DMEC CLMS CERTIFICATION EXAM 108
LEARNING WORKBOOK 2026 LAB
OPERATIONS AND CLINICAL SYSTEMS
MANAGEMENT SKILLS
◉ Opportunity Plan.
Answer: 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.
Answer: A process for analyzing competitive and customer data to
identify how to package and price a winning offer to a customer.
◉ SWOT.
Answer: 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.
,Answer: 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.
Answer: Communication to eliminate minor irregularities or
apparent clerical mistakes in an RFP or in a proposal.
◉ Compliance Matrix.
Answer: 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.
Answer: 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.
Answer: 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.
Answer: Customer concerns that the offer will resolve. Issues may be
the business outcomes the customer is trying to achieve.
◉ Customer Requirements Feature.
Answer: The attributes and specifications of a product or service as
determined by the customer.
◉ Hot Buttons.
Answer: 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.
Answer: A bid or proposal that does not meet the customer's
requirements.
◉ Protest.
Answer: Written objection by an interested party to a solicitation,
cancellation of a solicitation, contract award, or termination of a
contract award.
, ◉ Reponse Matrix.
Answer: 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).
Answer: 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.
◉ Customer Intelligence.
Answer: An understanding of a customer's needs--spoken and
unspoken--and the capabilities desired of a vendor/contractor to
support requirements. It is a key element of the sales and
opportunity development process that occurs well in advance of
responding to a bid or RFP.
◉ Executive Summary.
Answer: A short abstract of the main points of the offer aimed at the
senior-level decision makers in the customer's organization. It is the
section of a proposal that provides an overview of the offer and
highlights the key selling points for customer decision makers.
LEARNING WORKBOOK 2026 LAB
OPERATIONS AND CLINICAL SYSTEMS
MANAGEMENT SKILLS
◉ Opportunity Plan.
Answer: 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.
Answer: A process for analyzing competitive and customer data to
identify how to package and price a winning offer to a customer.
◉ SWOT.
Answer: 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.
,Answer: 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.
Answer: Communication to eliminate minor irregularities or
apparent clerical mistakes in an RFP or in a proposal.
◉ Compliance Matrix.
Answer: 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.
Answer: 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.
Answer: 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.
Answer: Customer concerns that the offer will resolve. Issues may be
the business outcomes the customer is trying to achieve.
◉ Customer Requirements Feature.
Answer: The attributes and specifications of a product or service as
determined by the customer.
◉ Hot Buttons.
Answer: 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.
Answer: A bid or proposal that does not meet the customer's
requirements.
◉ Protest.
Answer: Written objection by an interested party to a solicitation,
cancellation of a solicitation, contract award, or termination of a
contract award.
, ◉ Reponse Matrix.
Answer: 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).
Answer: 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.
◉ Customer Intelligence.
Answer: An understanding of a customer's needs--spoken and
unspoken--and the capabilities desired of a vendor/contractor to
support requirements. It is a key element of the sales and
opportunity development process that occurs well in advance of
responding to a bid or RFP.
◉ Executive Summary.
Answer: A short abstract of the main points of the offer aimed at the
senior-level decision makers in the customer's organization. It is the
section of a proposal that provides an overview of the offer and
highlights the key selling points for customer decision makers.
