PCM 381-395 hard

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Questions and Answers

What is the purpose of a sales plan in the context of effective networking?

To solely focus on defining the competition and demand for the product

To impose undue structure on the networking process

To provide a road map for managing overhead costs and increasing productivity (correct)

To ensure overnight results in networking

Why do principals, partners, and leaders often face frustration in networking?

Due to the absence of a clear plan and strategy (correct)

Because of an unrealistic time horizon for networking results

Because of excessive focus on defining consumers and their buying patterns

Due to lack of competition analysis in the sales plan

What does the text imply about the time horizon for effective networking?

It is fixed at one year

It is unrealistic and should produce results overnight

It may vary from a few months to a couple of years (correct)

It should not exceed a few weeks

Why is networking described as a valuable tool developed through patience?

Because it does not produce results overnight and requires time to develop trust Signup and view all the answers

What is a key function for firms in responding to Request for Proposals (RFPs)?

Reading the RFP thoroughly Signup and view all the answers

What is important for focusing marketing efforts on qualified projects?

Developing a go/no-go policy Signup and view all the answers

What should be used to make the go/no-go policy more effective?

A scoring system Signup and view all the answers

What is important to avoid wasting time and resources on unlikely proposals?

Thorough reading of the entire RFP Signup and view all the answers

Who is mentioned as having over 30 years of experience in the AEC industry?

Sally A. Handley Signup and view all the answers

What is necessary to assess the likelihood of winning and understand project requirements?

Thorough reading of the RFP Signup and view all the answers

What is the purpose of the strategy session discussed in the text?

To determine relevance of past project experience to a current proposal Signup and view all the answers

Who should be involved in the strategy session according to the text?

Principal-in-charge, project architect, project manager, proposal manager, marketing coordinator Signup and view all the answers

What is a crucial element in arguing why the firm should be selected according to the text?

Relevant project experience Signup and view all the answers

What does the 'Relevance Formula' mentioned in the text determine?

What is most relevant to a client and how to order relevant projects in a proposal Signup and view all the answers

What should the note taker do during the strategy session according to the text?

Take notes and distribute them to anyone involved in preparing the proposal Signup and view all the answers

What is mentioned as an important task during the strategy session?

Designating the principal-in-charge and project manager Signup and view all the answers

'Relevance Formula' suggests that projects should be presented in which order from best to worst according to the text?

$Client, service, market sector, facility, attributes, location$ Signup and view all the answers

What is the primary responsibility of the proposal manager, champion, or advocate?

Monitoring the status of all deliverables Signup and view all the answers

Why is it recommended that the proposal manager not be a principal?

Principals are more likely to prioritize client- and project-related responsibilities Signup and view all the answers

What should be done as soon as possible after subconsultants have been selected?

Notify them of their selection for the project team Signup and view all the answers

What is a good practice throughout the proposal production process?

Creating a physical mock-up of the proposal Signup and view all the answers

Why is it preferable to print completed sections as they are finalized?

To facilitate the physical production of the proposal Signup and view all the answers

What is crucial in making sure that a proposal is responsive to all requirements?

Highlighting every item required by the client in the RFP process Signup and view all the answers

What should be done early in the subconsultant selection process?

Meet potential team members at pre-proposer conferences Signup and view all the answers

What should be done with government forms, schedules, licensing, and insurance requirements?

Get them out of the way early Signup and view all the answers

What should be done with lead time for obtaining certain certificates?

Be mindful of their importance and address them early Signup and view all the answers

What should be done with multiple hard-copy submissions?

Remain standard practice even though some clients request digital copies Signup and view all the answers

What should be done if preparing a proposal alone?

Read cover to cover, highlighting every item required by the client Signup and view all the answers

Study Notes

The text discusses the importance of a strategy session in developing a proposal for a client's RFP.
This session is used to determine relevance of past project experience to a current proposal.
The session helps answer questions about the client, project, competition, and why the firm should be chosen.
Relevant project experience is a crucial element in arguing why the firm should be selected.
The text provides a "Relevance Formula" to determine what is most relevant to a client and how to order relevant projects in a proposal.
The session should involve key individuals from the firm, such as the principal-in-charge, project architect, project manager, proposal manager, and marketing coordinator.
The note taker should take notes during the session and distribute them to anyone involved in preparing the proposal.
Other tasks during the strategy session include designating the principal-in-charge and project manager, creating a checklist, schedule, and budget, and compiling a list of questions for clarification.
The "Relevance Formula" suggests that projects should be presented in the following order from best to worst: Client, service, market sector, facility, attributes, location.
The text also mentions the importance of considering certification requirements and selecting subconsultants who will be part of the project team.
The designate note taker should compile a list of questions that come up during the session and clarify them with the point of contact.
The proposal team should attend any pre-proposer conferences or walk-throughs of the project site to clarify project goals and answer questions.
The checklist should include deliverables, responsible individuals, deadlines, and packaging and delivery method.

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Description

Test your knowledge about conducting a strategy session for RFP response. Learn about the important questions to answer and the relevance formula for RFP submission.