CMP Business Development & Opportunity Identification 2

Question 1

Which metric is most commonly used to measure the health and growth potential of a business development pipeline?

Accepted Answer

Total contract value of opportunities

Answer

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?

Accepted Answer

Influencing a customer's needs and acquisition strategy before an RFP is released

Answer

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?

Accepted Answer

Qualify the opportunity and assign a capture manager

Answer

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?

Accepted Answer

To gather, analyze, and use information about competitors to inform capture strategy

Answer

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?

Accepted Answer

To establish roles, responsibilities, and workshare between a prime and subcontractors before proposal submission

Answer

A teaming agreement defines the relationship, responsibilities, and workshare allocation between the prime contractor and subcontractors prior to proposal submission.

(CMP) Capture Management Professional Certification Practice Test

(CMP) Capture Management Professional Certification Practice Test

CMP Business Development & Opportunity Identification 2