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APMP Glossary Correct answers latest update
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APMP Glossary Correct answers latest update
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APMP GlossaryAccount Plan - correct answer A sales plan that is specific to one customer and covers multiple
opportunities with that customer. The timespan covered by the plan typically is two to five years.
Action Caption - correct answer A short, informative statement associated with a graphic that provides
additional information to help the reader understand what the graphic means.
Active/Passive Voice - correct answer Sentences written in active voice have a clear subject and verb.
They make it clear who does what. Passive-voice sentences, in contrast, are considered "weaker,"
because the subject receives the action instead of performing it. Passive sentences usually contain a
form of the verb "to be."(...)
Advantage - correct answer How, in the seller's opinion, a product or service may benefit the customer.
Advantages are potential benefits and are more powerful than features.
Aesthetics - correct answer A set of principles regarding the nature and appreciation of beauty. The
study of aesthetics increases the validity of many critical judgments concerning art. Established aesthetic
principles create a shared vocabulary and understanding for the objective evaluation of beauty.
After-Action Review - correct 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 - correct answer A simple writing or content plan. This is a structure for the proposal
that is usually derived from the customer requirements documentation. The outline may be annotated
to show writing responsibilities, informative headings, page-count estimates, and so on. The annotated
outline amplifies a(...)
Appendix - correct answer Supplementary material included at the end of a proposal. Appendices
contain specialized, relevant information that facilitates the decisionmaking process.
Assumptions - correct answer Conditions that the bid team assume exist for the purpose of providing a
price or terms of service in a proposal.
,Balance (Visual) - correct 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 - correct answer A systematic process for comparing your processes with those of other
recognized leaders in your field or industry to identify and close gaps.
Benefit - correct answer A benefit results from a feature of an offer that resolves a customer issue and
demonstrates the value the customer can achieve from resolving the issue. To claim a benefit, there
must be a feature of the offer that clearly allows the customer to realize the benefit. Benefits help
customers(...)
Best and Final Offer (BAFO) - correct 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 Decision Tree - correct 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 Decisions (General) - correct answer Bid decisions are aimed at eliminating opportunities or sales
leads with a low win probability, thus permitting a stronger focus on opportunities with a higher win
probability. For large, complex pursuits, companies often use market entry, opportunity qualification, bid
pursuit, bid/no-bid,(...)
Bid Manager - correct answer A Bid Manager is responsible for managing a bid or proposal opportunity
from qualification to contract award, including: Early and ongoing strategy development Legal review
Solution development Winning price development Partner identification Risk management Proposal(...)
Bid or Proposal Center - correct answer A support organization dedicated to generating proposals and
other response documents for customers.
Bid Pursuit Decision - correct answer Generally the first decision milestone to verify that the opportunity
fits your strategic direction and capability. This decision often approves the funds to initiate early
,opportunity planning activities. Sales may do an opportunity qualification decisionbefore this decision
gate.
Bid Validation Decision - correct answer A decision milestone after the customer releases an RFP to
address obstacles to winning that were identified in the opportunity plan.
Bid/No-Bid Decision - correct answer A milestone after the opportunity plan is substantially complete. It
validates that you are properly positioned to win based on the opportunity plan.
Bidder Comparison Matrix (BCM) - correct 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.
Black Hat - correct answer See Competitor Review.
Blue Team - correct answer See Opportunity Plan Review
Boilerplate - correct answer Stored text and graphics that are available for potential reuse in future
proposals. Boilerplate is information that is harvested from existing documentation to be repurposed in
other proposals. It may include text and graphics, technical specifications, company procedures, and
advertising and(...)
Business Case - correct answer An internal documented argument for bidding on a particular
opportunity. The business case typically focuses on the financial aspects of the bid. The same term may
also be applied to a document or proposal section that is aimed at providing the customer with the
financial justification for(...)
Business Case Review/Senior Management Review - correct 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) - correct answer A research-based
framework that guides business development organizations in identifying and implementing high-
priority improvement actions. The model encompasses the entire business development life cycle. It
establishes a structure that guides increased performance to: Increase value to(...)
, Business Development Maturity Level - correct answer An indicator of an organization's adoption of
business development best practices. For example: Level 1 organizations have ad hoc processes and are
often seen as chaotic. Level 2 organizations have repeatable processes and build on past successes. Level
3 organizations have defined processes(...)
Business Development Phases - correct answer There are eight generally accepted business
development phases: Market identificationAccount planning Opportunity assessment Opportunity
planning Proposal planningProposal development Negotiation Delivery Opportunity assessment,
opportunity planning, proposal planning, proposal(...)
Callout Box - correct answer A design feature with text inside a box or within borders to highlight a key
point in the text.
Capture Manager - correct answer See Opportunity Manager.
Capture Plan - correct answer See Opportunity Plan.
Capture Rate - correct answer See Opportunity Rate.
Central Processing - correct answer Decisionmaking based on logic and sound arguments. This type of
processing is often used by experts but is less common in general than peripheral processing.
Change Management - correct answer The application of tools, processes, skills, and principles to
transition people from one way of working to another.
Clarification - correct answer Communication to eliminate minor irregularities or apparent clerical
mistakes in a request for proposal (RFP) or in a proposal. In government settings, these are typically
limited and structured exchanges between the Government and offerors that may occur after receipt of
proposals. In(...)
Color - correct answer A technique used for emphasis, color may be applied throughout the proposal to
headings, callouts, sections, tabs, and anywhere else the solicitation instructions allow. The use of color
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