Brainscape's Knowledge GenomeTM

Browse over 1 million classes created by top students, professors, publishers, and experts.


See full index

CPSM-Markendium Materials > Domain 4: Proposals > Flashcards

Domain 4: Proposals Flashcards

1
Q

First Step in responding to RFP

A

the go/no-go decision - relies on strong team dynamics and structured process

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

Go-NO-Go considerations

A

Value the project brings to your firm; which parameters most affect successful pursuit; whether firm has resources to take on more work; your firm has the skills/exper. needed to win?; legal challenges or conflicts of interest; what criteria client cares most about

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

Go-nogo decision team should include how many people?

A

at least 2.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

Go-nogo team members might include:

A

Someone with strong r/ship with client; indiv. with passion for project; operations officer; mktg team member; market sector leader

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

When forming teams, a multi-firm team requires…

A

strong project management; cultural alignment;
collaboration - to enhance ability to function as single entity.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

When teaming with a subconsultant, what aspects should you consider?

A

Partners could have a strong relationship with client. Evaluate your firm’s strengths/weaknesses to determine what skills you might need from a sub.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

What intangible factors should you consider when partnering?

A

Team chemistry; developing culture compatible with prospective client’s goals

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

A Subcontracting Plan should include:

A

Methods you’ll determine participation by each SDBE firm; services you intend to sub; methods you’ll use to ID SDBE firms; How you’ll structure procurement packages; How you’ll document procurement process.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

Ultimate benefit of mentor-protege relationships

A

Provides opportunities for both firms to grow, and for individuals involved to improve skills/expertise.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

First step to respond effectively to RFP

A

Clearly identify all the information that’s being requested - and then organize resources to provide that info. in a complete & timely manner.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

In a multi-phased submission, what’s important to remember?

A

Define your key message early and ensure it resonates through all phases.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

Dedicate ______ % of time you have to respond to an RFQ to ________.

A

Dedicate 25% of time you have to respond to an RFQ to planning.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

A work plan is most effective when…

A

There’s shared ownership to meet deadlines.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

Proposal Planning Meeting agenda items include:

A

Owner requirements;
Firm’s compet. advantages;
Compet. S/W;
Any utilization goals?;
ID project team members;
ID scope of services & approach;
Proposal theme;
Review RFP content requirements and who address each one;
Establish deadlines;
Project insurance?;
Review content templates & style guides;
Create marketing job #

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

The crucial thing about proposal schedules is that…

A

Team members need to see when their item affects another.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

Client hot buttons

A

The issues that drive a client to make a choice or take action. Usually come from emotion.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
17
Q

Cover letter rules of thumb

A

Keep to 1 page;
Provide 3 -5 bullet reasons why firm is different from compet.;
List your cell #;
Provide believable, strong closing statement;
Have person with whom client has strongest relationship sign it

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
18
Q

The most persuasive benefits/value propositions are ones that

A

Are supported by a “proof ” that demonstrates where your firm delivered similar results in the past.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
19
Q

Examples of QA activities

A

Training;
Document control;
Process checklists;
Development of a compliance matrix and style guide;
Setting & conducting of interim document reviews.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
20
Q

Examples of QC activities

A

Interim document reviews;
Page turn checks;
Proofreading;
Compliance reviews;
Checklists

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
21
Q

A review session may need to last how long?

A

6-8 hours, or even extend into 2nd day for significant pursuits.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
22
Q

Discriminators must be…

A

Verifiable - they should provide clear support for benefits your firm claims to be able to provide.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
23
Q

What are some meeting space logistics to consider?

A

Dimensions of the room;
Furnishings;
Equipment (IT);
Electrical outlets;
Lighting;
Connectivity

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
24
Q

3 techniques for presenting

A

Position hands to move naturally;
Encourage full body movement;
Aim for vocal projection

25
Q

Elements of contract term review

A

Ownership & use of documents;
Waiver of consequential damages;
Limitation of liability;
Termination of services

26
Q

4 Common types of contract relationships

A

Intent to team (teaming agreement);
Memo of understanding;
Subcontract;
Joint Venture (JV)

27
Q

After Action Review

A

AAR – Open dialogue with people involved in a project pursuit done before a formal debrief with the client.

28
Q

Compliance Matrix

A

Tool to ensure a proposal complies with all RFP requirements. The matrix deconstructs RFP content so related info is placed together.

29
Q

Benefit /Differentiator

A

A complement of assets expressed in a proposal or interview – “we are different than our competitors in this way, and because of that you will receive this benefit.”

30
Q

Cost Plus

A

Fee structure in which services are provided at cost, plus an agreed-upon multiplier.

31
Q

Blue Team Review

A

Initial proposal review, sometimes used to finalize résumés and projects, and evaluate the availability of required content.

32
Q

Cost Plus Fixed Fee

A

Fee structure in which the firm agrees to provide services with reimbursement at a standard overhead rate with a standard profit percentage.

33
Q

Boilerplate

A

Standard narrative about history, services, expertise, approach, etc., that is written and available for use.

34
Q

Debriefing Interview

A

In-person or telephone meeting set up to ask a client why you were not (or were) selected for a project – provides insight for future pursuits. Be sure to ‘use open-ended questions.

35
Q

Discriminator

A

Something your firm or team bring to a client/project that your competitors do not.
(aka Differentiator)

36
Q

Lump Sum

A

Fixed fee to deliver a specific scope of work. Additional requests or changes by client are evaluated, and can be provided at no cost or as an “additional service.”

37
Q

Gold Team Review

A

Final review of a proposal before it is sent to the client – done only if needed (perhaps if there were a lot of updates after the Red Team Review).

38
Q

Mentor/Protégé Program

A

A formal arrangement that pairs an SDBE with a larger firm that guides them in achieving specific strategic goals within a timeframe.

39
Q

Hit Rate

A

Ratio of wins to the number of projects pursued.

40
Q

Net Profit Ratio

A

Ratio of net profit (income minus expenses to net revenues.

41
Q

Long Lead Items

A

Materials required for a proposal that must be requested in advance due to the time it takes to get them.

42
Q

Prime Consultant

A

Lead consultant for a project –they might assemble a team of specialists or pursue all services internally.

43
Q

Proposal

A

Doc prepared in response to an RFP/RFQ that includes general info, relevant projects, technical understanding, approach, resumes.

44
Q

Red Team Review

A

Primary proposal review, offering the team a chance to catch errors or omissions before submission.

45
Q

Proposal Close-Out

A

Activities conducted to ensure that new content and info is saved for future use after a proposal, such as boilerplate, approach narrative and CRM notes about client or team.

46
Q

RFI

A

Request for Information –request for additional info or clarification.

47
Q

Quality Assurance

A

QA – Activities conducted during production to ensure a product will meet established standards.

48
Q

RFP

A

Request for Proposal –Procurement doc often requiring a work plan, schedule and fee.

49
Q

Quality Control

A

QC – Review of finished products, like proposals, to ensure they meet established standards. Best done by someone not involved in production.

50
Q

RFQ

A

Request for Qualifications –Procurement doc used to narrow or pre-qualify firms, often followed by an RFP. An SOQ is the typical response.

51
Q

SBE, DBE, SDBE, MBE, WBE, DVBE (etc.)

A

Firms recognized by government agencies as disadvantaged due to size and/or owner identity. Public projects may require a percent of utilization.

52
Q

SOQ

A

Statement of Qualifications –Doc prepared in response to an Request for Qualifications (RFQ)

53
Q

SF 255-254

A

Older version of the Standard Form (SF) 330 used by Federal agencies to procure AE services.

54
Q

Storyboard

A

Graphic organization using illustrations, images or pages displayed in sequence for the purpose of pre-visualizing a proposal, presentation or award submission.

55
Q

SF 330

A

Standard form (SF) currently used by Federal agencies to procure AE services.

56
Q

Subconsultant

A

Consultant contracted by the Prime to provide services specified in the RFP or that offer a value-added option.

57
Q

Short List

A

List of firms selected to continue procurement process through a proposal and/or interview. One firm will ultimately be selected to negotiate a contract and perform the work.

58
Q

Work Plan

A

Written plan that defines action, typically including tactics, timetable, responsible parties and expected results.

CPSM-Markendium Materials (6 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2024 Bold Learning Solutions. Terms and Conditions