APMP Foundation Certification Exam | 212 Questions and Answers(A+ Solution guide)

Market Identification - The ongoing activity that defines and qualifies target markets for pursuing business. Opportunity Plan - A documented plan that is developed during the opportunity planning phase to identify actions and strategies to position your customer to be the customer's preferred bidder. Price-to-Win - A process for analyzing competitive and customer data to identify how to package and price a winning offer to a customer. SWOT - The analysis performed by organizations to address competitive positioning and identify the outcomes needed to develop a compelling proposal response that wins the business. It emphasizes the internal environment. Benefit - Results from a feature of an offer that resolves a customer issue and demonstrates the value the customer can achieve from resolving the issue. Clarification - Communication to eliminate minor irregularities or apparent clerical mistakes in an RFP or in a proposal. Compliance Matrix - A list of specific customer requirements, often splitting complex, multi-part requirements into sub-requirements. It helps proposal managers and internal reviewers verify that the proposal meets all the requirements. Compliant versus Responsiveness - Compliance is the act of meeting stated requirements. Responsiveness goes beyond compliance and addresses customer goals, underlying concerns, and key issues and values that might not be spelled out in the solicitation. Customer Focus - A customer-focused bid clearly addresses the problem the customer has agreed they are trying to solve and demonstrates how your solution meets their goals.Customer Issues - Customer concerns that the offer will resolve. Issues may be the business outcomes the customer is trying to achieve.