Proposal Strategy & Competitive Analysis 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 Proposal Strategy & Competitive Analysis flashcards as text
Which section of a government proposal is MOST critical for establishing trust and reducing evaluator risk perception?
Answer: Past Performance
Past performance directly addresses evaluator risk by demonstrating proven success on similar work, making it the strongest trust-building volume.
A competitive analysis reveals your primary competitor has lower overhead rates due to a larger workforce. Which strategy BEST compensates for this structural disadvantage?
Answer: Emphasize quality, risk reduction, and mission success outcomes over price
When you cannot compete on price structure alone, shifting evaluator focus to quality, risk, and outcome value offsets a structural cost disadvantage.
What is the purpose of a 'should-cost' analysis in competitive proposal strategy?
Answer: Identifying internal cost inefficiencies to price more competitively
Should-cost analysis scrutinizes your own cost build-up to find inefficiencies and reductions, enabling a more competitive price without sacrificing margin.
An orals presentation is required as part of the proposal evaluation. What is the MOST important preparation technique?
Answer: Rehearse responses to anticipated evaluator questions using actual team members
Rehearsing with the actual presenters using likely evaluator questions builds confidence and exposes inconsistencies between proposed and presented approaches.
In proposal strategy, a 'hot button' is BEST defined as:
Answer: A customer priority issue that, if addressed, significantly raises win probability
Hot buttons are the customer's top concerns or desires — addressing them compellingly is how proposals earn the highest evaluation scores.
Which competitive analysis framework evaluates industry forces including supplier power, buyer power, competitive rivalry, threat of new entrants, and threat of substitutes?
Answer: Porter's Five Forces
Porter's Five Forces framework analyzes the five competitive forces that shape industry profitability and competitive intensity.
What is the correct sequence for developing a winning proposal strategy?
Answer: Conduct competitive analysis → Identify win themes → Write proposal
Competitive analysis must inform win theme development before writing begins, ensuring proposal content is strategically grounded rather than internally focused.