APMP Bid Development Cycle Overview

Question 1

What does SWOT stand for?

Answer 1

SWOT = Strengths, Weaknesses, Opportunities, Threats

Question 2

What are the 8 basic stages of the BDC?

Answer 2

1. Market Identification
2. Account Planning
3. Opportunity Assessment
4. Opportunity Planning (capture/win)
5. Proposal Planning
6. Proposal Development
7. Negotiation
8. Delivery (ongoing customer relationship)

Question 3

What is the prescribed action when dealing with existing products in an existing market?

Answer 3

Focus on competitors

Question 4

What is the prescribed action when dealing with existing products in a new market?

Answer 4

Learn market, establish presence

Question 5

What is the prescribed action when dealing with new products in an existing market?

Answer 5

Verify customer needs

Question 6

What is the prescribed action when dealing with new products in a new market?

Answer 6

Create detailed plan, commit resources

Question 7

How does an organisation move from an unknown position to a known position?

Answer 7

Effective marketing and long-term positioning

Question 8

How does an organisation move from a known position to an improved position?

Answer 8

Effective relationship-building and selling skills

Question 9

How does an organisation move from an improved position to a favoured position?

Answer 9

Customer collaboration to form business case

Question 10

What does account planning entail?

Answer 10

Identifying historical account info, buying history, key customer personnel, decision makers, and developing a strategy to grow

Question 11

Opportunity Assessment is otherwise known as what?

Answer 11

Bid/No Bid

Question 12

What is the risk of not conducting adequate opportunity assessments?

Answer 12

Over-spending, pursuing opps with low probability of success, low win rate for team, diverting resources away from winnable opps.

Question 13

What are the 4 C’s of opportunity management?

Answer 13

Customer, Competition, Cost, Company & Solution

Question 14

What does ROI mean?

Answer 14

Return On Investment

Question 15

What are the 5 key proposal planning activities?

Answer 15

1. Migrating data from the opportunity plan to a proposal plan or to proposal planning tools
2. Extending the opportunity/capture strategy into the proposal strategy.
3. Refining the solution and price-to-win
4. Engaging the right staff for the proposal team
5. Holding a proposal kickoff meeting

Question 16

What should an organisation consider when tailoring the BDC to their work?

Answer 16

Organisational size, scope (i.e. regional, global etc.), and customer/market conditions

Question 17

According to recent trends, are large or small organisations increasingly winning bids?

Answer 17

Small (SMEs)

Question 18

What changes are shifting the industry towards a more strategic procurement environment?

Answer 18

Adoption of e-Procurement, more competitive language, and LAFO/BAFO (UK) or LPTA (US)

Question 19

What is more important and effective; early involvement with the buyer (influencing) or a compliant and responsive bid?

Answer 19

Early involvement

Question 20

True or False: the BDC ends upon submission

Answer 20

False - this is just another opportunity to build a positive relationship with the buyer, and lay the groundwork for further opportunities

Question 21

True or False: a bid team should record lessons learned for all bids, regardless of outcome

Answer 21

True - a bid team should conduct a lessons learned review of the process AND the outcome

Question 22

Define ‘Price-to-Win’

Answer 22

Process to decide on price offered that balances the value of the product/service with the cost. Perceived value of product > buyer’s budget > your price > your cost