APMP Foundational Exam COMPLETE QUESTIONS WITH 100% RATED CORRECT ANSWERS |
GRADED A+| 2025/2026 LATEST UPDATE
Things learned from a customer debriefing - How a specific customer evaluated the
proposals
- What really mattered to the customer
- How you can improve early customer interaction
- What you did well
- Where you need to improve
General lessons learned order: 1. Conduct internal review
2. Develop internal lessons learned
3. Conduct customer-focused lessons learned review
4. Implement improvement plans
Internal review purpose Provide feedback for improving the opportunity planning and
proposal development process
When are internal reviews held? Immediately after close of the proposal effort
Customer-focused lessons learned review purpose Determine whether your organization
effectively captured the customer's perspective in the opportunity planning phase and
converted it into the final proposal
,Whenever possible, customer-focused lessons learned reviews should begin with what? a
customer debriefing
5 key proposal planning activities - migrating data from opportunity plan to proposal plan
- extending opportunity strategy into the proposal strategy (capture this transfer by drafting an
executive summary)
- refine the solution and price-to-win
- gather the right proposal team and executive support
- hold a kickoff meeting to share planning activities with the proposal team
What does a final document review team do? they review a complete DRAFT proposal from
the customer's perspective and make recommendations for improvement
how often should account reviews be held? quarterly
when should competitor reviews be held? multiple times as early as possible before RFP
release
when should proposal strategy reviews be held? before final RFP release; can be repeated
about 7-10 days after RFP release`
,when should the senior management review be held? at least one week before proposal
submittal
when does opportunity planning begin in cases of recompetes of existing contracts? at
award, with a mid-term review
common topics of an opportunity plan: - opportunity overview/executive summary
- external analysis (description of opportunity and its requirements, customer and competitor
analyses)
- internal analysis (solution. you risk and experience, pricing)
- strategy development
- action plans
- execution and monitoring
what drives the win strategy? a completed SWOT analysis
action-based proposal plan diagram-based plan used to visualize the proposal process in
detail; they address specific tasks on timescales
most common format of an action-based plan Gantt chart
, when are content plans more important to expend the resources to develop them? where
the customer or products/services are new, or the solution and supporting story are complex
mutually exclusive, complete, and exhaustive (MECE) outline - are all topics mutually
exclusive? are there overlaps/duplications?
- is the outline complete and exhaustive? have all requirements been covered?
uniquely assignable outline assigning parts of the outline to specific authors
what should annotation to the topical proposal outline contain? - graphics to be used
- boilerplate to be used
- RFP requirements to be addressed
- page and word count limits
- themes and strategies for each section
- customer terminology/style
- "answer to the question" for each section
- proof points
how to test whether your content plan is good ask "could I give this to the author and
expect them, using only what's in the plan and kickoff, to create compliant, responsive, focused
content?"
GRADED A+| 2025/2026 LATEST UPDATE
Things learned from a customer debriefing - How a specific customer evaluated the
proposals
- What really mattered to the customer
- How you can improve early customer interaction
- What you did well
- Where you need to improve
General lessons learned order: 1. Conduct internal review
2. Develop internal lessons learned
3. Conduct customer-focused lessons learned review
4. Implement improvement plans
Internal review purpose Provide feedback for improving the opportunity planning and
proposal development process
When are internal reviews held? Immediately after close of the proposal effort
Customer-focused lessons learned review purpose Determine whether your organization
effectively captured the customer's perspective in the opportunity planning phase and
converted it into the final proposal
,Whenever possible, customer-focused lessons learned reviews should begin with what? a
customer debriefing
5 key proposal planning activities - migrating data from opportunity plan to proposal plan
- extending opportunity strategy into the proposal strategy (capture this transfer by drafting an
executive summary)
- refine the solution and price-to-win
- gather the right proposal team and executive support
- hold a kickoff meeting to share planning activities with the proposal team
What does a final document review team do? they review a complete DRAFT proposal from
the customer's perspective and make recommendations for improvement
how often should account reviews be held? quarterly
when should competitor reviews be held? multiple times as early as possible before RFP
release
when should proposal strategy reviews be held? before final RFP release; can be repeated
about 7-10 days after RFP release`
,when should the senior management review be held? at least one week before proposal
submittal
when does opportunity planning begin in cases of recompetes of existing contracts? at
award, with a mid-term review
common topics of an opportunity plan: - opportunity overview/executive summary
- external analysis (description of opportunity and its requirements, customer and competitor
analyses)
- internal analysis (solution. you risk and experience, pricing)
- strategy development
- action plans
- execution and monitoring
what drives the win strategy? a completed SWOT analysis
action-based proposal plan diagram-based plan used to visualize the proposal process in
detail; they address specific tasks on timescales
most common format of an action-based plan Gantt chart
, when are content plans more important to expend the resources to develop them? where
the customer or products/services are new, or the solution and supporting story are complex
mutually exclusive, complete, and exhaustive (MECE) outline - are all topics mutually
exclusive? are there overlaps/duplications?
- is the outline complete and exhaustive? have all requirements been covered?
uniquely assignable outline assigning parts of the outline to specific authors
what should annotation to the topical proposal outline contain? - graphics to be used
- boilerplate to be used
- RFP requirements to be addressed
- page and word count limits
- themes and strategies for each section
- customer terminology/style
- "answer to the question" for each section
- proof points
how to test whether your content plan is good ask "could I give this to the author and
expect them, using only what's in the plan and kickoff, to create compliant, responsive, focused
content?"
