CMP Performance Measurement & KPIs 3 — Questions and Answers
Question 1: Which KPI would best measure a capture team's ability to identify opportunities early in the acquisition lifecycle?
- Average days before RFP release that opportunity was identified (Correct answer)
- Number of bids submitted per quarter
- Percentage of single-award contracts pursued
- Total value of contracts under $1M
Correct answer: Average days before RFP release that opportunity was identified
Average days before RFP release that an opportunity was identified directly measures how early capture teams are engaging in the acquisition lifecycle.
Question 2: When a capture manager reports a 'solution maturity score' as a KPI, they are measuring:
- How old the proposed technology is
- The degree to which the technical solution has been validated and refined during pursuit (Correct answer)
- Customer satisfaction with past solutions
- Number of patents held by the capture team
Correct answer: The degree to which the technical solution has been validated and refined during pursuit
Solution maturity score assesses how thoroughly the proposed technical approach has been developed, reviewed, and validated prior to proposal submission.
Question 3: A 'gate review passage rate' KPI tracks:
- How many opportunities pass each internal pursuit decision gate (Correct answer)
- The number of days between gate reviews
- Percentage of reviewers who attend gate meetings
- Average score given by reviewers at each gate
Correct answer: How many opportunities pass each internal pursuit decision gate
Gate review passage rate tracks what percentage of opportunities successfully advance through each stage-gate decision point in the capture process.
Question 4: Which metric would indicate that a capture team's competitive intelligence efforts are effective?
- High number of intelligence reports filed
- Accurate prediction of competitor pricing within 5% on won and lost bids (Correct answer)
- Large number of sources monitored
- Frequency of weekly intelligence briefings
Correct answer: Accurate prediction of competitor pricing within 5% on won and lost bids
Accurate competitive pricing prediction demonstrates that intelligence gathered is actionable and reliable, reflecting true effectiveness of CI efforts.
Question 5: A capture organization sets a KPI of '80% of opportunities have a color team review completed 30 days before submission.' This KPI measures:
- Proposal quality assurance process adherence (Correct answer)
- Number of reviewers per proposal
- Cost per review cycle
- Customer engagement frequency
Correct answer: Proposal quality assurance process adherence
This KPI measures adherence to the quality assurance process by ensuring color team reviews are completed with sufficient lead time before submission.
Question 6: Which of the following best defines 'opportunity pipeline velocity'?
- Speed at which new opportunities are added to the pipeline
- Rate at which opportunities move through capture stages toward submission (Correct answer)
- Number of opportunities closed per month
- Average contract value per quarter
Correct answer: Rate at which opportunities move through capture stages toward submission
Pipeline velocity measures the rate at which opportunities progress through capture stages, indicating how efficiently the team advances pursuits.
Question 7: A capture team's KPI dashboard shows high activity metrics but declining win rates. The most appropriate leadership response is to:
- Increase the number of bids submitted
- Conduct a win/loss analysis to identify root causes (Correct answer)
- Replace the proposal manager
- Reduce pipeline size
Correct answer: Conduct a win/loss analysis to identify root causes
When activity is high but win rates decline, conducting a win/loss analysis uncovers root causes rather than simply adjusting surface-level metrics.
CMP Performance Measurement & KPIs 3
Which KPI would best measure a capture team's ability to identify opportunities early in the acquisition lifecycle?