2
APMP Foundational Exam with verified detailed solutions
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When should the first draft of the executive summary be written? - ✔✔During the
|| || || || || || || || || || || || || ||
opportunity planning phase before kick off meeting || || || || || ||
Who is typically responsible for writing the executive summary? - ✔✔Opportunity/Capture
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Manager or salesperson who has an established relationship with the customer
|| || || || || || || || || ||
Who should the executive summary be aimed towards? - ✔✔The customer's nontechnical,
|| || || || || || || || || || || ||
senior-level decisionmakers ||
Who typically reviews/approves the executive summary draft? - ✔✔The highest level
|| || || || || || || || || || ||
person possible ||
Price-to-Win - ✔✔Process for analyzing competitor and customer data to identify how to
|| || || || || || || || || || || || ||
package and price a winning offer to a customer
|| || || || || || || ||
When should the price to win process begin? - ✔✔Early in the opportunity stage
|| || || || || || || || || || || || ||
What is price to win based on? - ✔✔Independent, comprehensive competitive analysis
|| || || || || || || || || || || ||
research
Price to win cost - ✔✔Total range of expenses the offeror expects to spend to deliver the
|| || || || || || || || || || || || || || || || ||
requirements
Price to win price - ✔✔Monetary payment for the offeror to deliver the requirements
|| || || || || || || || || || || || ||
,2
What are the most useful tools for price to win analyses? - ✔✔Custom built spreadsheets
|| || || || || || || || || || || || || ||
Top-down analysis - ✔✔Uses customer's historical award and budget information to predict
|| || || || || || || || || || ||
where they will likely make awards and where competitors tend to receive them
|| || || || || || || || || || || || ||
Bottom-up analysis - ✔✔Develops pricing based on detailed evaluations of the competitor
|| || || || || || || || || || || ||
solution's cost and identified strategies
|| || || ||
When should top-down analyses be conducted? - ✔✔Early in the opportunity process
|| || || || || || || || || || || ||
before the RFP is released
|| || || ||
When should bottom-up analyses be conducted? - ✔✔As soon as final customer
|| || || || || || || || || || || ||
requirements and evaluation processes are known; refined further once final RFP is
|| || || || || || || || || || || ||
released
What are the best intelligence sources for obtaining customer intelligence in the PTW
|| || || || || || || || || || || || ||
process? - ✔✔People, especially those in your own organization
|| || || || || || || ||
Why is competitive analysis vital to determining a PTW range? - ✔✔It helps establish what
|| || || || || || || || || || || || || || ||
your competitors' bid and actual award prices would be based on prior similar contracts
|| || || || || || || || || || || || ||
What information should be researched for consideration in the PTW? - ✔✔- Your
|| || || || || || || || || || || || ||
historical cost data || ||
- Your competitive position
|| || ||
- Your pricing differentiators
|| || ||
- Your internal risk (top 2 or 3 areas)
|| || || || || || || ||
, 2
What should pricing be focused on? - ✔✔Value to the customer--the benefits customers will
|| || || || || || || || || || || || ||
gain for the price they pay
|| || || || || ||
How should pricing be written in the PTW for budget-limited customers? - ✔✔Remove
|| || || || || || || || || || || || ||
nonessential features that add to the cost without adding equal value || || || || || || || || || ||
Compliance vs Responsiveness - ✔✔Compliance = meeting requirements stated in the
|| || || || || || || || || || ||
solicitation
Responsiveness = addressing customer goals/concerns/issues/values not addressed in the || || || || || || || || ||
solicitation
When should you begin collecting customer intelligence to cultivate responsiveness? -
|| || || || || || || || || || ||
✔✔Prior to RFP release, early in the business development process and continually through
|| || || || || || || || || || || ||
Why are response matrices important to submit with a proposal? - ✔✔They identify where
|| || || || || || || || || || || || || ||
in a proposal you have addressed the solicitation requirements
|| || || || || || || ||
Does an effective proposal present customer benefits before solution features or solution
|| || || || || || || || || || || ||
features before customer benefits? - ✔✔Customer benefits before solution features; features
|| || || || || || || || || || ||
are only effective if they offer a true benefit to the customer
|| || || || || || || || || || ||
What part of the proposal process does customer and competitive intelligence gathering
|| || || || || || || || || || || ||
take place? - ✔✔Sales/opportunity planning
|| || || ||
Who is responsible for gathering customer and competitive intelligence? - ✔✔The
|| || || || || || || || || || ||
sales/opportunity planning team || ||
APMP Foundational Exam with verified detailed solutions
|| || || || || ||
When should the first draft of the executive summary be written? - ✔✔During the
|| || || || || || || || || || || || || ||
opportunity planning phase before kick off meeting || || || || || ||
Who is typically responsible for writing the executive summary? - ✔✔Opportunity/Capture
|| || || || || || || || || || ||
Manager or salesperson who has an established relationship with the customer
|| || || || || || || || || ||
Who should the executive summary be aimed towards? - ✔✔The customer's nontechnical,
|| || || || || || || || || || || ||
senior-level decisionmakers ||
Who typically reviews/approves the executive summary draft? - ✔✔The highest level
|| || || || || || || || || || ||
person possible ||
Price-to-Win - ✔✔Process for analyzing competitor and customer data to identify how to
|| || || || || || || || || || || || ||
package and price a winning offer to a customer
|| || || || || || || ||
When should the price to win process begin? - ✔✔Early in the opportunity stage
|| || || || || || || || || || || || ||
What is price to win based on? - ✔✔Independent, comprehensive competitive analysis
|| || || || || || || || || || || ||
research
Price to win cost - ✔✔Total range of expenses the offeror expects to spend to deliver the
|| || || || || || || || || || || || || || || || ||
requirements
Price to win price - ✔✔Monetary payment for the offeror to deliver the requirements
|| || || || || || || || || || || || ||
,2
What are the most useful tools for price to win analyses? - ✔✔Custom built spreadsheets
|| || || || || || || || || || || || || ||
Top-down analysis - ✔✔Uses customer's historical award and budget information to predict
|| || || || || || || || || || ||
where they will likely make awards and where competitors tend to receive them
|| || || || || || || || || || || || ||
Bottom-up analysis - ✔✔Develops pricing based on detailed evaluations of the competitor
|| || || || || || || || || || || ||
solution's cost and identified strategies
|| || || ||
When should top-down analyses be conducted? - ✔✔Early in the opportunity process
|| || || || || || || || || || || ||
before the RFP is released
|| || || ||
When should bottom-up analyses be conducted? - ✔✔As soon as final customer
|| || || || || || || || || || || ||
requirements and evaluation processes are known; refined further once final RFP is
|| || || || || || || || || || || ||
released
What are the best intelligence sources for obtaining customer intelligence in the PTW
|| || || || || || || || || || || || ||
process? - ✔✔People, especially those in your own organization
|| || || || || || || ||
Why is competitive analysis vital to determining a PTW range? - ✔✔It helps establish what
|| || || || || || || || || || || || || || ||
your competitors' bid and actual award prices would be based on prior similar contracts
|| || || || || || || || || || || || ||
What information should be researched for consideration in the PTW? - ✔✔- Your
|| || || || || || || || || || || || ||
historical cost data || ||
- Your competitive position
|| || ||
- Your pricing differentiators
|| || ||
- Your internal risk (top 2 or 3 areas)
|| || || || || || || ||
, 2
What should pricing be focused on? - ✔✔Value to the customer--the benefits customers will
|| || || || || || || || || || || || ||
gain for the price they pay
|| || || || || ||
How should pricing be written in the PTW for budget-limited customers? - ✔✔Remove
|| || || || || || || || || || || || ||
nonessential features that add to the cost without adding equal value || || || || || || || || || ||
Compliance vs Responsiveness - ✔✔Compliance = meeting requirements stated in the
|| || || || || || || || || || ||
solicitation
Responsiveness = addressing customer goals/concerns/issues/values not addressed in the || || || || || || || || ||
solicitation
When should you begin collecting customer intelligence to cultivate responsiveness? -
|| || || || || || || || || || ||
✔✔Prior to RFP release, early in the business development process and continually through
|| || || || || || || || || || || ||
Why are response matrices important to submit with a proposal? - ✔✔They identify where
|| || || || || || || || || || || || || ||
in a proposal you have addressed the solicitation requirements
|| || || || || || || ||
Does an effective proposal present customer benefits before solution features or solution
|| || || || || || || || || || || ||
features before customer benefits? - ✔✔Customer benefits before solution features; features
|| || || || || || || || || || ||
are only effective if they offer a true benefit to the customer
|| || || || || || || || || || ||
What part of the proposal process does customer and competitive intelligence gathering
|| || || || || || || || || || || ||
take place? - ✔✔Sales/opportunity planning
|| || || ||
Who is responsible for gathering customer and competitive intelligence? - ✔✔The
|| || || || || || || || || || ||
sales/opportunity planning team || ||
