2
APMP Capture practioner Exam with accurate detailed answers
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Bid decisions/ Gate decisions - ✔✔aimed at eliminating opportunities or sales leads with a
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low win probability, thus permitting a stronger focus on opportunities with a higher win
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probability.
gate decisions focus on answering three basic questions about a business - ✔✔Is it real?
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Can we win? || ||
Do we want to?
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Gate decisions are normally organized around the following milestones related to business
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opportunities - ✔✔Market entry decision (different process) || || || || || ||
Opportunity qualification decision || ||
Bid pursuit decision
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Bid/no-bid decision ||
Bid validation decision
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Final review ||
Market entry decision - ✔✔The decision that confirms that the identified market segment is
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aligned with the goals in your strategic plan.
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Opportunity qualification decision - ✔✔An early milestone to determine whether an
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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.
|| || || || || || || || || ||
Bid Pursuit Decision - ✔✔Generally the first decision milestone to verify that the
|| || || || || || || || || || || || ||
opportunity fits your strategic direction and capability. This decision often approves the
|| || || || || || || || || || || ||
, 2
funds to initiate early opportunity planning activities. Sales may do an opportunity
|| || || || || || || || || || || ||
qualification decision before this decision gate. || || || || ||
Bid/No-Bid Decision - ✔✔A milestone after the opportunity plan is substantially complete.
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It validates that you are properly positioned to win based on the opportunity plan.
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Bid Validation Decision - ✔✔A decision milestone after the customer releases an RFP to
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address obstacles to winning that were identified in the opportunity plan.
|| || || || || || || || || ||
when to use an opportunity Qualification Decision - ✔✔Use the opportunity qualification
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decision to confirm whether the opportunity merits expending resources for research and
|| || || || || || || || || || || ||
assessment
When to use a Bid Pursuit Decision - ✔✔Use the pursuit decision to determine whether to
|| || || || || || || || || || || || || || || ||
commit resources to developing opportunity/capture plans and influencing the customer to
|| || || || || || || || || || ||
prefer your solution || ||
When to use a Bid no bid decision - ✔✔Use the bid/no-bid decision to determine if you've
|| || || || || || || || || || || || || || || || ||
positioned yourself favorably enough to justify planning to develop a proposal
|| || || || || || || || || ||
when to use a Bid Validation Decision - ✔✔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 || || || || || ||
Gate Decision meeting dates - ✔✔Meeting dates are known, expectations are set, and
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information to be presented for the decision is defined and understood.
|| || || || || || || || || ||
Information Maturity at Opportunity Qualification - ✔✔Timing - Soon after opportunity is
|| || || || || || || || || || || ||
identified
APMP Capture practioner Exam with accurate detailed answers
|| || || || || || ||
Bid decisions/ Gate decisions - ✔✔aimed at eliminating opportunities or sales leads with a
|| || || || || || || || || || || || || ||
low win probability, thus permitting a stronger focus on opportunities with a higher win
|| || || || || || || || || || || || || ||
probability.
gate decisions focus on answering three basic questions about a business - ✔✔Is it real?
|| || || || || || || || || || || || || ||
Can we win? || ||
Do we want to?
|| || ||
Gate decisions are normally organized around the following milestones related to business
|| || || || || || || || || || || ||
opportunities - ✔✔Market entry decision (different process) || || || || || ||
Opportunity qualification decision || ||
Bid pursuit decision
|| ||
Bid/no-bid decision ||
Bid validation decision
|| ||
Final review ||
Market entry decision - ✔✔The decision that confirms that the identified market segment is
|| || || || || || || || || || || || ||
aligned with the goals in your strategic plan.
|| || || || || || || ||
Opportunity qualification decision - ✔✔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.
|| || || || || || || || || ||
Bid Pursuit Decision - ✔✔Generally the first decision milestone to verify that the
|| || || || || || || || || || || || ||
opportunity fits your strategic direction and capability. This decision often approves the
|| || || || || || || || || || || ||
, 2
funds to initiate early opportunity planning activities. Sales may do an opportunity
|| || || || || || || || || || || ||
qualification decision before this decision gate. || || || || ||
Bid/No-Bid Decision - ✔✔A milestone after the opportunity plan is substantially complete.
|| || || || || || || || || || || ||
It validates that you are properly positioned to win based on the opportunity plan.
|| || || || || || || || || || || || ||
Bid Validation Decision - ✔✔A decision milestone after the customer releases an RFP to
|| || || || || || || || || || || || || ||
address obstacles to winning that were identified in the opportunity plan.
|| || || || || || || || || ||
when to use an opportunity Qualification Decision - ✔✔Use the opportunity qualification
|| || || || || || || || || || || ||
decision to confirm whether the opportunity merits expending resources for research and
|| || || || || || || || || || || ||
assessment
When to use a Bid Pursuit Decision - ✔✔Use the pursuit decision to determine whether to
|| || || || || || || || || || || || || || || ||
commit resources to developing opportunity/capture plans and influencing the customer to
|| || || || || || || || || || ||
prefer your solution || ||
When to use a Bid no bid decision - ✔✔Use the bid/no-bid decision to determine if you've
|| || || || || || || || || || || || || || || || ||
positioned yourself favorably enough to justify planning to develop a proposal
|| || || || || || || || || ||
when to use a Bid Validation Decision - ✔✔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 || || || || || ||
Gate Decision meeting dates - ✔✔Meeting dates are known, expectations are set, and
|| || || || || || || || || || || || ||
information to be presented for the decision is defined and understood.
|| || || || || || || || || ||
Information Maturity at Opportunity Qualification - ✔✔Timing - Soon after opportunity is
|| || || || || || || || || || || ||
identified
