CMP Capture Planning Process 3

Question 1

What is the purpose of customer call planning in capture management?

Accepted Answer

To prepare structured interactions with the customer to gather intelligence, build relationships, and shape requirements

Answer

To schedule routine administrative check-ins with the contracting officer

Answer

To arrange cold sales calls for new market prospecting unrelated to active captures

Answer

To log customer complaints for quality management records

Question 2

What does 'shaping the requirement' mean in capture management?

Accepted Answer

Proactively influencing the customer's requirements development to favor the offeror's strengths before the solicitation is released

Answer

Rewriting the final solicitation document after it is publicly released

Answer

Adjusting the proposal page count to meet format requirements

Answer

Modifying the contract's statement of work after award

Question 3

What is a teaming agreement and why is it important in capture planning?

Accepted Answer

A binding or non-binding agreement between a prime and subcontractors that defines roles, workshare, and exclusivity before a bid is submitted

Answer

An HR document outlining employee conduct standards for proposal teams

Answer

A memorandum between two government agencies to share evaluation duties

Answer

A legal contract specifying the terms of a joint venture after contract award only

Question 4

How does capture planning relate to and differ from proposal writing?

Accepted Answer

Capture planning precedes proposal writing and establishes the strategy, intelligence, and positioning that the proposal then documents

Answer

Capture planning and proposal writing are identical activities performed by the same team simultaneously

Answer

Proposal writing always begins before capture planning to meet solicitation deadlines

Answer

Capture planning is only relevant after the proposal is submitted and evaluated

Question 5

What is a 'gate review' in the capture planning process?

Accepted Answer

A structured management checkpoint where leadership decides whether to continue, pause, or abandon an opportunity pursuit

Answer

A security inspection of the facility where proposal documents are stored

Answer

A legal review of subcontractor gate access credentials

Answer

A customer site visit required by the solicitation instructions

Question 6

Which of the following best describes a 'long-list' versus a 'short-list' in capture opportunity management?

Accepted Answer

Long-list is a broad set of potential opportunities being monitored; short-list is the refined set of opportunities actively being pursued with resources

Answer

Long-list refers to proposal page limits; short-list refers to executive summary length

Answer

Long-list identifies all subcontractors available; short-list identifies selected partners

Answer

Long-list covers multi-year contracts; short-list covers single-year task orders

Question 7

What is the significance of 'past performance' as a capture planning element?

Accepted Answer

It serves as evidence of the offeror's ability to deliver, and should be identified and positioned early in capture to align with the customer's evaluation criteria

Answer

It is only relevant after contract award during the transition phase

Answer

Past performance is solely the responsibility of the contracts department and not the capture manager

Answer

It is used exclusively to determine employee bonuses after project completion