APMP Study Set with complete solutions
Action Captions - Answer -good captions interpret, inform, and persuade
Three parts of action captions - Answer -figure number, title, and caption
Annex - Answer -section added to a document addendum - similar to an addendum
Appendix - Answer -Additional or supplemental material added at the end of a document,
Tends to be self- contained document on a defined topic
Attachment - Answer -Anything added or attached
Data additions to the proposal, such as company annual reports, marketing brochures, etc.
BD-CMM - Answer -Business Development Capability Maturity Model - a basis and framework for process design and improvement. This will increase your ability to effectively and efficiently win new business using the model's defined criteria.
Bid decisions - Answer -are aimed at eliminating opportunities or sales leads that you have a low probability of winning, greater focus on opportunities that can be won.
bid decisions - 3 milestones - Answer -pursuit, bid and bid validation
Capture planning - Answer -the process of identifying opportunities, assesing the environment, and implmeneting winning strategies oriented toward capturing a specific business opportunity. Requires a written, action-oriented caption plan.
Choosing correct words - common word problems - Answer -wordy phrases, incorrect words, and words with more than one meaning
Cliches - Answer -are worn-out phrases or words that are no longer effective. Avoid them. compliance and responsiveness - Answer -Compliance means strict adherence to the bid request, both in submittal instructions and requirements. (followed the requested format, answered all questions, completed all forms and submitted to the right person)
Compliance means the "question is answered."
Responsiveness means addressing the prospects underlying needs. Proposals can be compliant but not responsive.
Responsive means "they know what my issue is."
Cover Letters - 4 keys - Answer -1. cite your key discriminator
2. signed by highest ranking person who touched it
3. include two or three reasons why they should select your offer
4. Close with paragraph that includes project name, rfp number, contact person and number, cites terms - how long valid
customer focus - ways to increase - Answer -*especially important in the executive summary
1. cite prospect's vision
2. link vision directly to purchase
3. cite prospect's hot buttons
4. address them in the order listed
5. name the prospect before the seller in the sentences
6. name the prospect many more times than seller
7. cite benefits versus features.
Daily Team Management - Answer -focused on efficiently executing the proposal management plan. Detecting deviations early minimizes the cost of corrective action
daily team management - 7 keys - Answer -1. prepare a written proposal management plan
2. define and document your solution first
3. confirm that all contributors understand their assignment
4. conduct daily stand-up meetings
5. focus team members on their next immediate task
6. use storyboards to track the progress of individual writers
7. review a single aspect of all storyboards each day
Differentiator - Answer -feature that differs from the competition
Discriminators - Answer -Features of your offer or solution that 1) differ from a competitor's offer and 2) are acknowledged by the prospect as important.
Both conditions must be met.
Action Captions - Answer -good captions interpret, inform, and persuade
Three parts of action captions - Answer -figure number, title, and caption
Annex - Answer -section added to a document addendum - similar to an addendum
Appendix - Answer -Additional or supplemental material added at the end of a document,
Tends to be self- contained document on a defined topic
Attachment - Answer -Anything added or attached
Data additions to the proposal, such as company annual reports, marketing brochures, etc.
BD-CMM - Answer -Business Development Capability Maturity Model - a basis and framework for process design and improvement. This will increase your ability to effectively and efficiently win new business using the model's defined criteria.
Bid decisions - Answer -are aimed at eliminating opportunities or sales leads that you have a low probability of winning, greater focus on opportunities that can be won.
bid decisions - 3 milestones - Answer -pursuit, bid and bid validation
Capture planning - Answer -the process of identifying opportunities, assesing the environment, and implmeneting winning strategies oriented toward capturing a specific business opportunity. Requires a written, action-oriented caption plan.
Choosing correct words - common word problems - Answer -wordy phrases, incorrect words, and words with more than one meaning
Cliches - Answer -are worn-out phrases or words that are no longer effective. Avoid them. compliance and responsiveness - Answer -Compliance means strict adherence to the bid request, both in submittal instructions and requirements. (followed the requested format, answered all questions, completed all forms and submitted to the right person)
Compliance means the "question is answered."
Responsiveness means addressing the prospects underlying needs. Proposals can be compliant but not responsive.
Responsive means "they know what my issue is."
Cover Letters - 4 keys - Answer -1. cite your key discriminator
2. signed by highest ranking person who touched it
3. include two or three reasons why they should select your offer
4. Close with paragraph that includes project name, rfp number, contact person and number, cites terms - how long valid
customer focus - ways to increase - Answer -*especially important in the executive summary
1. cite prospect's vision
2. link vision directly to purchase
3. cite prospect's hot buttons
4. address them in the order listed
5. name the prospect before the seller in the sentences
6. name the prospect many more times than seller
7. cite benefits versus features.
Daily Team Management - Answer -focused on efficiently executing the proposal management plan. Detecting deviations early minimizes the cost of corrective action
daily team management - 7 keys - Answer -1. prepare a written proposal management plan
2. define and document your solution first
3. confirm that all contributors understand their assignment
4. conduct daily stand-up meetings
5. focus team members on their next immediate task
6. use storyboards to track the progress of individual writers
7. review a single aspect of all storyboards each day
Differentiator - Answer -feature that differs from the competition
Discriminators - Answer -Features of your offer or solution that 1) differ from a competitor's offer and 2) are acknowledged by the prospect as important.
Both conditions must be met.
