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APMP Exam Questions and Answers
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APMP Exam Questions and Answers
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APMP Exam Questions and AnswersBusiness Development Lifecycle
Opportunity > Market Identification > Account Planning> Opportunity Assessment > Opportunity Planning (Capture/ Win) > Proposal Planning > Proposal Development > Submittal> Negotiation> Delivery (Ongoing Customer Relationship
Market Identification (Business Development Life Cycle)
Deciding factor for markets that organizations intend to penetrate or pursue. This phase helps organizations ensure that they are spending their budgets on resources on the most profitable business opportunities.
Brainpower
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Market Risk Assessment
Tool for organizations to assess rick and investment tolerance for selling to new or existing markets with new or existing products or services.
Highest Market Risk
Opportunities with new customers and new products
Lowest Market Risk
Opportunities with existing customers and products
Accounting Planning and Positioning (Business Development Life Cycle)
An account can be a prospective customer, an existing customer, an entire organization, or a single buying unit within a large company. In the planning stage BD will assess current and future business opportunities with accounts in order to make unbiased decisions on bidding. This data can be tracked in a CRM.
Customer Relationship Management (CRM) System
Organizations store account planning data in a customer relationship management (CRM) system and keep data up to date
Opportunity Assessment (Business Development Life Cycle) Ability to evaluate the content structure of opportunities to accurately determine if they are worth bidding on
Questions to consider in the Opportunity Assessment phase (Business Development Life Cycle)
• Is there an incumbent on this opportunity?
• What is the incumbent's performance?
• Who are known competitors?
• Are there possible unknown competitors?
• Can we win? Can we deliver profitably?
• Do we need to team with another organization?
• What will it cost us to bid?
• Will bidding this opportunity better position us for future opportunities?
• Does this opportunity fit within our strategic plan and vision?
What is the result of slow decisions on qualifying opportunities in the Opportunity Assessment Phase (Business Development Life Cycle)
-Over spending of marketing and sales budget
-Low win rate; qualifying too many opportunities
Opportunity Planning (Capture/Win) (Business Development Life Cycle)
This planning involves customer interaction and effective sales to understand customer needs and issues. Critical aspects of opportunity planning include knowledge of portfolio
management and the 4Cs:
4C's + P Opportunity Planning (Capture/Win) (Business Development Life Cycle)
Customer, Competition, Cost, Company and Solution, and Portfolio Management
Customer (4Cs+P)
Organizations need a basic understanding of the customer's situation, needs, hot buttons, issues, and biases. This understanding will deepen as the opportunity advances.
Competition (4Cs +P)
Organizations should identify incumbent, known competitors, or potential unknown competitors. They should also determine whether they have a competitive advantage or
disadvantage in pursuing the opportunity.
Cost (4Cs +P)
Is there a history of pricing on this opportunity? A price-to-win analysis, at some level, should be part of opportunity planning. As the opportunity advances and more information becomes available, this price target should be adjusted.
Company and Solution (4Cs +P)
Opportunity planning requires that an organization assess, from a customer perspective, its own solution, past performance, reputation, and risk.
Portfolio Management (4Cs +P)
Weigh opportunities against each other and view resources to develop and pursue opportunities as an investment. Only pursue opportunities with an ROI versus probability of win that supports the overall portfolio
Opportunity Planning Process (Business Development Life Cycle)
(Input) Pursuit Decision:
Build Relationships> Gather and Analyze Data> Develop and Implement Strategies >
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