APMP Capture practioner | UPDATED Questions with 100%
Verified Answers
Q1: Bid decisions/ Gate decisions
A: aimed at eliminating opportunities or sales leads with a low win probability, thus permitting a stronger focus on
opportunities with a higher win probability.
Q2: gate decisions focus on answering three basic questions about a business
A: Is it real? Can we win? Do we want to?
Q3: Gate decisions are normally organized around the following milestones related to business opportunities
A: Market entry decision (different process) Opportunity qualification decision Bid pursuit decision Bid/no-bid decision
Bid validation decision Final review
Q4: Market entry decision
A: The decision that confirms that the identified market segment is aligned with the goals in your strategic plan.
Q5: Opportunity qualification decision
A: An early milestone to determine whether an opportunity matches your organization's basic interests and is worth the
additional resources required to do a more detailed assessment. This decision, often made by sales, initiates the
opportunity assessment process that feeds the bid pursuit decision.
Q6: Bid Pursuit Decision
A: Generally the first decision milestone to verify that the opportunity fits your strategic direction and capability. This
decision often approves the funds to initiate early opportunity planning activities. Sales may do an opportunity
qualification decision before this decision gate.
Q7: Bid/No-Bid Decision
A: A milestone after the opportunity plan is substantially complete. It validates that you are properly positioned to win
based on the opportunity plan.
Q8: Bid Validation Decision
A: A decision milestone after the customer releases an RFP to address obstacles to winning that were identified in the
opportunity plan.
, Q9: when to use an opportunity Qualification Decision
A: Use the opportunity qualification decision to confirm whether the opportunity merits expending resources for research
and assessment
Q10: When to use a Bid Pursuit Decision
A: Use the pursuit decision to determine whether to commit resources to developing opportunity/capture plans and
influencing the customer to prefer your solution
Q11: When to use a Bid no bid decision
A: Use the bid/no-bid decision to determine if you've positioned yourself favorably enough to justify planning to develop
a proposal
Q12: when to use a Bid Validation Decision
A: Use the bid validation decision to determine whether the opportunity is still worth pursuing and the proposal is worth
preparing, considering the final details in the RFP
Q13: Gate Decision meeting dates
A: Meeting dates are known, expectations are set, and information to be presented for the decision is defined and
understood.
Q14: Information Maturity at Opportunity Qualification
A: Timing - Soon after opportunity is identified Executive Summary- Concept Opportunity Description- Concept
Customer Budget- Concept Customer Contact plan - on going Action Plans- Ongoing
Q15: Information Maturity at BID PURSUIT
A: Timing- Initiation and funding of formal opportunity planning Executive Summary- Detail Opportunity Description-
Detail Customer Budget- Concept Customer Hot Buttons/ Issues - Concept Opportunity Details- Concept Competitor
Assessment- Concept Competitive Position Assessment- Concept win strategy- Concept Teaming/ Subcontracting-
Concept Price-to-Win- Concept Solution Sets (Technical, Management, Past Performance)- Concept Opportunity
Risks- Concept Customer Contact plan - Ongoing Action Plans- Ongoing
Q16: Information Maturity at BID/NO-BID
A: Timing- Opportunity plan is substantially completed Executive Summary- Additional Detail Opportunity Description-
Additional Detail Customer Budget- Detail Customer Hot Buttons/ Issues - Detail Opportunity Details- Detail
Competitor Assessment- Detail Competitive Position Assessment- Detail win strategy- Detail Teaming/
Subcontracting- Detail Price-to-Win- Detail Solution Sets (Technical, Management, Past Performance)- Detail
Opportunity Risks- Detail Customer Contact Plan - Ongoing Action Plans- Ongoing
Verified Answers
Q1: Bid decisions/ Gate decisions
A: aimed at eliminating opportunities or sales leads with a low win probability, thus permitting a stronger focus on
opportunities with a higher win probability.
Q2: gate decisions focus on answering three basic questions about a business
A: Is it real? Can we win? Do we want to?
Q3: Gate decisions are normally organized around the following milestones related to business opportunities
A: Market entry decision (different process) Opportunity qualification decision Bid pursuit decision Bid/no-bid decision
Bid validation decision Final review
Q4: Market entry decision
A: The decision that confirms that the identified market segment is aligned with the goals in your strategic plan.
Q5: Opportunity qualification decision
A: An early milestone to determine whether an opportunity matches your organization's basic interests and is worth the
additional resources required to do a more detailed assessment. This decision, often made by sales, initiates the
opportunity assessment process that feeds the bid pursuit decision.
Q6: Bid Pursuit Decision
A: Generally the first decision milestone to verify that the opportunity fits your strategic direction and capability. This
decision often approves the funds to initiate early opportunity planning activities. Sales may do an opportunity
qualification decision before this decision gate.
Q7: Bid/No-Bid Decision
A: A milestone after the opportunity plan is substantially complete. It validates that you are properly positioned to win
based on the opportunity plan.
Q8: Bid Validation Decision
A: A decision milestone after the customer releases an RFP to address obstacles to winning that were identified in the
opportunity plan.
, Q9: when to use an opportunity Qualification Decision
A: Use the opportunity qualification decision to confirm whether the opportunity merits expending resources for research
and assessment
Q10: When to use a Bid Pursuit Decision
A: Use the pursuit decision to determine whether to commit resources to developing opportunity/capture plans and
influencing the customer to prefer your solution
Q11: When to use a Bid no bid decision
A: Use the bid/no-bid decision to determine if you've positioned yourself favorably enough to justify planning to develop
a proposal
Q12: when to use a Bid Validation Decision
A: Use the bid validation decision to determine whether the opportunity is still worth pursuing and the proposal is worth
preparing, considering the final details in the RFP
Q13: Gate Decision meeting dates
A: Meeting dates are known, expectations are set, and information to be presented for the decision is defined and
understood.
Q14: Information Maturity at Opportunity Qualification
A: Timing - Soon after opportunity is identified Executive Summary- Concept Opportunity Description- Concept
Customer Budget- Concept Customer Contact plan - on going Action Plans- Ongoing
Q15: Information Maturity at BID PURSUIT
A: Timing- Initiation and funding of formal opportunity planning Executive Summary- Detail Opportunity Description-
Detail Customer Budget- Concept Customer Hot Buttons/ Issues - Concept Opportunity Details- Concept Competitor
Assessment- Concept Competitive Position Assessment- Concept win strategy- Concept Teaming/ Subcontracting-
Concept Price-to-Win- Concept Solution Sets (Technical, Management, Past Performance)- Concept Opportunity
Risks- Concept Customer Contact plan - Ongoing Action Plans- Ongoing
Q16: Information Maturity at BID/NO-BID
A: Timing- Opportunity plan is substantially completed Executive Summary- Additional Detail Opportunity Description-
Additional Detail Customer Budget- Detail Customer Hot Buttons/ Issues - Detail Opportunity Details- Detail
Competitor Assessment- Detail Competitive Position Assessment- Detail win strategy- Detail Teaming/
Subcontracting- Detail Price-to-Win- Detail Solution Sets (Technical, Management, Past Performance)- Detail
Opportunity Risks- Detail Customer Contact Plan - Ongoing Action Plans- Ongoing
