DMEC CLMS CERTIFICATION EXAM REVISION
HANDBOOK 2026 REGULATORY COMPLIANCE
AND LABORATORY STANDARDS
◉ 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.
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.
HANDBOOK 2026 REGULATORY COMPLIANCE
AND LABORATORY STANDARDS
◉ 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.
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.
