CMP Change Management 3 — Questions and Answers
Question 1: A capture manager wants to build a change-ready culture within the capture team. Which practice BEST supports this goal?
- Enforcing rigid process adherence at all times
- Encouraging psychological safety and iterative feedback loops (Correct answer)
- Limiting team input to designated review gates
- Assigning all change decisions to senior leadership
Correct answer: Encouraging psychological safety and iterative feedback loops
Psychological safety and iterative feedback loops enable teams to adapt quickly and embrace change constructively.
Question 2: During capture, the government issues an amendment that changes the evaluation criteria weighting. The capture manager should PRIMARILY:
- Ignore minor weighting shifts if the overall criteria remain the same
- Re-score competitors and adjust the win strategy to reflect the new weighting (Correct answer)
- Request a debriefing from the contracting officer
- Pause proposal development until final criteria are confirmed
Correct answer: Re-score competitors and adjust the win strategy to reflect the new weighting
Re-scoring competitors and adjusting the win strategy ensures the team optimizes for how proposals will actually be evaluated.
Question 3: Which of the following BEST describes a 'change champion' in the context of a capture effort?
- The contracting officer responsible for issuing solicitation amendments
- An influential team member who actively promotes and supports the change initiative (Correct answer)
- The capture manager who owns all change management decisions
- A consultant hired to audit the change process
Correct answer: An influential team member who actively promotes and supports the change initiative
A change champion is an influential advocate within the organization who helps others embrace and sustain change.
Question 4: When should a capture manager initiate a formal lessons-learned review related to change events?
- Only after contract award
- After each significant change event and at opportunity close (Correct answer)
- Annually during performance reviews
- Only when a bid is lost
Correct answer: After each significant change event and at opportunity close
Conducting lessons-learned reviews after each significant change and at opportunity close captures timely insights for future captures.
Question 5: A competitor wins an unexpected subcontract relationship that strengthens their solution. This external change requires the capture manager to PRIMARILY:
- File a protest with the procuring agency
- Update the competitive analysis and adjust discriminators accordingly (Correct answer)
- Alert legal counsel about potential conflicts of interest
- Accelerate proposal submission timeline
Correct answer: Update the competitive analysis and adjust discriminators accordingly
Updating competitive analysis and adjusting discriminators ensures the team responds strategically to the changed competitive landscape.
Question 6: In change management, 'resistance mapping' is used to:
- Document all regulatory changes affecting the contract
- Identify and plan responses to anticipated sources of resistance (Correct answer)
- Map physical locations where change initiatives are failing
- Track changes to the project schedule baseline
Correct answer: Identify and plan responses to anticipated sources of resistance
Resistance mapping identifies stakeholders likely to resist change and helps planners develop targeted mitigation strategies.
Question 7: A capture effort requires the team to adopt a new proposal automation tool mid-cycle. The capture manager should FIRST:
- Mandate immediate adoption and set a hard deadline
- Assess impact on current workflows and provide targeted training (Correct answer)
- Delay implementation until after proposal submission
- Let each team member decide whether to use the new tool
Correct answer: Assess impact on current workflows and provide targeted training
Assessing workflow impact and providing targeted training minimizes disruption and accelerates adoption of new tools.
CMP Change Management 3
A capture manager wants to build a change-ready culture within the capture team.
Which practice BEST supports this goal?