General Revision Cards

Question 1

What are the eight phases of the Business Development Lifecycle?

Answer 1

Opportunity > Market Identification (or Market Segmentation), Account Planning, Opportunity Assessment, Opportunity/Capture Planning (Win Plan, Win Strategy), Proposal Planning, Proposal Development, Negotiation and Post-Submittal Activity and Delivery and Ongoing Customer Relationship

Question 2

What tool is commonly used at Market Identification Stage?

Answer 2

Market Risk Assessment

Question 3

What plan generally feeds into an Opportunity/Capture Plan

Answer 3

An Account Plan

Question 4

What key decision gate is at the opportunity assessment phase of the business development lifecycle?

Answer 4

Bid/No-Bid Decision

Question 5

When should a competitor review take place?

Answer 5

Multiple reviews beginning as early as possible before RFP (6 to 12 months in national government markets; shorter in commercial markets)

Question 6

What should stop at the proposal development stage?

Answer 6

All bid planning activities—including changes to the solution, strategy, teaming partners, proposal organization, proposal schedule, and workshare

Question 7

From which perspective should a final document review be conducted?

Answer 7

The customer’s perspective

Question 8

What is the main role of the Opportunity/Capture Manager?

Answer 8

To lead individual, or specific, opportunities from qualification (i.e., pursuit decision) to contract award

Question 9

Who is responsible for developing and implementing a win strategy

Answer 9

Opportunity/Capture Manager

Question 10

What is the main role of the Bid Manager?

Answer 10

To lead the overall proposal development, beginning at bid decision and through post-submittal requirement

Question 11

What is the role of the Proposal Manager?

Answer 11

To implement and improve the organization’s proposal process from pre-proposal planning through proposal delivery and support of post-submittal deliverables

Question 12

What is the difference between compliance and responsiveness?

Answer 12

Compliance can prevent your proposal from being eliminated. Responsiveness gets you ahead of the competition

Question 13

What main features does a responsive bid address?

Answer 13

Customer’s goals, underlying concerns, and key issues and values

Question 14

My bid is only small. Should I still create a Compliance Matrix?

Answer 14

Always create a compliance matrix, regardless of the bid size or timeline

Question 15

What is a Response Matrix?

Answer 15

It’s a roadmap for evaluators, pointing to specific proposal responses for each compliance item. The matrix may also contain a summary response. It identifies where in the proposal you have addressed each of the solicitation requirements. It’s a derivative of the compliance matrix.

Question 16

What bid decision happens at the Opportunity Assessment stage?

Answer 16

Bid Pursuit Decision

Question 17

What decision happens at the Proposal Development stage?

Answer 17

Final Review

Question 18

How often should the Opportunity/Capture Plan be reviewed?

Answer 18

6-18 months on large bids. 3-6 months on large commercial efforts. 2-6 months on smaller bids

Question 19

When should the Content Plan be reviewed?

Answer 19

Initial planning before RfP release and repeated after release

Question 20

At what stage in the bid should a Final Document Review be scheduled?

Answer 20

When the response is 75-85% complete

Question 21

When should Lessons Learned Reviews be conducted?

Answer 21

First review right after submittal. Second review after win/loss debrief

Question 22

When should Project Reviews occur?

Answer 22

Periodically after award and performance begins

Question 23

What are the advantages of a Virtual Team?

Answer 23

Can use time differences to be productive during other team members’ downtime
Increase productivity
Cost-effective
Provide flexibility and increased knowledge sharing; organizations have more resource options when they can include anyone in the world
Meet green initiatives

Question 24

What are the disadvantages of a Virtual Team?

Answer 24

Lack of social interaction
Lack of everyday nonverbal, face-to-face communication
Cultural clashes
Loss of team spirit
Feelings of isolation and restlessness
Overwork
Lack of software compatibility

Question 25

What form can Daily Stand Up Reviews take?

Answer 25

Depending on the schedule, team availability, and complexity, the daily stand-up review can take several forms. For small or fast-track proposals, the review can consist of a daily email. For larger teams, use a teleconference line and screen-sharing tools or a video conference for more formal meetings.

Question 26

Name an advantage of holding a Daily Stand-up Review?

Answer 26

They can keep everyone in touch with the bid and makes sure that they are engaged

Question 27

How do you build trust when managing a Virtual Team?

Answer 27

Early, regular communication and interaction

Question 28

What should come first. Features or benefits?

Answer 28

Benefits

Question 29

Should teammates be involved in competitor reviews?

Answer 29

Yes

Question 30

Should the Opportunity/Capture Manager instruct the Bid Manager to develop the win strategy?

Answer 30

No

Question 31

Do Proposal Strategies inform Win Strategies?

Answer 31

No

Question 32

What is most likely to be included as an input to the content plan review

Answer 32

Evaluation criteria and weighting, with the direction to suggest ways to maximize the score

Question 33

What is a suitable risk management strategy for proposal development?

Answer 33

Establish version control protocols and naming conventions that can be followed by everyone involved in the bid