CMP Change Management 2 — Questions and Answers
Question 1: During a capture effort, the customer announces a significant shift in procurement priorities mid-cycle. What is the FIRST action a capture manager should take?
- Submit a formal protest to the contracting officer
- Reassess the win strategy and evaluate alignment with the new priorities (Correct answer)
- Immediately withdraw from the opportunity
- Notify the proposal team to pause all writing activities
Correct answer: Reassess the win strategy and evaluate alignment with the new priorities
When customer priorities shift, reassessing win strategy alignment ensures resources are directed appropriately before any other action.
Question 2: Which change management model emphasizes moving through stages of 'unfreeze, change, and refreeze' when implementing organizational shifts during a capture?
- Kotter's 8-Step Model
- Lewin's Change Management Model (Correct answer)
- ADKAR Model
- McKinsey 7-S Framework
Correct answer: Lewin's Change Management Model
Lewin's model uses the unfreeze-change-refreeze framework to describe how organizations move through planned change.
Question 3: A capture team discovers that the customer's requirements have expanded scope by 30% after baseline was set. This is best classified as:
- A risk trigger requiring escalation
- Scope creep requiring a change control process (Correct answer)
- A competitive threat requiring a pricing adjustment
- An opportunity to revise the color team schedule
Correct answer: Scope creep requiring a change control process
Expanded scope beyond baseline is scope creep, which must be managed through a formal change control process.
Question 4: In the ADKAR change management model, what does the 'K' represent?
- Key stakeholder alignment
- Knowledge of how to change (Correct answer)
- Kinetic energy for change
- Known risk acceptance
Correct answer: Knowledge of how to change
In ADKAR, 'K' stands for Knowledge — understanding how to implement the desired change.
Question 5: A long-time incumbent contractor is resistant to proposed teaming arrangements the capture manager wants to pursue. The BEST approach is to:
- Exclude them from the team and find an alternative partner
- Identify and address their specific concerns using change management principles (Correct answer)
- Escalate the conflict to senior leadership immediately
- Allow them to set all teaming terms to reduce resistance
Correct answer: Identify and address their specific concerns using change management principles
Addressing specific concerns using change management principles reduces resistance more sustainably than exclusion or capitulation.
Question 6: Which stakeholder communication approach is MOST effective when managing change during a high-stakes capture effort?
- Communicate only finalized decisions to avoid confusion
- Provide frequent, transparent updates tailored to each stakeholder group (Correct answer)
- Limit communication to formal written reports
- Delegate all communication to the proposal manager
Correct answer: Provide frequent, transparent updates tailored to each stakeholder group
Frequent, tailored communication builds trust and keeps stakeholders aligned during periods of change.
Question 7: When a key technical SME leaves the capture team unexpectedly, which change management action is MOST critical?
- Delay the opportunity until a replacement is hired
- Conduct a knowledge transfer and update the resource plan immediately (Correct answer)
- Redistribute their tasks equally among remaining team members
- Notify the customer of the personnel change
Correct answer: Conduct a knowledge transfer and update the resource plan immediately
Knowledge transfer and resource plan update protect continuity and prevent critical information loss.
CMP Change Management 2
During a capture effort, the customer announces a significant shift in procurement priorities mid-cycle.
What is the FIRST action a capture manager should take?