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

Price-to-win analysis estimates the price point at which your proposal is most likely to be selected while still being profitable.

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

A coach or champion inside the customer organization provides valuable intelligence about priorities, evaluation criteria, and internal dynamics.

Question 3

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

Accepted Answer

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

Answer

Bid/no-bid decisions weigh strategic fit, Pwin, available resources, and projected profitability to determine whether pursuing the opportunity makes sense.

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 discriminator is a unique feature or capability that sets your solution apart from all competitors in a way that matters to the customer.

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

Bidding on low-Pwin opportunities wastes limited resources, dilutes team focus, and typically results in lower overall organizational win rates.

APMP - Association of Proposal Management Professionals Practice Test

APMP - Association of Proposal Management Professionals Practice Test

APMP Capture Strategy and Client Intelligence 3