test Flashcards
When should you gather information for opportunity/capture qualification?
a) During market identification
b) During opportunity/capture development
c) During proposal response development
d) Continuously
d) Continuously
Which is the likely outcome of allowing every opportunity through the bid/no-bid decision?
a) Optimum win rate is not realized
b) Overall win rate is increased
c) Bid resources are best utilized
d) Breeds a culture of success
a) Optimum win rate is not realized
What are main advantages of an action-based plan in a Gantt chart format?
a) It helps team members take a big-picture view of an entire bid process
b) Shows start and end points clearly, allocates roles and breaks complex tasks down into stages, showing gate decisions and review points
c) It helps teams allocate effort during major projects
d) It helps bid teams to assess the quality of the proposal documentation as it evolves during a
bid process
b) Shows start and end points clearly, allocates roles and breaks complex tasks down into stages, showing gate decisions and review points
Which phrase best describes a tangible value?
a) Customer satisfaction
b) Customer dissatisfaction
c) Customer’s positive reaction to key personnel proposed
d) Quantified savings in reduced delivery time
d) Quantified savings in reduced delivery time
Which term describes an agreement between organizations prior to a contractual partnering agreement? a) Memorandum of Understanding (MOU) b) Work Breakdown Structure (WBS) c) WebSphere Business Integration (WBI) d) Work Share Analysis (WSA)
a) Memorandum of Understanding (MOU)
Who is the best author for the first draft of the executive summary?
a) The most senior person in the seller’s organization
b) The proposal manager
c) The marketing manager
d) The salesperson or opportunity/capture manager
d) The salesperson or opportunity/capture manager
On a large, complex proposal, when should the review of completed content plans take place?
a) After the executive summary is written but before the kickoff meeting
b) After the kickoff meeting but before section writing begins
c) After the proposal resource schedule has been published but before the kickoff meeting
d) After the kickoff meeting but before the compliance checklist is finalized
b) After the kickoff meeting but before section writing begins
Which of the following sources would you use to identify customer
requirements?
a) The customer’s RFP
b) The opportunity/capture plan
c) Notes from your meetings with the customer
d) All of the above
d) All of the above
If an RFP states, “The remote module shall be designed to meet current ISO standards,” and the
proposal response reads, “The remote module will meet and exceed ISO standards by the time it
is implemented,” which of the following describes the response?
a) Compliant
b) Responsive
c) Compliant and responsive
d) Neither compliant nor responsive
a) Compliant
At what point in the response timeframe should the kickoff be planned?
a) Immediately— get all the team members engaged as quickly as possible, giving them the maximum time to work on their sections
b) About 15 percent into the effort to allow document preparation and planning to occur
c) About 25 percent into the effort allowing complete planning and logistics to be put in place
d) Kickoff meetings are optional depending on the effort If they can be planned, great, but they are
not mandatory
b) About 15 percent into the effort to allow document preparation and planning to occur
Which of the following is the primary consideration when arranging a final document review team?
a) Invite reviewers who understand the solution and are available
b) Simulate how the customer will evaluate
c) Develop detailed editing instructions for the reviewers.
d) Request that the review team develop the theme statements
b) Simulate how the customer will evaluate
Which option best summarizes the use of boilerplate in the proposal process?
a) Boilerplate is unnecessary and should not be used
b) Boilerplate saves time and effort that can be applied to all aspects of the bid
c) Tailored boilerplate can always be used within proposals, but should be carefully reviewed to be sure it fits the customer
d) All proposals are different, so scope for boilerplate is limited
c) Tailored boilerplate can always be used within proposals, but should be carefully reviewed to be sure it fits the customer
Which of the following statements includes a benefit?
a) The controller has 4MB of memory
b) This model offers rack-and-pinion steering
c) You can avoid road hazards with responsive rack- and-pinion steering
d) Organization X has over 5,000 employees
c) You can avoid road hazards with responsive rack- and-pinion steering
Why is it important to perform an internal lessons learned review after the proposal has been
submitted?
a) To improve the proposal process in the future
b) To discuss what the proposal team did well and ignore the problems
c) To discuss the problems and ignore what the proposal team did well
d) To celebrate the proposal being submitted
a) To improve the proposal process in the future
Which of the following is written in active voice?
a) It was found that data concerning error rates were not obtained.
b) We will always keep valuable records in an offsite location.
c) Because the inspection was not performed, the metal press was left incorrectly assembled.
d) The contract was broken by the partners.
b) We will always keep valuable records in an offsite location.
You have received a request for a 20-page proposal; it is 9 a.m. on Day 1. The proposal needs to be delivered at 9 a.m. on Day 3. 50 percent of the proposal will be completed using boilerplate.
Approximately how much working time would you allow to plan before writing?
a) Begin writing immediately and plan for significant revisions on the morning of Day 5.
b) 1 hours
c) 2 hours
d) 4 hours
c) 2 hours
Which of the following attributes would you least expect to find in an efficient and effective proposal
process?
a) Verifiable inputs and outputs at each milestone
b) Document-based reviews
c) Adherence to the process regardless of customer type or size of bid
d) Defined roles, responsibilities, and levels of authority
c) Adherence to the process regardless of customer type or size of bid
Which of the following definitions best describes a win strategy?
a) An organization’s written plan outlining how it proposes to achieve its overall business objectives
b) An organization’s written plan outlining how it proposes to win a specific defined opportunity
c) An organization’s written plan outlining how it proposes to achieve specific market objectives
d) An organization’s tactical plan to write for a specific defined opportunity
b) An organization’s written plan outlining how it proposes to win a specific defined opportunity
Which is an element of customer focus?
a) Presenting features before benefits
b) Beginning the Executive Summary by thanking the customer for the opportunity to bid.
c) Beginning the Executive Summary with your organization’s vision
d) Linking the customers needs to the solution in the Executive Summary.
d) Linking the customers needs to the solution in the Executive Summary.
Which of these is most useful for making your proposal easier to scan?
a) Telegraphic headings
b) Informative heading
c) Captions
d) An index
b) Informative heading
Features ………. .
a) Are more persuasive than advantages
b) Tell “so what”
c) Tell “what,” benefits tell “so what”
d) Should always be described before benefits
c) Tell “what,” benefits tell “so what”
Which of the following is a telegraphic heading?
a) How Our Proposal Is Organized to Ease Evaluation
b) Management Summary
c) Team Organization Evolves As Project Expands
d) Continuity of Support Reduces Program Risk
b) Management Summary
A daily stand-up review is held to:
a) Review the solution development
b) Make sure that the solution is compliant and the customer’s requirements can be addressed
c) Review the price and make sure our margin is achieved
d) Review progress and identify potential roadblocks so that hey can be resolved
d) Review progress and identify potential roadblocks so that hey can be resolved
Which of following is the best approach when visiting a potential customer?
a) Plan a slide deck that describes your company history and solutions
b) Only speak to the highest-ranking officials
c) Plan a slide deck to explain why the customer should choose you
d) Understand your audience before you plan a slide deck.
d) Understand your audience before you plan a slide deck.
Which definition most accurately describes a proposal mind map?
a) A proposal management plan
b) A resource plan
c) A content plan
d) A proposal strategy plan
c) A content plan
Why is it important to qualify opportunities before committing time and effort?
a) To ensure internal resources are fully utilized
b) To maximize win rate
c) To raise your profile with the customer
d) To undercut the competition
b) To maximize win rate
Which of the following would be more likely to be found in a business case than a value
proposition?
a) Risk management strategy
b) Quantified business benefit
c) Timing of the anticipated business benefit
d) Results measurement and tracking
a) Risk management strategy
Given no additional information, which of the following opportunity types would have the highest probability of win?
a) New product in a new market
b) Existing product in a new market
c) Existing product in an existing market
d) New product in an existing market
c) Existing product in an existing market
Which statement is correct?
a) A joint venture is formed by two or more organizations as a separate legal entity.
b) Teaming with a supplier would never be considered in a consortia agreement.
c) An equal partnership is always formed with two companies who have an equal work share.
d) A prime contractor agreement will never include suppliers.
a) A joint venture is formed by two or more organizations as a separate legal entity.
Why should you submit a response matrix with your proposal?
a) To help the customer score the bidders
b) To make compliance easy
c) To allow for hot button identification
d) To make evaluation easy
d) To make evaluation easy
