APMP Capture Strategy and Client Intelligence

Question 1

In proposal management, 'capture' refers to which activity?

Accepted Answer

Pre-RFP activities to position your company to win a specific opportunity

Answer

Capture refers to the strategic pre-RFP activities undertaken to position an organization as the preferred solution before a solicitation is released.

Question 2

A capture plan typically documents which of the following?

Accepted Answer

Win themes, competitive analysis, and customer hot buttons

Answer

A capture plan documents strategic elements such as win themes, competitive intelligence, and key customer priorities (hot buttons).

Question 3

What is the primary purpose of a customer 'hot button' in proposal strategy?

Accepted Answer

It identifies the customer's most critical needs and priorities to address in the proposal

Answer

A hot button identifies the customer's most critical needs so the proposal can directly address those priorities to score higher.

Question 4

Win themes should be developed based on which primary input?

Accepted Answer

Customer needs, competitive differentiators, and your organization's strengths

Answer

Win themes are developed by combining deep knowledge of customer needs with your organization's unique differentiators versus competitors.

Question 5

A Black Hat review in proposal management is best described as what?

Accepted Answer

A competitive analysis exercise where the team role-plays as a competitor

Answer

A Black Hat review is an exercise where team members role-play as competitors to identify how rivals will likely respond to the opportunity.

APMP - Association of Proposal Management Professionals Practice Test

APMP - Association of Proposal Management Professionals Practice Test

APMP Capture Strategy and Client Intelligence