APMP Foundations V4 Practice Questions
Which of the following are common features that will apply to most end-to-end processes? 1. Defined selling phases 2. Structured bid decisions 3. Team reviews 4. Defined inputs A. 1, 2, 3 B. 1, 2, 4 C. 1, 3, 4 D. 2, 3, 4
A. 1, 2, 3
Which is the likely outcome of allowing every opportunity through the bid/no-bid decision? A. Optimum win rate is not realized B. Overall win rate is increased C. Bid resources are best utilized D. Breeds a culture of success
A. Optimum win rate is not realized
Which is NOT a best practice in lessons learned analysis and management? A. Learn to view both wins and losses as opportunities to improve B. Focus on the processes' decision points, information flow, commitment to the opportunity, and resources available that lead to winning or losing a bid C. Resist identifying lessons learned until the end of the entire BD lifecycle D. Revisit and improve your strategy after every win or loss
C. Resist identifying lessons learned until the end of the entire BD lifecycle
Which statement about a compliance matrix is true? A. Should only include the requirements as listed in the RFP B. Should have the same number of items as the customer's RFP documents C. Should include unofficial requirements found in the RFP narrative D. Should demonstrate that a supplier is capable of delivering the needed solution
C. Should include unofficial requirements found in the RFP narrative
When writing proposals, what does storytelling involve? A. Introducing your organization, explaining what you do and where you've delivered to other similar organizations B. Describing the antagonist and how you can be the hero C. Showing you know where the customer is, where they want to get to, and how you can take them there D. Creating an alternative reality where the customer's problems are all resolved
C. Showing you know where the customer is, where they want to get to, and how you can take them there
Which tool is used to analyze your capabilities relative to the competition? A. Statement of Work Breakdown B. Scotsman Test C. Strengths, Weaknesses, Opportunities, and Threats Analysis D. Technical Specification
C. Strengths, Weaknesses, Opportunities, and Threats Analysis
Which of the following principles should writers self-assess against? 1. Reduce word count by directing readers to appendices where possible 2. Maximum sentence length of 12 to 15 words 3. State the benefit in the most tangible way possible 4. Avoid sentences written in the singular first person A. 1, 2, 3 B. 1, 2, 4 C. 1, 3, 4 D. 2, 3, 4
D. 2, 3, 4
How often should a Proposal Manager check-in with proposal team members? A. Twice a week B. On a need only basis C. At key milestones D. Daily
D. Daily
Which best describes the purpose of functional reviews? A. Provide assurance that business development processes are being followed B. Continually monitor the performance of the proposal team C. Improve the collaboration and motivation of the proposal team D. Ensure compliance, completeness, and higher probability of winning bids
D. Ensure compliance, completeness, and higher probability of winning bids
What is the purpose of a proposal content library? A. Remove the need to recreate proposals for existing customers B. Maintain a record of all past proposals for audit C. Reduce reliance on subject matter experts D. Establish consistency and efficiency in proposal development
D. Establish consistency and efficiency in proposal development
Which describes the use of early Competitor Analysis efforts? A. Identify the solution that competitors will offer based on their own understanding of the customer and opportunity B. Analyze business performance to identify the most competitive price for your solution C. Determine the process and people involved in defining customer requirements D. Identify gaps in the market that can be exploited
D. Identify gaps in the market that can be exploited
In what order should you respond to a list of RFP requirements? A. Most important item first, followed by items of decreasing importance B. Alphabetical order C. In a logical sequence mirroring the relationship between the items D. In the order specified in the RFP
D. In the order specified in the RFP
When using a well-established and managed proposal content library, which should writers NOT expect of the content used from within? A. It is up-to-date B. It is owned by a subject matter expert and is factually correct C. It has been peer reviewed before being added to the library D. It needs checking with the flagged owner of the content before being used
D. It needs checking with the flagged owner of the content before being used
Which is best practice when closing a presentation? A. Finish with a question and answer session B. Showcase your organization's successes C. End with a visual showing both your organization's and your customer's branding D. Make sure you have the last word
D. Make sure you have the last word
What is the purpose of interviewing subject matter experts? A. Breakdown the barriers between different departments B. Gain SME approval of your proposal content C. Increase your network of technical consultants who can contribute to future opportunities D. Maximize your chance of creating content that offers depth and actual know-how and adds value
D. Maximize your chance of creating content that offers depth and actual know-how and adds value
Which of the following statements about best practice in review management is true? 1. Reviews are usually more effective when performed by individuals with no subject matter knowledge 2. If time is short, cut out some of the reviews to allow more time for the authors A. Only 1 is true B. Only 2 is true C. Both 1 and 2 are true D. Neither 1 or 2 is true
D. Neither 1 or 2 is true
Which of the following statements about customer and competitor intelligence are true? 1. Competitive intelligence data collection should be a covert activity. 2. All customer and competitive intelligence must be collated in a bidder comparison matrix. A. Only 1 is true B. Only 2 is true C. Both 1 and 2 are true D. Neither 1 or 2 is true
D. Neither 1 or 2 is true
Which of the following statements about gate decisions are true? 1. You can't win a low probability of win deal if you start early 2. You can't lose a high probability of win deal if you start late A. Only 1 is true B. Only 2 is true C. Both 1 and 2 are true D. Neither 1 or 2 is true
D. Neither 1 or 2 is true
Which of the following statements about proof points are true? 1. The best proof points focus on the benefits of a proposed feature. 2. Proof points increase customer confidence by highlighting the features of your proposed solution. A. Only 1 is true B. Only 2 is true C. Both 1 and 2 are true D. Neither 1 or 2 is true
D. Neither 1 or 2 is true
Ideally, which role prepares a very first draft of the executive summary to present it at the bid validation review? A. Proposal Manager B. Editorial specialist C. Subject Matter Expert D. Opportunity / Capture / Sales Manager
D. Opportunity / Capture / Sales Manager
Which is NOT a purpose of a proof point? A. Provide tangible evidence that builds confidence in your solution's features and benefits B. Make your proposal compelling and credible C. Describe performance evidence on similar past efforts D. Provide evidence demonstrating that your organization is always successful
D. Provide evidence demonstrating that your organization is always successful
Which statement about a compliance matrix is true? A. Only required for large proposals B. Should be an output of the content plan C. Not required for bids with a short timeframe D. Provides management with a top level view of the proposal plan and strategy
D. Provides management with a top level view of the proposal plan and strategy
Which correctly describes a difference between managing virtual proposal teams and traditional co-located proposal teams? A. Requires different governance B. Requires less planning C. Requires less team building D. Requires more focus on communication
D. Requires more focus on communication
Which of the following correctly describe a Price To Compete effort? A. Uses "bottom-up analysis" B. Focuses on the tradeoffs between the customer's requirements, budget, and values and your competitors' likely objectives, capabilities, solution, costs, and strategies C. Used by your team to fine-tune your solution D. Uses historical data to identify where competitors tend to bid
D. Uses historical data to identify where competitors tend to bid
When writing a proposal, which of the following are you NOT trying to convince the reader of? A. You thoroughly understand your reader's problem B. You have the best solution for that problem C. You want what's best for your reader D. You have no weaknesses
D. You have no weaknesses
Which guides evaluators to where requirements are answered in a proposal?A. Compliance matrix B. Theme statement C. Endnotes in an appendix D. Executive Summary
A. Compliance matrix
If an RFP states, "The remote module shall be designed to meet current ISO standards," and the proposal response reads, "The remote module will meet and exceed ISO standards by the time it is implemented," which of the following describes the response? A. Compliant B. Responsive C. Compliant and responsive D. Neither compliant nor responsive
A. Compliant
Which is the primary role of a desktop publisher when creating a proposal submission? A. Creating and implementing a document template that is compliant with instructions and applied consistently over all pages or files B. Insert, label, and number graphics within the document C. Implement a list of figures and tables D. Coordinate with editors, writers, and graphic designers
A. Creating and implementing a document template that is compliant with instructions and applied consistently over all pages or files
Which best describes knowledge management? A. Distribution of the best knowledge to the right person at the right time B. Management of data within a technical discipline C. Efficient storage and retrieval of information D. Identification of knowledge assets
A. Distribution of the best knowledge to the right person at the right time
Which best describes the objective of customer relationship management? A. Getting customers to know, like, and trust you over your competition B. Manage customer's expectations C. Understand the customer's relationships with your competitors D. Track an opportunity and its logistics
A. Getting customers to know, like, and trust you over your competition
What is a hot button? A. Important issue that is likely to drive customer buying decisions B. The most important outcome that a customer is seeking to achieve C.A sensitive topic that should be avoided D. An unwanted outcome
A. Important issue that is likely to drive customer buying decisions
If the bid instructions do NOT specify a heading format, which is best practice? A. Mimic evaluator's topics and sequencing B. Follow own organisation's standard proposal template C. Use active headings D. Use headings from previous RFPs
A. Mimic evaluator's topics and sequencing
Which is NOT a best practice when managing a proposal team? A. Monitor the team's output and set priorities weekly B. Encourage regular face-to-face meetings C. Assess the team's progress based on evidence rather than reporting D. Monitor non verbal communication within the team
A. Monitor the team's output and set priorities weekly
Which of the following statements about writing clearly is true? 1. A proposal should build an interpersonal relationship, enlisting the buyer's help to solve a problem. 2. As official business documents, proposals should be written in an objective and formal style. A. Only 1 is true B. Only 2 is true C. Both 1 and 2 are true D. Neither 1 or 2 is true
A. Only 1 is true
Why should writers use proposal theme statements throughout their proposals? A. To provide a specific statement that ties a unique discriminator to a critical customer need B. To provide a strategy describing what you will do for the customer C. To provide a slogan or phrase that catches the customers attention D. To provide an overarching strategy your organisation will use to win
A. To provide a specific statement that ties a unique discriminator to a critical customer need
When varying the appearance of headings within your proposal, which should be varied last? A. Underline B. Boldface C. Font size D. Color
A. Underline
What is the objective of an opportunity/capture plan review? A. Validate the win strategy and required positioning actions B . Ensure effective articulation of the bid strategy within the content plan and verify compliance with the bid request prior to the start of proposal writing C . Review process execution and recommend specific improvements where required. D. Independently assess the entire proposal, its readiness and responsiveness to the solicitation, and its effectiveness in conveying strategy, themes, and discriminators
A. Validate the win strategy and required positioning actions
Which should be your first consideration when developing a presentation? A. What you want the audience to do afterwards B. What the content should be C. What's easiest to talk about D. What visual aid media to use
A. What you want the audience to do afterwards
Which should be done first when creating graphics? A. Write an action caption B. Determine the aesthetics C. Conceptualize the design D. Appoint a trained designer
A. Write an action caption
Identify the missing words in the following sentence. To win, you must provide resumes of [ ? ] who have demonstrated experience in the work described in the procurement. A. actual personnel B. potential resources C. possible personnel D. third parties
A. actual personnel
Which of the following statements about an opportunity/capture plan is true? 1. The primary audience are those people who will manage, approve, or execute the plan, the proposal, and the resulting contract. 2. Initiated following the pursuit decision process. A. Only 1 is true B. Only 2 is true C. Both 1 and 2 are true D. Neither 1 or 2 is true
C. Both 1 and 2 are true
Which of the following statements about the use of proposal graphics are true? 1. Good graphics reach readers both intellectually and emotionally. 2. Graphics influence how the audience reads the rest of the story. A. Only 1 is true B. Only 2 is true C. Both 1 and 2 are true D. Neither 1 or 2 is true
C. Both 1 and 2 are true
Which metrics should be used to calculate the effort required to write new text for which no boilerplate exists? A. 1 page/day B. 4 pages/day C. 10 to 15 pages/day D. More than 25 pages/day
B. 4 pages/day
In which business development phase is it determined if specific opportunities match your organization's interests, capabilities, and resources available to bid on and implement? A .Market Identification B. Account Planning C. Opportunity/Capture Assessment D. Opportunity/Capture Planning
C. Opportunity/Capture Assessment
Which is associated with the probability that an offeror will successfully deliver on the contract they're bidding on based on the outcome of similar previous contracts? A. Win probability B. Success factor C. Performance risk D. Proposal risk
C. Performance risk
Which of the following are best practice when managing kickoff meetings? 1. Schedule an initial planning meeting before the kickoff meeting 2. Invite the salesperson to explain customer hot buttons, sales strategy and win themes 3. Execute the meeting immediately upon RFP receipt 4. Distribute a draft executive summary at the meeting A. 1, 2, 3 B. 1, 2, 4 C. 1, 3, 4 D. 2, 3, 4
B. 1, 2, 4
Which of the following describe a Final Document Review? 1. A comprehensive review of the proposal by reviewers who emulate the customer's evaluation team 2. An independent assessment of a proposal's responsiveness 3. A decision to submit a proposal, considering the anticipated financial reward and level of risk 4. A review of a proposal's effectiveness in ghosting the competition A. 1, 2, 3 B. 1, 2, 4 C. 1, 3, 4 D. 2, 3, 4
B. 1, 2, 4
Which of the following should be achieved by a powerful, compelling proposal theme statement? 1. Identifies a benefit to the customer linked to a feature you offer 2. Ties that benefit to a customer issue 3. Quantifies any disbenefits whenever possible for transparency 4. Highlights your previous success with that feature, benefit, or customer issue A. 1, 2, 3 B. 1, 2, 4 C. 1, 3, 4 D. 2, 3, 4
B. 1, 2, 4
At what point in the response timeframe should the kickoff be planned? A. Immediately - get all the team members engaged as quickly as possible, giving them the maximum time to work on their sections B. About 15 percent into the effort to allow document preparation and planning to occur C. About 25 percent into the effort allowing complete planning and logistics to be put in place D. Kickoff meetings are optional depending on the effort If they can be planned, great, but they are not mandatory
B. About 15 percent into the effort to allow document preparation and planning to occur
Which describes the Competitive Price To Win process? A. Internally-focused B. Assesses the competitor's solution and price as evaluated by the customer C. Identifies the price for your bid D. Identifies the resources needed to supply a solution
B. Assesses the competitor's solution and price as evaluated by the customer
Which aims to guide readers through your proposal story? A. Graphics B. Compelling headings C. Contents page D. Solution benefits
B. Compelling headings
Which of the following is best practice when drafting a proposal theme statement? A. Put the customers issues first B. Consolidate the benefits into one high-level, quantified benefit C. Put the benefit to the customer last D. Include all the features of your solution
B. Consolidate the benefits into one high-level, quantified benefit
Which is used to show writers where and how to include proposal strategies? A. Executive summary B. Content plan C. Theme statement D. Capture plan
B. Content plan
Which statement about proposal theme statements is true? A. Theme statements that include quantified benefits tend to be less credible and compelling B. Customers should be encouraged to help quantify the benefits of your solution before RFP release C. All benefits should be included, even those that can not be evidenced D. Linking benefits to the features of your offer to quantify them
B. Customers should be encouraged to help quantify the benefits of your solution before RFP release
Which describes 'added value'? A. What your customer perceives your product or service is worth B. Difference between the customer's perceived value of a solution and the price they pay, plus any implementation costs C. Difference between the actual value and price of a product or service D. Additional unforeseen use of a product or service
B. Difference between the customer's perceived value of a solution and the price they pay, plus any implementation costs
Which is a best practice when creating a clear information hierarchy? A. Limit sub headings to 4 levels B. Ensure second and third level headings relate to their primary headings C. Vary the style throughout D. Avoid mimicking evaluator's topics
B. Ensure second and third level headings relate to their primary headings
Which is a benefit of adding a short introduction to each of the main chapters or sections of your proposal? A. Remove the need for the evaluator to read all of the detail B. Influence the reader before they get into the detail of evaluating your answers to questions C. Reduce the risk of proposal writers missing key information D. Ensure all sections are formatted the same
B. Influence the reader before they get into the detail of evaluating your answers to questions
Which demonstrates customer-focus? A. Name your organisation first in each volume, section of paragraph B. Name the customer more often than yourself C. Avoid customer hot buttons D. Present features before benefits
B. Name the customer more often than yourself
Which of the following statements about production planning are true? 1. A production plan should be drafted upon receipt of an RFP 2. Allow approximately 10 percent of your available proposal development time for production efforts A. Only 1 is true B. Only 2 is true C. Both 1 and 2 are true D. Neither 1 or 2 is true
B. Only 2 is true
Which is identical to a Win strategy? A. Business Strategy B. Opportunity/capture strategy C. Proposal strategy D. Market strategy
B. Opportunity/capture strategy
Which is a true statement about Price To Win? A. Price To Win analysis and the Price To Win position that results should include a review of capture and proposal team's solution, cost, and pricing ability B. Price To Win can NOT be successful without separate competitive analysis effort C. Price to Win is an assessment of your proposed solution D. Price To Win is the lowest price that can be set after examining bottom-up costing
B. Price To Win can NOT be successful without separate competitive analysis effort
Which is NOT a criterion for choosing other contracts as past performance descriptions? A. Relevance B. Reference C. Quality D. Recency
B. Reference
Which BEST describes when the compliance matrix should be updated? A. After any changes to the proposal team B. Throughout the proposal process C. After any changes to the proposal outline sections D. After any changes to the RFP instructions
B. Throughout the proposal process
Identify the missing words in the following sentence. When building a proposal content library, initial content should [ ? ] and the content you have used most often in successful bids. A. be restricted to that which has been developed within the last 6 months B. be based on careful analysis of your customer's most frequently asked questions C. reflect the scope of your offerings D. focus on general information about your project governance, project management, products and services,
B. be based on careful analysis of your customer's most frequently asked questions
Identify the missing words in the following sentence. A good value proposition [ ? ], compared with other options. A. helps your organization determine whether to pursue an opportunity B. helps customers grasp the value of what you are selling C. demonstrates your solution is the least expensive D. demonstrates the greatest financial return for your organization
B. helps customers grasp the value of what you are selling
In the evolution of a proposal management plan, which of the following are key additions to the opportunity/capture plan? 1. Writer's packages 2. Customer contact plan 3. Proposal preparation schedule 4. Proposal outline A. 1, 2, 3 B. 1, 2, 4 C. 1, 3, 4 D. 2, 3, 4
C. 1, 3, 4
Which of the following elements should be incorporated into value propositions? 1. Estimated returns to be gained from investing in your solution. 2. Key features of your solution. 3. Specific timing of the benefits. 4. Specific timing of the costs. A. 1, 2, 3 B. 1, 2, 4 C. 1, 3, 4 D. 2, 3, 4
C. 1, 3, 4
During which gate decision should the technical requirements in the RFP be verified? A. Bid/No Bid B. Opportunity qualification C. Bid validation D. Bid pursuit
C. Bid validation
Which best describes an executive summary? A. It summarises the product and services offering of your proposal B. It is a short abstract of the main points of the offer aimed mainly at the senior-level decisionmakers in the customer's organization C. It clearly articulates the customer's hot buttons and articulates the main proposal themes that substantiate "why us?" D. It focuses on the technical solution to meet the customer's need
C. It clearly articulates the customer's hot buttons and articulates the main proposal themes that substantiate "why us?"
Which is a common misconception when writing an executive summary? A. Keep it as short as possible B. It is more a summary on why the customer should choose you as opposed to a summary of the technical aspects of the solution C. It is a marketing document D. Include graphics to add emotional appeal
C. It is a marketing document
Which is NOT a best practice when reusing proposal content from a library? A. Adapt the material to mirror your customer's language B. Always build time to review and edit content to reflect your story C. Mirror the specific features, benefits and discriminators used in similar successful bids D. Replace hot button terminology with that used by your customer
C. Mirror the specific features, benefits and discriminators used in similar successful bids
Which is the MOST effective activity when writing? A. To write text, then develop graphics B. To check grammar only if time allows C. To plan content before you start to write D. To write the main response before the executive summary
C. To plan content before you start to write
Which of the following statements includes a benefit? A. The controller has 4MB of memory B. This model offers rack-and-pinion steering C. You can avoid road hazards with responsive rack- and-pinion steering D. Organization X has over 5,000 employees
C. You can avoid road hazards with responsive rack- and-pinion steering
Identify the missing words in the following sentence. Internal risk is the risk associated with [ ? ] the bid request requirements. A. delivering a solution that meets B. customers not fully understanding an C. product offer in response to D. an organization's performance against
C. product offer in response to
Which of the following key decisions are made during the Bid/No Bid Decision Gate? 1. Identify a core opportunity team 2. Decide whether to proceed to the proposal planning phase 3. Confirm/adjust the win strategy 4. Assign a Proposal Manager A. 1, 2, 3 B. 1, 2, 4 C. 1, 3, 4 D. 2, 3, 4
D. 2, 3, 4
