Final Test First Name Last Name 1. What should you do immediately after you plan your BD strategy and conduct market research? a. Conduct capture for the opportunities you find b. Stand up your marketing campaign c. Develop opportunities pipeline d. Qualify each opportunity to start capture e. Answers b and c 2. The six aspects of capture include: a. 1. Intelligence gathering, 2. Win themes development, 3. Opportunity tracking, 4. Competitive analysis, 5. Teaming, 6. Proposal preparation b. 1. Customer engagement, 2. Intelligence gathering, 3. Solution Development, 4. Capture plan, 5. Black Hat, 6. Teaming c. 1. Customer engagement, 2. Intelligence gathering, 3. Win Strategy, 4. Competitive Analysis, 5. Teaming, 6. Solution Development d. 1. Customer engagement, 2. Capture plan, 3. Customer relationship, 4. Win strategy, 5. Teaming, 6. Proposal plan 3. What is the right sequence of capture?Capture phases 1 2 3 4 Opportunity qualification 1 2 3 4 Proposal development and RFP release 1 2 3 4 Opportunity identification 1 2 3 4 4. Which are win themes categories? a. Discriminators and Differentiators b. Common Themes Based on Strengths c. Turnarounds and Ghosts d. All of the above 5. What are the reasons to team? a. Enter new markets and new agencies b. Draw upon another company to increase financial resources c. Pursue and work on the contracts you couldn’t otherwise touch d. All of the above 6. Put in the right order: requiredProposal Kick-Off 1 2 3 4 5 White Glove Review 1 2 3 4 5 Red Team 1 2 3 4 5 Gold Team 1 2 3 4 5 Pink Team 1 2 3 4 5 7. Put the steps of creating requirements-based outline in the right order:M 1 2 3 4 L 1 2 3 4 C or J 1 2 3 4 H, CDRLs, etc. 1 2 3 4 8. Choose the right statement. The correct writing process is: a. 40% of Research and Brainstorming, 20% of writing and 40% of rewriting and editing; b. 30% of Research and Brainstorming, 30% of writing and 40% of rewriting and editing; c. 50% of Research and Brainstorming, 20% of writing and 30% of rewriting and editing. 9. How you can ghost your competitor? a. Showcase past performance references to support your approach b. Compare how your approach is leaner, and therefore cheaper, than traditional approaches c. Use numbers to establish credibility for your approach – any quantifiable proof you may have collected d. All of the above 10. What are the 5 Cs of editing proposals? a. Correctness, Conciseness, Compliance, Clarity, Consistency b. Correctness, Consciousness, Compliance, Clarity, Consistency 11. What categories do visual principles fall into? 11. What categories do visual principles fall into? b. Legibility and Compliance c. All of the above 12. To help evaluators not skip the important sections, you must visually structure the document so that the main ideas catch the readers’ attention. a. False b. True 13. When does the government's fiscal year begin and end? a. Starts in October and ends in September b. Starts in January and ends in December c. The fiscal year works on a rolling basis 14. Which government source selection process emphasizes best value and price? a. Scaled Pricing b. Price Balancing c. Lowest Price Technically Acceptable (LPTA) 15. When evaluating teaming partners as a Prime Contractor or Sub-Contractor, in general, would you typically consider things like Past Performance, Client Relationships, Financial Stability, and Technical Capabilities? a. True b. False 16. When and to which entity does the president submit the budget? a. One year before and submits to Congress b. Five years before and submits to the Senate c. Three years before and submits to the Treasury 17. What is an example of non-appropriated funding? a. U.S. Postal Service charging for postage and other services b. U.S. Citizenship and Immigration Services charging for visas c. GSA charging for GSA Schedule and GWAC solutions d. All of the above 18. Which of the following may be either a multiple-award or a single award contract? required a. IDIQ b. GWAC d. MATOC 19. When should you ideally start outlining? a. immediately after the initial read of the draft or final RFP b. after the Pink Team c. after the Red Team d. during the Red Team 20. When planning a proposal schedule, how should you plan? a. plan backwards, starting with the deadline b. plan forwards, starting with today c. plan backwards, starting with the anticipated award date d. none of the above
