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60 Questions to Determine on How Well You Know the Proposal Process

We are beginning to develop a curriculum for teaching the CapturePlanning.com MustWin Process. We are starting by creating an assessment for each component that a student can take to see how well they comprehend the most important points. The first step we have taken towards creating the assessments is to identify questions that are answered in the process documentation.

Having done that, we realized that even though the questions all relate specifically to the process we have developed, they also have a value that is separate from the process. While each question includes the page on which you can find the answer, the questions are interesting even if you aren’t a Premium Member with a copy of the process workbook and you can’t look them up. They are thought provoking and challenging. Some time in the future, we may even build them into a more generic assessment of someone’s overall level process understanding.

Until then, we thought we’d make the first 60 questions available so those who wish to see them or challenge themselves can have at them.

  1. When does the CapturePlanning.com MustWin Process start? (p. 2)
  2. When does it end? (p. 2)
  3. If something in the process is not applicable to you, is it OK to skip it? (p. 3)
  4. How many Readiness Reviews are recommended before RFP release? (p. 4)
  5. What is the purposes of the Pre-RFP reviews?  (p. 5)
  6. What is the purpose of having written proposal plans? (p. 5)
  7. What matters most about the pre-RFP phases? (p. 6)
  8. Is it OK for one person to play more than one role? (p. 7)
  9. Who sets the standards regarding quality and process integrity? (p. 8)
  10. Who is responsible for winning the pursuit? (p. 8)
  11. Who is responsible for identifying staff and resources required for the pursuit? (p. 13)
  12. Who has the hardest job in winning new business? (p. 13)
  13. What is the difference between a Proposal Coordinator, a Process Administrator, and a Proposal Manager? (p. 16)
  14. What is the difference between a Writer and a Subject Matter Expert? (p. 17)
  15. If you can’t fulfill a role or assignment, what should you do? (p. 21)
  16. Do you have to use the Opportunity Tracking Forms included in the process workbook? (p. 22)
  17. Are you expected to have answers for every question asked on the Readiness Review forms? (p. 27)
  18. Is it OK to change the date of a readiness review if the RFP release date is extended? (p. 28)
  19. What should you do if you complete the Readiness Reviews, but the RFP still hasn’t been released? (p. 29)
  20. What are some of the reasons the customer may have issued a draft RFP? (p. 30)
  21. Who should determine what to do in the event of a draft RFP release? (p. 30)
  22. Is an “RFI” the same things as a “Sources Sought?” (p. 31)
  23. What are some of the reasons why the Government may issue an RFI? (p. 31)
  24. When responding to an RFI, what things should you try to influence? (p. 32)
  25. What should you accomplish during a site visit? (p. 33)
  26. What is a major indicator that you are not positioned to win? (p. 34)
  27. Who decides if the intelligence you have gathered is sufficient? (p. 36)
  28. How many “Bid/No Bid” reviews are recommended? (p. 37)
  29. What is the purpose of the Lead Identification Review? (p. 40)
  30. When should the RFP distribution list be finalized? (p. 80)
  31. Who is responsible for collecting questions regarding the RFP? (p. 82)
  32. Who should lead the effort to assess the impact of an RFP amendment? (p. 83)
  33. Is having a Kick-Off Meeting mandatory? (p. 84)
  34. Who should plan the Kick-Off Meeting? (p. 84)
  35. Should you present your final proposal plans at the Kick-Off Meeting? (p. 84)
  36. Should the RFP be distributed at the Kick-Off Meeting or before it? (p. 86)
  37. What do you need to do in order to complete your proposal plans quickly enough? (p. 88)
  38. Who is responsible for identifying the resources required to execute the proposal schedule? (p. 89)
  39. What is the difference between a competitive assessment conducted in the proposal phase vs. the competitive assessment conducted in the capture phase? (p. 90)
  40. Is a compliance matrix necessary for all proposals? (p. 96)
  41. Why is a Content Plan necessary? (p. 97)
  42. How does having a Content Plan improve your ability to review the proposal later? (p. 97)
  43. What are some of the factors that determine whether to use boilerplate or re-use files? (p. 98)
  44. Who is the only person who can determine whether your proposal is “right?” (p. 100)
  45. What is the definition of Proposal Quality? (p. 101)
  46. What are the three steps for implementing Proposal Quality Validation? (p. 102)
  47. Do all reviews require a meeting? (p. 104)
  48. What are some of the factors that determine whether your plan for validating the proposal is sufficient? (p. 108)
  49. What are three different ways that you should track your progress? (p. 109)
  50. What are some of the ways that an assignment can go wrong even before it has been issued? (p. 110)
  51. Of the nine types of unexpected changes common to proposals, how many of them do you have any control over? (p. 112)
  52. What is the standard that you should use to decide whether to accept/implement a requested change? (p. 112)
  53. True or false: The conclusion for a proposal section goes at the end of the section. (p. 114)
  54. How should writers use the Content Plan? (p. 115)
  55. What are five things authors can do to review their own sections? (p. 116)
  56. What are the six words that can help you make sure your response is comprehensive? (p. 117)
  57. True or False: You have a good chance of winning if your proposal is compliant with all RFP requirements. (p. 118)
  58. When does the style of your proposal writing matter? (p. 120)
  59. Who is responsible for making decisions regarding the style of proposal content? (p. 120)
  60. What is the first thing that usually gets skipped when final production deadlines slip? (p. 131)

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By Carl Dickson,
Founder of CapturePlanning.com and PropLIBRARY



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