New 30 Minute Sample Paper 1

A) Before the pursuit decision

B) After the pursuit decision

C) After the RFP is issued

D) After the bid is qualified in

Beijing

Seoul

Tokyo

Bangkok

A) should state only that the proposal is attached and be signed by the bid manager

B) should state only that the proposal is attached and be signed by the account manager

C) should cite your key discriminator and be signed by the highest ranking person who has had contact with the Prospect

D) are not required

A) No one format is better than another

B) Submit as a Microsoft Word file

C) Submit text and graphics separately

D) Submit as an Adobe Acrobat PDF file

A) Before the kickoff meeting by Sales

B) At the storyboard review stage by the technical architect

C) At the final draft stage, before the Red Team, by the bid manager

D) After the Red Team by the account director

A) Never include graphics

B) Start with an introduction to your company

C) Name the seller more than the prospect

D) Connect your solution to the Prospect’s vision

A) Features are more important than advantages

B) Benefits should be converted to advantages

C) Benefits have the most lasting effect on the prospect

D) You should stress features over benefits

A) Are unimportant as evaluators retain more from reading text

B) Should be conceived before the text is written

C) Should always appear before the text statement relating to them

D) Can be orientated such that the proposal has to be turned

A) 5%

B) 10%

C) 15%

D) 20%

A) Helps the Sales lead write the executive summary draft

B) Helps writer structure their thinking

C) Improves consistency of messaging

D) Helps ensure compliance

A) Prepare a comprehensive kickoff package in advance

B) Never invite senior managers

C) Not involve proposal production – it’s too early

D) Hold it immediately the RFP arrives

A) Use sans serif for headings and serif for text, 10-12 point

B) Use serif for headings and sans serif for text, 10-12 point

C) Use serif throughout, 8-10 point

D) Use sans serif throughout, 8-10 point

Earth

Mars

Jupiter

Saturn

A) The pursuit decision

B) Storyboards

C) The capture plan

D) Competitors' strategies

A) Concentrate on compliance

B) Check for ‘white space’

C) Perform a macro review for consistent themes

D) Confirm the page count is as per the production schedule

A) 1 hour?

B) 1-2 hours?

C) 2-6 hours?

D) 6-8 hours?

A) Proposal professionals use storyboards to reduce preparation time and cost

B) Storyboards stop the instant writer

C) Use your core team to develop the storyboards, the writers to develop the content

D) Never use a storyboard to create visuals

A) Pricing Manager?

B) Capture Manager?

C) Proposal Manager?

D) Volume Manager?

A) Value equals price

B) Price is greater than value

C) Value is greater than price

D) The value proposition for each type of buyer is the same

A) Put the main points first

B) Put the main points last

C) Scatter the main points evenly throughout the text

D) Place the main points in a list in the centre of the text

A) A BAFO normally comes before a RFP

B) An ITT normally comes before a RFI

C) An RFP normally comes before a RFI

D) An RFI normally comes before an ITT

A) 2

B) 3

C) 4

D) 5

A) Your response should mirror the RFP numbering system

B) You should maintain the same order in your response even if this does not seem logical

C) You should allocate page count according to your competitive advantages?

D) Your response should keep the same naming conventions

A) To develop new content before writing text

B) By the Red Team to assess if all requirements are covered

C) To reduce preparation time and cost

D) To determine page counts

A) Put the best available named individuals against roles

B) State that the best individuals will be put forward at contract award

C) Put the best people as named individuals against role regardless of availability

D) Explain that you do not have any spare staff

A) Response Matrix

B) Invitation to Tender

C) Requirements Checklist

D) Compliance Matrix

A) Before the first proposal strategy review meeting.

B) Before the proposal kick-off meeting

C) At the proposal kick-off meeting

D) Following the proposal kick-off meeting

A) Theme statements link strategy and solution

B) Theme statements link the advantages and benefit

C) Theme statements link discriminating features and benefits

D) Theme statements establish sales objectives

A) 3%

B) 5%

C) 10%

D) 20%

A) An introduction from the CEO

B) An article on bid management best practice

C) Registering for the conference

D) Two book reviews

A) What do we offer that is different from the competition?

B) What was the theme statement in the previous section?

C) What aspect of our offer makes it worth buying?

D) What is the point of this section?

A) Try to state features first

B) It is acceptable to emphasise by placing in a shaded box

C) Quantify where possible

D) The competition must not be able to make the same claim

A) It can be used to emphasise the capability of your total team

B) It can show where you have backup for a particular skill

C) It shows how the team covers the total skills requirement

D) It saves having to include full resumes

A) 30

B) 40 – 60

C) 80 – 100

D) it doesn’t matter

A) Author’s name

B) Page number

C) Non-disclosure statement

D) Submittal date

A) To gain senior management endorsement

B) To communicate your strategy to contributors

C) To drive proposal development

D) To tell proposal production the page count

A) Limit numbered headings to four levels

B) Telegraphic headings, rather than informative headings, are more likely to attract the attention of an evaluator skimming for content

C) If the customer asks for a section on project management, but your company refers to this discipline as programme management, it is quite acceptable to change the heading to programme management

D) Use verb headings to convey action, use noun headings to signal purpose

A) 1 day

B) 2 days

C) 3 days

D) 5 days

A) i)

B) ii)

C) i) and ii)

D) ii), iii) and iv)