Business Development & Opportunity Identification Flashcards
7 cards from real CMP practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Business Development & Opportunity Identification flashcards as text
Which metric is most commonly used to measure the health and growth potential of a business development pipeline?
Answer: Total contract value of opportunities
Total contract value (TCV) of pipeline opportunities provides the clearest measure of potential revenue and pipeline health.
In the context of capture management, what does 'shaping the requirement' mean?
Answer: Influencing a customer's needs and acquisition strategy before an RFP is released
Shaping the requirement involves working with the customer pre-RFP to influence the statement of work, evaluation criteria, and acquisition strategy in your favor.
A company discovers a government agency is planning a procurement through an industry day event. What should be the immediate next step in the business development process?
Answer: Qualify the opportunity and assign a capture manager
After identifying an opportunity, the next step is to qualify it and assign a capture manager to begin early shaping activities.
Which of the following best describes the purpose of a Competitive Intelligence (CI) program in business development?
Answer: To gather, analyze, and use information about competitors to inform capture strategy
A CI program systematically collects and analyzes competitor data to reveal strengths, weaknesses, and strategies that inform your own capture approach.
What is the primary purpose of a teaming agreement in federal contracting business development?
Answer: To establish roles, responsibilities, and workshare between a prime and subcontractors before proposal submission
A teaming agreement defines the relationship, responsibilities, and workshare allocation between the prime contractor and subcontractors prior to proposal submission.
During opportunity identification, a BD professional encounters an opportunity with high revenue potential but low probability of win. What is the most appropriate action?
Answer: Conduct a thorough Pwin assessment before committing resources
A thorough Pwin (probability of win) assessment identifies gaps, potential discriminators, and resource requirements before committing to pursuit.
Which government publication is the primary source for identifying upcoming federal contract opportunities over $25,000?
Answer: SAM.gov (System for Award Management)
SAM.gov is the official U.S. government system where federal agencies post contract opportunities, including solicitations and pre-solicitation notices.