DMEC CLMS CERTIFICATION EXAM 108
REVISION HANDBOOK 2026 LAB SAFETY
REGULATIONS AND COMPLIANCE STANDARDS
◉ Bid Decisions (General).
Answer: Bid decisions are aimed at eliminating opportunities or
sales leads with a low win probability, this permitting a stronger
focus on opportunities with a higher win probability.
◉ Bid Decisions Tree.
Answer: A tool used to help you make an informed bid decision
based on positive and negative indicators. It results in a yes or no
response leading to a qualified pursuit decision.
◉ Bid/No-Bid Decision.
Answer: A milestone after the opportunity plan is substantially
complete. It validates that you are properly positioned to win based
on the opportunity plan.
◉ Bid or Proposal Center.
Answer: A support organization dedicated to generating proposals
and other response documents for customers.
,◉ Bid Pursuit Decision.
Answer: Generally the first decision milestone to verify that the
opportunity fits your strategic direction and capability.
◉ Bid Validation Decision.
Answer: A decision mileage after the customer releases an RFP to
address obstacles to winning that were identified in the opportunity
plan.
◉ Bidder Comparison Matrix (BCM).
Answer: A tool used to analyze the customer's current perception of
your solution compared to competitors. It usually is a weighted
score that indicates the customer's confidence that you can meet
their requirements.
◉ Boilerplate.
Answer: Stored text and graphics that are available for potential
reuse in future proposals.
◉ Business Case.
Answer: An internal documented argument for bidding on a
particular opportunity. The business case typically focuses on the
financial aspects of the bid.
,◉ Business Case Review/Senior Management Review.
Answer: All the internal milestones and approvals (internal
governance) required to sign off on the solution, pricing, and legal
requirements.
◉ Business Development Capability Maturity Model (BD-CMM).
Answer: A research-based framework that guides business
development organization in identifying and implementing high-
priority improvement actions. The model encompasses the entire
business development life cycle.
◉ Business Development Maturity Level.
Answer: An indicator of an organization's adoption of business
development best practices (Levels 1-5).
◉ Business Development Phases.
Answer: There are eight generally accepted business development
phases:
Market identification
Account planning
Opportunity assessment
Opportunity planning
Proposal planning
, Proposal development
Negotiation
Delivery
◉ Callout Box.
Answer: A design feature with text inside a box or within borders to
highlight a key point in the text.
◉ Capture Plan.
Answer: An Opportunity Plan: A documented plan that is developed
during the opportunity planning phase.
◉ Central Processing.
Answer: Decision making based on logic and sound arguments. This
type of processing is often used by experts but is less common in
general than peripheral processing.
◉ Change Management.
Answer: The application of tools, processes, skills, and principles to
transition people from one way of working to another.
◉ Color.
REVISION HANDBOOK 2026 LAB SAFETY
REGULATIONS AND COMPLIANCE STANDARDS
◉ Bid Decisions (General).
Answer: Bid decisions are aimed at eliminating opportunities or
sales leads with a low win probability, this permitting a stronger
focus on opportunities with a higher win probability.
◉ Bid Decisions Tree.
Answer: A tool used to help you make an informed bid decision
based on positive and negative indicators. It results in a yes or no
response leading to a qualified pursuit decision.
◉ Bid/No-Bid Decision.
Answer: A milestone after the opportunity plan is substantially
complete. It validates that you are properly positioned to win based
on the opportunity plan.
◉ Bid or Proposal Center.
Answer: A support organization dedicated to generating proposals
and other response documents for customers.
,◉ Bid Pursuit Decision.
Answer: Generally the first decision milestone to verify that the
opportunity fits your strategic direction and capability.
◉ Bid Validation Decision.
Answer: A decision mileage after the customer releases an RFP to
address obstacles to winning that were identified in the opportunity
plan.
◉ Bidder Comparison Matrix (BCM).
Answer: A tool used to analyze the customer's current perception of
your solution compared to competitors. It usually is a weighted
score that indicates the customer's confidence that you can meet
their requirements.
◉ Boilerplate.
Answer: Stored text and graphics that are available for potential
reuse in future proposals.
◉ Business Case.
Answer: An internal documented argument for bidding on a
particular opportunity. The business case typically focuses on the
financial aspects of the bid.
,◉ Business Case Review/Senior Management Review.
Answer: All the internal milestones and approvals (internal
governance) required to sign off on the solution, pricing, and legal
requirements.
◉ Business Development Capability Maturity Model (BD-CMM).
Answer: A research-based framework that guides business
development organization in identifying and implementing high-
priority improvement actions. The model encompasses the entire
business development life cycle.
◉ Business Development Maturity Level.
Answer: An indicator of an organization's adoption of business
development best practices (Levels 1-5).
◉ Business Development Phases.
Answer: There are eight generally accepted business development
phases:
Market identification
Account planning
Opportunity assessment
Opportunity planning
Proposal planning
, Proposal development
Negotiation
Delivery
◉ Callout Box.
Answer: A design feature with text inside a box or within borders to
highlight a key point in the text.
◉ Capture Plan.
Answer: An Opportunity Plan: A documented plan that is developed
during the opportunity planning phase.
◉ Central Processing.
Answer: Decision making based on logic and sound arguments. This
type of processing is often used by experts but is less common in
general than peripheral processing.
◉ Change Management.
Answer: The application of tools, processes, skills, and principles to
transition people from one way of working to another.
◉ Color.
