Client Relationship and Stakeholder Management Flashcards

What is the purpose of a 'past performance questionnaire' (PPQ) in a government proposal?

Answer: To gather formal written evaluations from prior customers that document quality, timeliness, and customer satisfaction

PPQs are formal references completed by prior customers and submitted as part of the proposal to demonstrate proven performance.

Why is it important to select past performance references that are closely relevant to the proposed work?

Answer: Because evaluators score relevance, and unrelated past performance contributes little to the proposal's score

Relevant past performance demonstrates the contractor can do the same type of work; unrelated examples provide little assurance to evaluators.

What is 'relationship capital' in business development?

Answer: The trust, goodwill, and credibility built through sustained positive interactions with customer stakeholders

Relationship capital is an intangible asset built through consistent delivery, responsiveness, and genuine engagement with customer stakeholders over time.

How should a proposal team handle negative past performance that may be reviewed by evaluators?

Answer: Address it proactively by describing the situation, corrective actions taken, and lessons learned

Proactively addressing known issues shows accountability and demonstrates the organization has matured, which can mitigate evaluator concerns.

What is 'CPARS' and why is it significant for proposal past performance?

Answer: The Contractor Performance Assessment Reporting System, a government database of official contractor performance ratings

CPARS ratings are the government's official record of contractor performance and are a primary source evaluators use to assess past performance.

What is a key principle of the APMP approach to customer-focused proposals?

Answer: Write from the customer's perspective, focusing on their needs and how the solution benefits them rather than describing your own capabilities

Customer-focused proposals demonstrate empathy and understanding by framing every response around the customer's problems, priorities, and outcomes.