DMEC CLMS CERTIFICATION EXAM REVISION
HANDBOOK 2026 CLINICAL LAB STANDARDS
AND REGULATORY REQUIREMENTS
◉ 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.
◉ Account Plan.
Answer: A sales plan that is specific to one customer and covers
multiple opportunities with that customer.
◉ Action Caption.
Answer: A short, informative statement associated with a graphic
that provides additional information to help the reader understand
what the graphic means.
◉ Active/Passive Voice.
Answer: Sentences written in active voice have a clear subject and
verb. They make it clear who does what. Passive-voice sentences are
considered weaker because the subject receives the action instead of
,performing it. Passive sentences usually contain a form of the verb
"to be".
◉ Advantage.
Answer: How, in the seller's opinion, a product or service may
benefit the customer. Advantages are potential benefits and are
more powerful than features.
◉ Aesthetics.
Answer: A set of principles regarding the nature and appreciation of
beauty. The study of aesthetics increases the validity of many critical
judgments concerning art.
◉ After-Action Review.
Answer: A systematic process to extract the learning from an event
or activity. The process addresses the questions, What should have
happened? What actually happened? What can we learn and apply
for the future?
◉ Annotated Outline.
Answer: A simple writing or content plan. This is a structure for the
proposal that is usually derived from the customer requirements
documentation. It amplifies a topical outline and helps determine
whether opportunity planning activities have made it into the
planned propels outline and placed you in a position to win.
,◉ Appendix.
Answer: Supplementary material included at the end of a proposal
that contain specialized, relevant information that facilitates the
decision making process.
◉ Assumptions.
Answer: Conditions that the bid team assume exist for the purpose
of providing a price or terms of service in a proposal.
◉ Balance (Visual).
Answer: Balance is achieved when the visual "weight" of both halves
of a graphic is similar, giving a sense of equilibrium. Unbalanced
graphics convey a sense of uneasiness.
◉ Benchmarking.
Answer: A systematic process for comparing your processes with
those of other recognized leaders in your field or industry to identify
and close gaps.
◉ Best and Final Offer (BAFO).
Answer: A customer request for a document that describes your
organization's final price. There may be more than one request for a
BAFO. The customer requests a BAFO after the proposal has been
, submitted to select the final companies to negotiate with or go
directly to award.
◉ 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.
HANDBOOK 2026 CLINICAL LAB STANDARDS
AND REGULATORY REQUIREMENTS
◉ 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.
◉ Account Plan.
Answer: A sales plan that is specific to one customer and covers
multiple opportunities with that customer.
◉ Action Caption.
Answer: A short, informative statement associated with a graphic
that provides additional information to help the reader understand
what the graphic means.
◉ Active/Passive Voice.
Answer: Sentences written in active voice have a clear subject and
verb. They make it clear who does what. Passive-voice sentences are
considered weaker because the subject receives the action instead of
,performing it. Passive sentences usually contain a form of the verb
"to be".
◉ Advantage.
Answer: How, in the seller's opinion, a product or service may
benefit the customer. Advantages are potential benefits and are
more powerful than features.
◉ Aesthetics.
Answer: A set of principles regarding the nature and appreciation of
beauty. The study of aesthetics increases the validity of many critical
judgments concerning art.
◉ After-Action Review.
Answer: A systematic process to extract the learning from an event
or activity. The process addresses the questions, What should have
happened? What actually happened? What can we learn and apply
for the future?
◉ Annotated Outline.
Answer: A simple writing or content plan. This is a structure for the
proposal that is usually derived from the customer requirements
documentation. It amplifies a topical outline and helps determine
whether opportunity planning activities have made it into the
planned propels outline and placed you in a position to win.
,◉ Appendix.
Answer: Supplementary material included at the end of a proposal
that contain specialized, relevant information that facilitates the
decision making process.
◉ Assumptions.
Answer: Conditions that the bid team assume exist for the purpose
of providing a price or terms of service in a proposal.
◉ Balance (Visual).
Answer: Balance is achieved when the visual "weight" of both halves
of a graphic is similar, giving a sense of equilibrium. Unbalanced
graphics convey a sense of uneasiness.
◉ Benchmarking.
Answer: A systematic process for comparing your processes with
those of other recognized leaders in your field or industry to identify
and close gaps.
◉ Best and Final Offer (BAFO).
Answer: A customer request for a document that describes your
organization's final price. There may be more than one request for a
BAFO. The customer requests a BAFO after the proposal has been
, submitted to select the final companies to negotiate with or go
directly to award.
◉ 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.
