CMP Capture Planning Process 2

Question 1

What does the acronym PWIN represent in capture management?

Accepted Answer

Probability of Win — an estimate of the likelihood of winning an opportunity

Answer

PWIN (Probability of Win) is a percentage-based metric used to assess the likelihood of winning an opportunity, guiding go/no-go decisions and resource allocation.

Question 2

What is the key objective of a competitive assessment during capture planning?

Accepted Answer

To understand competitors' strengths, weaknesses, and likely strategies so the team can position against them

Answer

A competitive assessment gives the capture team actionable intelligence to develop counter-strategies and sharpen discriminators against the most likely competitors.

Question 3

What is a 'discriminator' in capture management terminology?

Accepted Answer

A unique strength or capability that differentiates the offeror from competitors and is valued by the customer

Answer

Discriminators are provable advantages that competitors cannot easily match and that directly address the customer's needs, making your offer stand out.

Question 4

In the standard color team review sequence for capture and proposals, which review is typically conducted first?

Accepted Answer

Pink Team

Answer

The Pink Team review is typically the first structured review, evaluating the proposal outline, win strategy, and approach before significant writing begins.

Question 5

What is the purpose of a gap analysis in capture planning?

Accepted Answer

To compare the company's current capabilities against what the opportunity requires and identify areas needing improvement or teaming

Answer

A gap analysis systematically compares required capabilities with existing capabilities to identify deficiencies that must be addressed through hiring, teaming, or solution development.

(CMP) Capture Management Professional Certification Practice Test

(CMP) Capture Management Professional Certification Practice Test

CMP Capture Planning Process 2