CON 1200V EXAM QUESTIONS AND ANSWERS A+ GRADED
What are the two Domains in the Pre-Award Phase?
Domain A & Domain B
Domain A
Develop Solicitation: The process for the buyer of determining and explaining
requirements
Domain B
Develop Offer: The process of the seller of developing business practices and strategies
to respond to and win solicitations
Two Competencies of Domain A
1) Plan Solicitation
2) Request Offers
Two Competencies of Domain B
1) Plan Sales
2) Prepare Offer
Three Phases of Pre-Award
1) Business Development
2) Capture
3) Proposal Development
Five Steps in How Industry Influences Requirements (Market Strategies)
1) Understanding how to leverage their core competencies
2) Gathering Market Intelligence for competitor and market insight
3) Conducting Market Research to Assess the target of opportunity and their ability to
differentiate their products or services
4) Determining the customer's needs and potential solutions
5) Shaping the opportunity by taking opportunities to communicate with the government
Core Competencies
The defining capabilities or advantages that a business may have that distinguish it from
the competition; Lowest Risk
Gathering Market Intelligence
Analyzes the market itself and competitors; helps determine a corporate strategy in
what opportunities to pursue; wider in scope
Two components of Market Intelligence
1) Competitive Insight
2) Market Insight
Two components of Competitive Insight
1) Competitor Intelligence (i.e. org changes, acquisitions)
2) Product Intelligence (i.e. pricing, product promotions)
Two components of Market Insight
1) Market Understanding (i.e. technology trends, market forecasts)
2) Customer Insight (Brand preferences, Key product concerns)
Market Research
Helps establish your position for a specific opportunity. Builds the foundation for
opportunity assessment
What are the two Domains in the Pre-Award Phase?
Domain A & Domain B
Domain A
Develop Solicitation: The process for the buyer of determining and explaining
requirements
Domain B
Develop Offer: The process of the seller of developing business practices and strategies
to respond to and win solicitations
Two Competencies of Domain A
1) Plan Solicitation
2) Request Offers
Two Competencies of Domain B
1) Plan Sales
2) Prepare Offer
Three Phases of Pre-Award
1) Business Development
2) Capture
3) Proposal Development
Five Steps in How Industry Influences Requirements (Market Strategies)
1) Understanding how to leverage their core competencies
2) Gathering Market Intelligence for competitor and market insight
3) Conducting Market Research to Assess the target of opportunity and their ability to
differentiate their products or services
4) Determining the customer's needs and potential solutions
5) Shaping the opportunity by taking opportunities to communicate with the government
Core Competencies
The defining capabilities or advantages that a business may have that distinguish it from
the competition; Lowest Risk
Gathering Market Intelligence
Analyzes the market itself and competitors; helps determine a corporate strategy in
what opportunities to pursue; wider in scope
Two components of Market Intelligence
1) Competitive Insight
2) Market Insight
Two components of Competitive Insight
1) Competitor Intelligence (i.e. org changes, acquisitions)
2) Product Intelligence (i.e. pricing, product promotions)
Two components of Market Insight
1) Market Understanding (i.e. technology trends, market forecasts)
2) Customer Insight (Brand preferences, Key product concerns)
Market Research
Helps establish your position for a specific opportunity. Builds the foundation for
opportunity assessment
