CMP Performance Measurement & KPIs 2

Question 1

Which metric best indicates the efficiency of a capture team's pipeline management over time?

Accepted Answer

Bid-to-win ratio

Answer

The bid-to-win ratio directly measures how efficiently the team converts opportunities into awards relative to effort expended.

Question 2

A capture manager tracks 'average time from opportunity identification to proposal submission.' This KPI primarily measures:

Accepted Answer

Cycle time efficiency

Answer

Tracking the duration from identification to submission measures cycle time efficiency, revealing bottlenecks in the capture process.

Question 3

What does a 'pipeline coverage ratio' of 3:1 indicate in capture management?

Accepted Answer

Pipeline value is three times the revenue target

Answer

A 3:1 pipeline coverage ratio means the total value of pursued opportunities is three times the targeted revenue goal, providing a buffer for losses.

Question 4

Which of the following is a lagging KPI in capture management?

Accepted Answer

Contracts awarded in the past 12 months

Answer

Contracts awarded is a lagging indicator because it reflects past performance outcomes rather than current or future pipeline activity.

Question 5

A firm's 'cost of capture' KPI has risen 40% while win rates remain flat. The most likely corrective action is to:

Accepted Answer

Implement a no-bid discipline to pursue fewer, higher-probability opportunities

Answer

Rising cost of capture without improved win rates signals poor bid selection; implementing no-bid discipline focuses resources on higher-probability pursuits.

(CMP) Capture Management Professional Certification Practice Test

(CMP) Capture Management Professional Certification Practice Test

CMP Performance Measurement & KPIs 2