CMP Strategic Planning & Vision 2 — Questions and Answers
Question 1: Which strategic planning tool maps internal strengths and weaknesses against external opportunities and threats to inform capture strategy?
- PEST Analysis
- SWOT Analysis (Correct answer)
- Porter's Five Forces
- Balanced Scorecard
Correct answer: SWOT Analysis
SWOT Analysis systematically evaluates internal capabilities versus external environment factors to guide strategic capture decisions.
Question 2: A capture manager discovers mid-pursuit that the customer's vision has shifted toward cloud-first solutions. The BEST immediate action is to:
- Continue the original strategy to avoid scope creep
- Reassess the win strategy and solution alignment with the new vision (Correct answer)
- Immediately withdraw from the opportunity
- Request a bid extension from the contracting officer
Correct answer: Reassess the win strategy and solution alignment with the new vision
Aligning the win strategy with the customer's evolving vision is essential to maintaining competitive relevance and credibility.
Question 3: The primary purpose of a Vision Statement in strategic capture planning is to:
- Define specific performance metrics for contract delivery
- Articulate the long-term aspirational direction for the pursuit (Correct answer)
- Detail the technical approach to the solution
- Establish pricing thresholds for the bid
Correct answer: Articulate the long-term aspirational direction for the pursuit
A vision statement articulates where the team intends to go long-term, providing directional clarity for all capture activities.
Question 4: Which approach BEST describes the concept of 'shaping the requirement' in capture strategy?
- Modifying the final proposal to match the RFP exactly
- Influencing the customer's requirements before solicitation release to favor your solution (Correct answer)
- Adjusting internal resource allocation to match contract requirements
- Renegotiating contract terms after award
Correct answer: Influencing the customer's requirements before solicitation release to favor your solution
Shaping involves proactive pre-RFP engagement with the customer to influence requirements in ways that align with your company's strengths.
Question 5: A long-range strategic plan for capture typically covers what time horizon?
- 30–90 days
- 6–12 months
- 1–5 years (Correct answer)
- 10–20 years
Correct answer: 1–5 years
Strategic capture planning typically spans a 1–5 year window to align pipeline development with business growth objectives.
Question 6: Which metric BEST indicates the effectiveness of a capture team's strategic planning over time?
- Number of proposals submitted per quarter
- Bid-to-win ratio on qualified opportunities (Correct answer)
- Total contract value of all active pursuits
- Number of gate reviews conducted
Correct answer: Bid-to-win ratio on qualified opportunities
Bid-to-win ratio measures how effectively strategic planning and execution translate qualified pursuits into contract awards.
Question 7: In the context of CMP capture management, 'strategic alignment' means the capture opportunity must align with:
- Only the customer's budget cycle
- The company's corporate strategy, capabilities, and growth objectives (Correct answer)
- Competitor weaknesses exclusively
- The contracting officer's personal preferences
Correct answer: The company's corporate strategy, capabilities, and growth objectives
Strategic alignment ensures capture investments are directed toward opportunities that advance the company's core mission, capabilities, and market positioning.
CMP Strategic Planning & Vision 2
Which strategic planning tool maps internal strengths and weaknesses against external opportunities and threats to inform capture strategy?