APMP FOUNDATION CERTIFICATION
FINAL COMPREHENSIVE ASSESSMENT TEST
PAPER QUESTIONS AND SOLUTIONS
⩥ Opportunity/Capture Manager or salesperson who has an
established relationship with the customer.
Answer: Who is typically responsible for writing the executive
summary?
⩥ The customer's nontechnical, senior-level decisionmakers.
Answer: Who should the executive summary be aimed towards?
⩥ The highest level person possible.
Answer: Who typically reviews/approves the executive
summary draft?
⩥ Process for analyzing competitor and customer data to
identify how to package and price a winning offer to a customer.
Answer: Price-to-Win
⩥ Early in the opportunity stage.
,Answer: When should the price to win process begin?
⩥ Independent, comprehensive competitive analysis research.
Answer: What is price to win based on?
⩥ Total range of expenses the offeror expects to spend to deliver
the requirements.
Answer: Price to win cost
⩥ Monetary payment for the offeror to deliver the requirements.
Answer: Price to win price
⩥ Custom built spreadsheets.
Answer: What are the most useful tools for price to win
analyses?
⩥ Uses customer's historical award and budget information to
predict where they will likely make awards and where
competitors tend to receive them.
Answer: Top-down analysis
,⩥ Develops pricing based on detailed evaluations of the
competitor solution's cost and identified strategies.
Answer: Bottom-up analysis
⩥ Early in the opportunity process before the RFP is released.
Answer: When should top-down analyses be conducted?
⩥ As soon as final customer requirements and evaluation
processes are known; refined further once final RFP is released.
Answer: When should bottom-up analyses be conducted?
⩥ People, especially those in your own organization.
Answer: What are the best intelligence sources for obtaining
customer intelligence in the PTW process?
⩥ It helps establish what your competitors' bid and actual award
prices would be based on prior similar contracts.
Answer: Why is competitive analysis vital to determining a
PTW range?
⩥ - Your historical cost data
, - Your competitive position
- Your pricing differentiators
- Your internal risk (top 2 or 3 areas).
Answer: What information should be researched for
consideration in the PTW?
⩥ Value to the customer--the benefits customers will gain for the
price they pay.
Answer: What should pricing be focused on?
⩥ Remove nonessential features that add to the cost without
adding equal value.
Answer: How should pricing be written in the PTW for budget-
limited customers?
⩥ Compliance = meeting requirements stated in the solicitation
Responsiveness = addressing customer
goals/concerns/issues/values not addressed in the solicitation.
Answer: Compliance vs Responsiveness
FINAL COMPREHENSIVE ASSESSMENT TEST
PAPER QUESTIONS AND SOLUTIONS
⩥ Opportunity/Capture Manager or salesperson who has an
established relationship with the customer.
Answer: Who is typically responsible for writing the executive
summary?
⩥ The customer's nontechnical, senior-level decisionmakers.
Answer: Who should the executive summary be aimed towards?
⩥ The highest level person possible.
Answer: Who typically reviews/approves the executive
summary draft?
⩥ Process for analyzing competitor and customer data to
identify how to package and price a winning offer to a customer.
Answer: Price-to-Win
⩥ Early in the opportunity stage.
,Answer: When should the price to win process begin?
⩥ Independent, comprehensive competitive analysis research.
Answer: What is price to win based on?
⩥ Total range of expenses the offeror expects to spend to deliver
the requirements.
Answer: Price to win cost
⩥ Monetary payment for the offeror to deliver the requirements.
Answer: Price to win price
⩥ Custom built spreadsheets.
Answer: What are the most useful tools for price to win
analyses?
⩥ Uses customer's historical award and budget information to
predict where they will likely make awards and where
competitors tend to receive them.
Answer: Top-down analysis
,⩥ Develops pricing based on detailed evaluations of the
competitor solution's cost and identified strategies.
Answer: Bottom-up analysis
⩥ Early in the opportunity process before the RFP is released.
Answer: When should top-down analyses be conducted?
⩥ As soon as final customer requirements and evaluation
processes are known; refined further once final RFP is released.
Answer: When should bottom-up analyses be conducted?
⩥ People, especially those in your own organization.
Answer: What are the best intelligence sources for obtaining
customer intelligence in the PTW process?
⩥ It helps establish what your competitors' bid and actual award
prices would be based on prior similar contracts.
Answer: Why is competitive analysis vital to determining a
PTW range?
⩥ - Your historical cost data
, - Your competitive position
- Your pricing differentiators
- Your internal risk (top 2 or 3 areas).
Answer: What information should be researched for
consideration in the PTW?
⩥ Value to the customer--the benefits customers will gain for the
price they pay.
Answer: What should pricing be focused on?
⩥ Remove nonessential features that add to the cost without
adding equal value.
Answer: How should pricing be written in the PTW for budget-
limited customers?
⩥ Compliance = meeting requirements stated in the solicitation
Responsiveness = addressing customer
goals/concerns/issues/values not addressed in the solicitation.
Answer: Compliance vs Responsiveness
