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APMP Foundation Exam Questions and Answers
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APMP Foundation Exam Questions and Answers
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APMP Foundation Exam Questions and AnswersAnnotated Outline - Answer -A simple writing or content plan. A structure for the proposal derived from the customer requirement documentation.
Advantage - Answer -Potential benefits which are more powerful than features.
Benefit - Answer -Something that demonstrates the value the customer can achieve from resolving the issue. Answers the question 'so what?'
Bid Pursuit Decision - Answer -The first decision milestone to verify that the opportunity fits your strategic direction and capability
Bid Validation Decision - Answer -The final bid/no bid decision after the customer releases an RFP.
Bidder Comparison Matrix (BCM) - Answer -A tool to analyse the customer's current perception of your solution compared to competitors (weighted score).
Business Case - Answer -An internal document for bidding on a particular opportunity, focusing on financial aspects.
Central Processing - Answer -Decision-making based on logic and sound arguments, often used by experts.
Change Management - Answer -The application of tools, processes, skills and principles to transition people from one way of working to another.
Community of Practice (CoP) - Answer -Networks of people who work on similar processes/in similar disciplines and who come together to share their knowledge.
Competitive Intelligence (CI) - Answer -Understanding the strengths, weaknesses and strategies of your competitors.
Black Hat Review - Answer -An assessment of competitors' likely strategies and solutions, conducted by experts on the customer and competitors.
Compliance Matrix/Checklist - Answer -A list of specific customer requirements. Responsive - Answer -Going beyond compliance to address customer's business goals,
issues and values.
Content Plan - Answer -A guide and framework for addressing requirements, detailing win strategy and themes, and meeting page allocation requirements.
Customer Positioning - Answer -An organization's position from the perspective of a customer. Through marketing and sales strategies, a company may move from an unknown position, to known position, then improved, and eventually to favoured.
Daily Stand-up Meeting - Answer -A short meeting held at the same time each day during proposal development to keep the team focused on near-term tasks.
Data Call - Answer -Requests to members of your company for data to answer specific financial, demographic and experience-based questions.
Differentiator/USP - Answer -A feature of your offer that differs from the competition but does not necessarily matter to the customer.
Discriminator - Answer -A feature of your offer that differs from the competition and that the customer acknowledges as delivering a benefit.
Weak Discriminator - Answer -Only distinct from one competitor's offer, not from all.
Positive Discriminator - Answer -A benefit only one bidder can rightfully claim, significant enough to the customer to justify awarding the contract.
Elevator Speech/Pitch - Answer -A concise set of reasons why a customer should choose your company's offer.
Executive Summary - Answer -A short overview of the main points of the offer aimed at the senior-level decision makers in the customer's organisation.
Feature - Answer -Tangible assets of the seller's product/service which are measurable/demonstrable - the 'what' of the offer.
Red Team Review - Answer -The primary review of a proposal - offers a chance for a team to catch errors or omissions before the proposal is submitted.
Fundamental Knowledge Object (FKO) - Answer -The lowest structurally definable unit of content pertinent to a discipline
Gadfly Review - Answer -A macro-level review of the entire proposal to ensure it sells your solution, is comprehensive, and tells a consistent story, checking for themes, format, graphics, action captions, style, headings, summaries, and introductions.
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