Exam 3: Developing Project Proposals

Developing a large proposal is a project.

A proposal is a ____ document; it is not a ____ report.

If a customer has stated the budget in the RFP, the customer might reject proposals that have cost estimates greater than the budget without further review of the proposal.

The ____ lists the items that the customer will provide to the contractor throughout the project and the dates by which the customer will make these items available.

The makeup of the proposal development team is

Contractors must continue to be proactive after submitting a proposal by contacting the customer to ensure the RFP has been received and answer any questions.

The contractor should state its understanding of the customer's need

Always put the client first.

The total dollar value approach for calculating a win ratio is the ratio of the total dollar value of proposals that the contractor won as a percentage of the total dollar value of all the proposals the contractor submitted to various customers during a specific time period.

A ____ is an agreement between the contractor, who agrees to provide a product or service (deliverables), and the customer, who agrees to pay the contractor a certain amount in return.

The most effective way to build a relationship is to

Taking credit for outcomes that others have accomplished is a way to build yourself for others to respect you.

The win ratio is the percentage of the number of proposals a contractor won out of the total number of proposals the contractor submitted to various customers over a particular time period.

Contractors interested in submitting a proposal in response to an RFP must be realistic about the probability of being selected as the winning contractor.

There are two types of contracts:

The customer can terminate the contract according to requirements in the contract.

The bid or no-bid decision is made on the capability to develop a quality proposal as well as the capability to complete the project if the contractor wins the bid.

Key partners and subcontractors can help win a project for a contractor by complementing the contractor's expertise.

Contractors seriously consider the bid/no-bid decision process in responding to RFPs and submit fewer proposals but attempt to have

In ____, the customer usually requires that, throughout the project, the contractor regularly compares actual expenditures with the proposed budget and reforecasts cost at-completion, comparing it with the original proposed price.