APMP Foundational Exam -Level Certification
Comprehensive Exam – Proposal Management
Practice Test
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Terms in this set (236)
During the opportunity When should the first draft of the executive summary
planning phase before be written?
kick off meeting
Opportunity/Capture Who is typically responsible for writing the executive
Manager or salesperson summary?
who has an established
relationship with the
customer
The customer's Who should the executive summary be aimed
nontechnical, senior-level towards?
decisionmakers
The highest level person Who typically reviews/approves the executive
possible summary draft?
Process for analyzing Price-to-Win
competitor and customer
data to identify how to
package and price a
winning offer to a
customer
,Early in the opportunity When should the price to win process begin?
stage
Independent, What is price to win based on?
comprehensive
competitive analysis
research
Total range of expenses Price to win cost
the offeror expects to
spend to deliver the
requirements
Monetary payment for the Price to win price
offeror to deliver the
requirements
What are the most useful tools for price to win
Custom built spreadsheets
analyses?
Uses customer's historical Top-down analysis
award and budget
information to predict
where they will likely make
awards and where
competitors tend to
receive them
Develops pricing based Bottom-up analysis
on detailed evaluations of
the competitor solution's
cost and identified
strategies
Early in the opportunity When should top-down analyses be conducted?
process before the RFP is
released
, As soon as final customer When should bottom-up analyses be conducted?
requirements and
evaluation processes are
known; refined further
once final RFP is released
People, especially those in What are the best intelligence sources for obtaining
your own organization customer intelligence in the PTW process?
It helps establish what Why is competitive analysis vital to determining a PTW
your competitors' bid and range?
actual award prices would
be based on prior similar
contracts
- Your historical cost data What information should be researched for
- Your competitive consideration in the PTW?
position
- Your pricing
differentiators
- Your internal risk (top 2
or 3 areas)
Value to the customer-- What should pricing be focused on?
the benefits customers will
gain for the price they pay
Remove nonessential How should pricing be written in the PTW for budget-
features that add to the limited customers?
cost without adding equal
value
Comprehensive Exam – Proposal Management
Practice Test
Save
Terms in this set (236)
During the opportunity When should the first draft of the executive summary
planning phase before be written?
kick off meeting
Opportunity/Capture Who is typically responsible for writing the executive
Manager or salesperson summary?
who has an established
relationship with the
customer
The customer's Who should the executive summary be aimed
nontechnical, senior-level towards?
decisionmakers
The highest level person Who typically reviews/approves the executive
possible summary draft?
Process for analyzing Price-to-Win
competitor and customer
data to identify how to
package and price a
winning offer to a
customer
,Early in the opportunity When should the price to win process begin?
stage
Independent, What is price to win based on?
comprehensive
competitive analysis
research
Total range of expenses Price to win cost
the offeror expects to
spend to deliver the
requirements
Monetary payment for the Price to win price
offeror to deliver the
requirements
What are the most useful tools for price to win
Custom built spreadsheets
analyses?
Uses customer's historical Top-down analysis
award and budget
information to predict
where they will likely make
awards and where
competitors tend to
receive them
Develops pricing based Bottom-up analysis
on detailed evaluations of
the competitor solution's
cost and identified
strategies
Early in the opportunity When should top-down analyses be conducted?
process before the RFP is
released
, As soon as final customer When should bottom-up analyses be conducted?
requirements and
evaluation processes are
known; refined further
once final RFP is released
People, especially those in What are the best intelligence sources for obtaining
your own organization customer intelligence in the PTW process?
It helps establish what Why is competitive analysis vital to determining a PTW
your competitors' bid and range?
actual award prices would
be based on prior similar
contracts
- Your historical cost data What information should be researched for
- Your competitive consideration in the PTW?
position
- Your pricing
differentiators
- Your internal risk (top 2
or 3 areas)
Value to the customer-- What should pricing be focused on?
the benefits customers will
gain for the price they pay
Remove nonessential How should pricing be written in the PTW for budget-
features that add to the limited customers?
cost without adding equal
value
