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Introduction and setting the scene

Format and exam prep

APMP Body of Knowledge

The syllabus

Are you ready?

Section 1 - Business Development lifecycle and Capture

1. Business Development Lifecycle and Capture

Test your knowledge



Test your knowledge
QUESTION 5

Test your knowledge
QUESTION 6

Test your knowledge
QUESTION 7

Test your knowledge
QUESTION 8

2. Customer Relationship Management (CRM)

Test your knowledge
QUESTION 1

Test your knowledge
QUESTION 2

Test your knowledge
QUESTION 3

3. Opportunity/Capture Planning

Test your knowledge
QUESTION 4

4. Typical triggers for re-engineering the BD process

Reflection and feedback

Section 2 - Compliance matrices

1. What we mean by “compliance” in proposals

Section 3  - Competitive intelligence, proposal strategy and value

1. Competitive intelligence

2. Developing strategies

3. Benefits and discriminators

4. Proposal theme statements

5. Value propositions

6. Executive summaries

Section 4 - Competitive Price To Win

1. Pricing in the business development lifecycle

2. Price to Win

3. Competitive Price to Win (cPTW)

4. cPTW and pricing 

5. Common pitfalls and misconceptions of Price To Win

6. Price To Compete (PTC) vs. Price To Win (PTW)

Test your knowledge
QUESTION 9

Test your knowledge
QUESTION 10

Section 5 - Managing the proposal process

1. Managing proposal processes

2. Daily team management

3. Gate decisions

4. Kick-off meetings

5. Internal risks

6. Planning proposal content

7. Clarification questions

8. Proposal review management

9. Lessons learned

A structured, blended learning programme combining guided online study with live exam preparation.

$ (USD)

APMP Foundation Certification

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