of risk
✔✔Q.14 Which of the following formulas is correct for developing the winning price?
Customer's perceived value > customer budget > target price
,Customer budget < budget price > customer's perceived value
Customer's perceived value = budget > target price > target cost
Customer's perceived value > cost > budget - ✔✔Customer's perceived value >
customer budget > target price
✔✔Q.15 Which document is part of the critical set of materials that should be shared
with all participants of a kick-off meeting?
Requirements checklist
Customer information
Competitor information
all of the above - ✔✔all of the above
✔✔Q.16 A proper (customer) business case should NOT necessarily include:
List of features
Benefits
Cash Flow
Assumptions - ✔✔List of features
✔✔Q.17 What is NOT seen as a proper method to determining a winning price?
Adapting the price from last year's proposal
Bottom-up and top-down calculation
Expert judgment
Competitive analysis (market price) - ✔✔Adapting the price from last year's proposal
✔✔Q.18 Which of the following statements is WRONG?
A Value Proposition should...
Include your solution (enabler, technology, service etc.)
Include the timing (by when)
, Include the improvement for the customer
None of the above - ✔✔None of the above
✔✔Q.19 Which of the following is a necessary condition for a proper teaming
agreement?
Confidentiality agreement (signed before disclosing information)
Long history of co-operation
Friendship with the key representatives of teaming partner
Similar Corporate Identity (CI) - ✔✔Confidentiality agreement (signed before disclosing
information)
✔✔Q.20 You should select teaming partners
to complement our own strengths and weaknesses
with unique capabilities and/or discriminators that help us win
to reduce the competition
All of the above - ✔✔All of the above
✔✔Q.21 Appropriate sources to assess customer's perception of you and your
competition are:
The customer, suppliers, teaming partners, ex customer staff, consultants
The customer, suppliers, teaming partners, Wikileaks, consultants
The customer, teaming partners, customer's annual reports, ex customer staff,
consultants
An oracle - ✔✔The customer, suppliers, teaming partners, ex customer staff,
consultants
✔✔Q.22 Which of these statements is correct? Proposal Strategy Statements say...
WHAT you are going to do in the proposal, and HOW you are going to do it in the
proposal
WHAT you are going to do in the proposal, and WHY you are going to do it
