APMP EXAM 3 2026 RISK MANAGEMENT AND
PROJECT CONTROL REVIEW QUESTIONS
ANSWERS VERIFIED GUIDE
◉ 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
◉ 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?
PROJECT CONTROL REVIEW QUESTIONS
ANSWERS VERIFIED GUIDE
◉ 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
◉ 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?
