APMP Foundation Exam Questions and Verified Solutions

APMP Foundation Exam Questions and Verified Solutions During the opportunity planning phase before kick off meeting - Answer -When should the first draft of the executive summary be written? Opportunity/Capture Manager or salesperson who has an established relationship with the customer - Answer -Who is typically responsible for writing the executive summary? The customer's nontechnical, senior-level decisionmakers - Answer -Who should the executive summary be aimed towards? The highest level person possible - Answer -Who typically reviews/approves the executive summary draft? Process for analyzing competitor and customer data to identify how to package and price a winning offer to a customer - Answer -Price-to-Win Early in the opportunity stage - Answer -When should the price to win process begin? Independent, comprehensive competitive analysis research - Answer -What is price to win based on? Total range of expenses the offeror expects to spend to deliver the requirements - Answer -Price to win cost Monetary payment for the offeror to deliver the requirements - Answer -Price to win price Custom built spreadsheets - Answer -What are the most useful tools for price to win analyses? Uses customer's historical award and budget information to predict where they will likely make awards and where competitors tend to receive them - Answer -Top-down analysis Develops pricing based on detailed evaluations of the competitor solution's cost and identified strategies - Answer -Bottom-up analysis Early in the opportunity process before the RFP is released - Answer -When should top-down analyses be conducted? As soon as final customer requirements and evaluation processes are known; refined further once final RFP is released - Answer -When should bottom-up analyses be conducted? People, especially those in your own organization - Answer -What are the best intelligence sources for obtaining customer intelligence in the PTW process?It helps establish what your competitors' bid and actual award prices would be based on prior similar contracts - Answer -Why is competitive analysis vital to determining a PTW range? - Your historical cost data - Your competitive position - Your pricing differentiators - Your internal risk (top 2 or 3 areas) - Answer -What information should be researched for consideration in the PTW? Value to the customer--the benefits customers will gain for the price they pay - Answer -What should pricing be focused on? Remove nonessential features that add to the cost without adding equal value - Answer -How should pricing be written in the PTW for budget-limited customers? Compliance = meeting requirements stated in the solicitatio