APMP Foundational Exam Questions And 100% Correct
Answers A+ Graded Latest Update
What would a proactive proposal focus on if a customer is to be persuaded to forgo
competitive bidding? ANSWER the opportunity cost of a delayed implementation
If the customer does not request a specific organization for a proactive proposal,
organize it in these four components: - ANSWER 1. Summarize the proposal, starting
with an overview theme statement then connecting your objective to the benefit to the
customer and your solution's most critical differentiating characteristics 2. Preview the
organization of the proposal ● sequence by importance of hot buttons and motivators
3. Outline your solution in the body of your proposal-align each major element of your
solution to a hot button issue
4. Summarize and suggest the next realistically achievable step
What should the information you provide in a proactive proposal be limited to?
-ANSWER Only the information needed to move a given sale forward
8 general BD phases - ANSWER 1. Market identification
2. Account planning
3. Opportunity assessment
4. Opportunity planning
5. Proposal planning
6. Proposal development
7. Negotiation
8. Delivery
Market identification - ANSWER Dividing a market at the macro level into identifiable,
differentiated segments to direct your offerings based on the unique characteristics of
each segment
,Account planning - ANSWER Maintaining a sales strategy for each important customer
where there are multiple opportunities with that customer
Opportunity evaluation - ANSWER Researching selected opportunities to determine if
they align with your organization's interests, capabilities and resources available to bid
on and implement
Opportunity preparation - ANSWER Prepare an opportunity-specific plan and identifying
activities and strategies for positioning your organization as preferred bidder for the
customer
Negotiation - ANSWER Prepare for and conduct final negotiations with customer after
the proposal has been submitted
Delivery - ANSWER Delivery of the negotiated solution to the customer and continued
positive relationship with the customer
Bid Decisions - ANSWER Desjgned to avoid opportunities or sales leads, which have a
low probability of win; Led by business executives and deal with business and strategic
issues
Market Entry Decision-Market Identification Phase-ANSWER the decision confirming
that identified market segment aligns with goals within your strategic plan
Opportunity Qualification Decision-Account Planning Phase-ANSWER Early milestone to
determine whether an opportunity fits the basic interests of your organization, is worth
additional resources to perform a more detailed evaluation
Bid pursuit decision (opportunity assessment phase) - ANSWER generally the first
decision milestone to confirm that the opportunity is aligned with your strategic
direction and capability; should we commit resources to developing opportunity plans
and influencing the customer to prefer our solution?
, Bid/No-Bid Decision - opportunity planning phase: ANSWER A milestone when the
opportunity plan is largely completed, which confirms that you are well-placed to win
and justified in commencing planning of proposal development.
Bid Validation Decision - proposal planning phase: ANSWER A milestone following
release of an RFP by the customer. It is to determine if the proposal is worth its
preparation based on the end details of the RFP.
final review (proposal development phase) - ANSWER decision milestone to decide
whether the proposal that has been prepared should still be submitted given the
expected financial reward and amount of programmatic risk involved
team reviews - ANSWER are meant to enhance the quality of thinking and
documentation of a pursuit; they identify tactical and execution issues and make
objective, constructive recommendations for improvement
market assessment- ANSWER analysis of market potential and demands compared to
corporate capabilities
Account Review-A review of the sales plans in pursuit of potential opportunities with
major customers. Opportunity Plan Review-A review of the opportunity plans to validate
the win strategy and planned positioning activities. Business Case Review / Senior
Management Review-A review of all the internal milestones and approvals (internal
governance) to sign off solution, pricing and legal requirements.
project review - ANSWER regular status reports and reviews with the client
What do proposal plans identify? - ANSWER resources, schedules, and activities
required to arrive at the submission date with a winning proposal
Who develops proposal plans? - ANSWER Proposal or Bid Managers
BAFO - Best and Final Offer - ANSWER an ultimate price for a project, provided by a
contractor upon request by the customer, when said customer is considering more than
Answers A+ Graded Latest Update
What would a proactive proposal focus on if a customer is to be persuaded to forgo
competitive bidding? ANSWER the opportunity cost of a delayed implementation
If the customer does not request a specific organization for a proactive proposal,
organize it in these four components: - ANSWER 1. Summarize the proposal, starting
with an overview theme statement then connecting your objective to the benefit to the
customer and your solution's most critical differentiating characteristics 2. Preview the
organization of the proposal ● sequence by importance of hot buttons and motivators
3. Outline your solution in the body of your proposal-align each major element of your
solution to a hot button issue
4. Summarize and suggest the next realistically achievable step
What should the information you provide in a proactive proposal be limited to?
-ANSWER Only the information needed to move a given sale forward
8 general BD phases - ANSWER 1. Market identification
2. Account planning
3. Opportunity assessment
4. Opportunity planning
5. Proposal planning
6. Proposal development
7. Negotiation
8. Delivery
Market identification - ANSWER Dividing a market at the macro level into identifiable,
differentiated segments to direct your offerings based on the unique characteristics of
each segment
,Account planning - ANSWER Maintaining a sales strategy for each important customer
where there are multiple opportunities with that customer
Opportunity evaluation - ANSWER Researching selected opportunities to determine if
they align with your organization's interests, capabilities and resources available to bid
on and implement
Opportunity preparation - ANSWER Prepare an opportunity-specific plan and identifying
activities and strategies for positioning your organization as preferred bidder for the
customer
Negotiation - ANSWER Prepare for and conduct final negotiations with customer after
the proposal has been submitted
Delivery - ANSWER Delivery of the negotiated solution to the customer and continued
positive relationship with the customer
Bid Decisions - ANSWER Desjgned to avoid opportunities or sales leads, which have a
low probability of win; Led by business executives and deal with business and strategic
issues
Market Entry Decision-Market Identification Phase-ANSWER the decision confirming
that identified market segment aligns with goals within your strategic plan
Opportunity Qualification Decision-Account Planning Phase-ANSWER Early milestone to
determine whether an opportunity fits the basic interests of your organization, is worth
additional resources to perform a more detailed evaluation
Bid pursuit decision (opportunity assessment phase) - ANSWER generally the first
decision milestone to confirm that the opportunity is aligned with your strategic
direction and capability; should we commit resources to developing opportunity plans
and influencing the customer to prefer our solution?
, Bid/No-Bid Decision - opportunity planning phase: ANSWER A milestone when the
opportunity plan is largely completed, which confirms that you are well-placed to win
and justified in commencing planning of proposal development.
Bid Validation Decision - proposal planning phase: ANSWER A milestone following
release of an RFP by the customer. It is to determine if the proposal is worth its
preparation based on the end details of the RFP.
final review (proposal development phase) - ANSWER decision milestone to decide
whether the proposal that has been prepared should still be submitted given the
expected financial reward and amount of programmatic risk involved
team reviews - ANSWER are meant to enhance the quality of thinking and
documentation of a pursuit; they identify tactical and execution issues and make
objective, constructive recommendations for improvement
market assessment- ANSWER analysis of market potential and demands compared to
corporate capabilities
Account Review-A review of the sales plans in pursuit of potential opportunities with
major customers. Opportunity Plan Review-A review of the opportunity plans to validate
the win strategy and planned positioning activities. Business Case Review / Senior
Management Review-A review of all the internal milestones and approvals (internal
governance) to sign off solution, pricing and legal requirements.
project review - ANSWER regular status reports and reviews with the client
What do proposal plans identify? - ANSWER resources, schedules, and activities
required to arrive at the submission date with a winning proposal
Who develops proposal plans? - ANSWER Proposal or Bid Managers
BAFO - Best and Final Offer - ANSWER an ultimate price for a project, provided by a
contractor upon request by the customer, when said customer is considering more than
