APMP Foundation Certification Exam with Verified Solutions

APMP Foundation Certification Exam with Verified Solutions Market Identification The ongoing activity that defines and qualifies target markets for pursuing business. Opportunity Plan A documented plan that is developed during the opportunity planning phase to identify actions and strategies to position your customer to be the customer's preferred bidder. Price-to-Win A process for analyzing competitive and customer data to identify how to package and price a winning offer to a customer. SWOT The analysis performed by organizations to address competitive positioning and identify the outcomes needed to develop a compelling proposal response that wins the business. It emphasizes the internal environment. Benefit Results from a feature of an offer that resolves a customer issue and demonstrates the value the customer can achieve from resolving the issue. Clarification Communication to eliminate minor irregularities or apparent clerical mistakes in an RFP or in a proposal. Compliance Matrix A list of specific customer requirements, often splitting complex, multi- part requirements into sub-requirements. It helps proposal managers and internal reviewers verify that the proposal meets all the requirements. Compliant versus Responsiveness Compliance is the act of meeting stated requirements. Responsiveness goes beyond compliance and addresses customer goals, underlying concerns, and key issues and values that might not be spelled out in the solicitation. Customer Focus A customer-focused bid clearly addresses the problem the customer has agreed they are trying to solve and demonstrates how your solution meets their goals. Customer Issues Customer concerns that the offer will resolve. Issues may be the business outcomes the customer is trying to achieve. Customer Requirements Feature The attributes and specifications of a product or service as determined by the customer. Hot Buttons Singularly important issues or sets of issues that are likely to drive decisions, usually associated with customer buying decisions. Hot button issues are items that the customer repeatedly discusses and often are problems with a system, software, process, or resources inhibiting the success of the customer's organization. Non-Compliant Bids A bid or proposal that does not meet the customer's requirements. Protest Written objection by an interested party to a solicitation, cancellation of a solicitation, contract award, or termination of a contract award. Reponse Matrix A derivative of the compliance matrix. It is a roadmap for evaluators, pointing to specific proposal response for each compliance item. The matrix may also contain a summary response. It identifies where in the proposal you have addressed each of the solicitation requirements. Competitive Intelligence (CI) Objectively understanding the strengths, weaknesses, and strategies of companies competing against your company for business. CI is a well-defined business practice to understand the competitive forces and market dynamics that affect your company's viability and long-term profitability.