CMP Business Development & Opportunity Identification 2 — Questions and Answers
Question 1: Which metric is most commonly used to measure the health and growth potential of a business development pipeline?
- Total contract value of opportunities (Correct answer)
- Number of proposals submitted
- Win rate percentage
- Average time to close
Correct answer: Total contract value of opportunities
Total contract value (TCV) of pipeline opportunities provides the clearest measure of potential revenue and pipeline health.
Question 2: In the context of capture management, what does 'shaping the requirement' mean?
- Rewriting the RFP after release
- Influencing a customer's needs and acquisition strategy before an RFP is released (Correct answer)
- Adjusting your solution to match competitor offerings
- Negotiating contract terms post-award
Correct 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.
Question 3: 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?
- Begin writing a proposal
- Conduct a Black Hat review
- Qualify the opportunity and assign a capture manager (Correct answer)
- Submit a bid/no-bid decision
Correct 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.
Question 4: Which of the following best describes the purpose of a Competitive Intelligence (CI) program in business development?
- To copy competitors' proposals
- To gather, analyze, and use information about competitors to inform capture strategy (Correct answer)
- To file protests against competitor awards
- To recruit employees from competing firms
Correct 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.
Question 5: What is the primary purpose of a teaming agreement in federal contracting business development?
- To guarantee contract award
- To establish roles, responsibilities, and workshare between a prime and subcontractors before proposal submission (Correct answer)
- To replace the non-disclosure agreement
- To commit the government to award
Correct 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.
Question 6: During opportunity identification, a BD professional encounters an opportunity with high revenue potential but low probability of win. What is the most appropriate action?
- Pursue it immediately to maximize pipeline value
- Conduct a thorough Pwin assessment before committing resources (Correct answer)
- Decline automatically based on low probability
- Assign maximum resources to improve the probability
Correct 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.
Question 7: Which government publication is the primary source for identifying upcoming federal contract opportunities over $25,000?
- Federal Register
- SAM.gov (System for Award Management) (Correct answer)
- GSA Advantage
- USASpending.gov
Correct 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.
CMP Business Development & Opportunity Identification 2
Which metric is most commonly used to measure the health and growth potential of a business development pipeline?