APMP Capture Strategy and Client Intelligence 3

Question 1

What is the purpose of a price-to-win (PTW) analysis?

Accepted Answer

To determine the most competitive price at which your proposal can still win

Answer

To calculate the total cost of writing the proposal

Answer

To set internal team member billing rates

Answer

To establish the customer's budget ceiling

Question 2

During capture, a 'coach' or 'champion' at the customer organization typically provides what?

Accepted Answer

Insider intelligence about customer priorities and evaluation approach

Answer

Legal review of the final proposal

Answer

Formal written endorsement included in the proposal

Answer

Access to competitor pricing data

Question 3

Bid/no-bid criteria typically consider which combination of factors?

Accepted Answer

Strategic fit, probability of win, resource availability, and profitability

Answer

Only page count and submission deadline

Answer

Solely the incumbent contractor's past performance

Answer

The proposal team's personal interest in the work

Question 4

Which of the following best defines a discriminator in proposal terms?

Accepted Answer

A feature that uniquely differentiates your solution from all competitors

Answer

A compliance checklist item

Answer

A formatting requirement from the RFP

Answer

A price reduction strategy

Question 5

What is the risk of pursuing every opportunity regardless of Pwin?

Accepted Answer

Wasted resources, reduced quality, and lower overall win rates

Answer

Lower proposal page counts

Answer

Reduced compliance with RFP requirements

Answer

Fewer color review cycles

Question 6

Incumbent advantage refers to which concept?

Accepted Answer

The existing contractor's inherent advantage due to past performance and customer relationships

Answer

A pricing bonus given to first-time bidders

Answer

A government policy requiring re-competition of all contracts

Answer

The benefit of submitting your proposal first