APMP EXAM 3 2026 COST ESTIMATION AND
BUDGETING WORKBOOK SOLVED QUESTIONS
COMPILATION
◉ 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
◉ Prior to RFP release, early in the business development process
and continually through.
Answer: When should you begin collecting customer intelligence to
cultivate responsiveness?
,◉ They identify where in a proposal you have addressed the
solicitation requirements.
Answer: Why are response matrices important to submit with a
proposal?
◉ Customer benefits before solution features; features are only
effective if they offer a true benefit to the customer.
Answer: Does an effective proposal present customer benefits before
solution features or solution features before customer benefits?
◉ Sales/opportunity planning.
Answer: What part of the proposal process does customer and
competitive intelligence gathering take place?
◉ The sales/opportunity planning team.
Answer: Who is responsible for gathering customer and competitive
intelligence?
◉ In the cover letter or first-page introduction.
Answer: Where should the executive summary go if customer
instructions do not allow for one?
◉ Tool to verbalize your win strategies in a way that helps your team
understand how the bid will succeed.
, Answer: Strategy statement
◉ If it were revealed to the competition, it would damage your
chances of winning.
Answer: How do you know whether your opportunity strategy is
"killer"?
◉ a statement that specifically addresses how aspects of an offer
positively affect a customer's business.
Answer: Value proposition
◉ Your value proposition.
Answer: What should form the foundation of your executive
summary to give evaluators a reason to select you?
◉ - state the value (both tangible and intangible) that customer will
get from your solution
- identify the differentiator that will deliver that value
- provide proof that the claim is credible.
Answer: 3 parts of a value proposition
◉ Links customer benefits to your offer's features, calling out the
key points you want the customer to remember.
BUDGETING WORKBOOK SOLVED QUESTIONS
COMPILATION
◉ 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
◉ Prior to RFP release, early in the business development process
and continually through.
Answer: When should you begin collecting customer intelligence to
cultivate responsiveness?
,◉ They identify where in a proposal you have addressed the
solicitation requirements.
Answer: Why are response matrices important to submit with a
proposal?
◉ Customer benefits before solution features; features are only
effective if they offer a true benefit to the customer.
Answer: Does an effective proposal present customer benefits before
solution features or solution features before customer benefits?
◉ Sales/opportunity planning.
Answer: What part of the proposal process does customer and
competitive intelligence gathering take place?
◉ The sales/opportunity planning team.
Answer: Who is responsible for gathering customer and competitive
intelligence?
◉ In the cover letter or first-page introduction.
Answer: Where should the executive summary go if customer
instructions do not allow for one?
◉ Tool to verbalize your win strategies in a way that helps your team
understand how the bid will succeed.
, Answer: Strategy statement
◉ If it were revealed to the competition, it would damage your
chances of winning.
Answer: How do you know whether your opportunity strategy is
"killer"?
◉ a statement that specifically addresses how aspects of an offer
positively affect a customer's business.
Answer: Value proposition
◉ Your value proposition.
Answer: What should form the foundation of your executive
summary to give evaluators a reason to select you?
◉ - state the value (both tangible and intangible) that customer will
get from your solution
- identify the differentiator that will deliver that value
- provide proof that the claim is credible.
Answer: 3 parts of a value proposition
◉ Links customer benefits to your offer's features, calling out the
key points you want the customer to remember.
