Domain 4 – SOQ’s/Proposals Multiple Choice

A firm must have a go/no-go process to evaluate an RFP so that the firm can:
a. determine whether the client knows the competition
b. evaluate whether the marketing budget includes the cost of proposal preparation
c. honestly and objectively analyze the probability of successfully securing the job
d. successfully understand the firm’s strengths and weaknesses
D4
C (Source: Proposals, SMPS Core Series, Ruth Wallace and Meredith Wargo, SMPS, 1991, p. 4.)
The most important component in preparing for a successful presentation is:
a. knowledge of the industry
b. developing a strategy
c. appropriate graphics
d. experience with the firm
D4
B (Source: Presentations, SMPS Core Series, Kay Lentz and Mary Rauch, SMPS, 1991, p. 3.)
When choosing subconsultants for a project team, what is the most important question that should be asked?
a. Do they fit well with the team and the project?
b. Are they local?
c. Are they on other teams?
d. Have we worked with them before?
D4
A (Source: Proposals That Make the Shortlist, AEMJ, 1995, pp. 2-3.)
The purpose of a proposal cover letter is to:
a. communicate the team’s unique competitive advantages
b. summarize the project team’s expertise
c. express the firm’s enthusiasm for the project
d. clearly explain the proposal package being submitted
D4
A (Source: The Handbook for Marketing Professional Services, Sheryl Maibach, SMPS, 1994, p. 206.)
Before committing substantial company resources to respond to an RFP, a marketing professional must first understand:
a. the cost of the competitive process
b. the schedule and staffing requirements of the proposed project
c. the client profile
d. whether the proposed project is a desirable one for the firm
D (Source: The Handbook for Marketing Professional Services, Kathy Kondor, SMPS, 1994, p. 171.)
Which of the following factors is most important in a go/no-go decision?
a. Is the firm’s professional staff available to do the work if the project is won?
b. Is the project consistent with the firm’s marketing plan?
c. How much will the proposal preparation cost in time and expense?
d. Does the firm’s marketing staff have the time to prepare the proposal to meet the deadline?
D4
B (Source: Proposals, SMPS Core Series, Ruth Wallace and Meredith Wargo, SMPS,1991, p. 4.)
The marketing professional’s firm has recently learned that an RFP is due within a very short time period.
The team’s first action should be to:
a. gather information on the client and the project
b. begin analyzing a similar experience
c. develop a theme for the proposal
d. select consultants
D4
A (Source: Proposals, SMPS Core Series, Ruth Wallace and Meredith Wargo, SMPS,1991, p. 1.)
The primary purpose of a brainstorming session for the question-and-answer segment of the presentation is to:
a. help measure the length of the presentation
b. prepare the presentation team to handle difficult questions
c. make changes to the proposal
d. build a list of questions for the debriefing
D4
B (Source: Presentations, SMPS Core Series, Kay Lentz and Mary Rauch, SMPS, 1991, p. 10.)
In a design/build contract, the prime contractor is responsible for:
a. reducing the total liability insurance costs for the team b. delivering a design that can be built
c. hiring people with the skills to build the facility
d. acting as the single source for delivering the project
D4
D (Source: The Handbook for Marketing Professional Services, James Frankel and Mary Jane Augustine, SMPS, 1994, p. 312.)
A cardinal rule in creating proposals is to:
a. select the project team based on staff availability
b. identify the areas of the firm’s expertise
c. address the solicitation requirements
d. include the fee
D4
C (Source: Proposals, SMPS Core Series Revised, Ruth Henshall and Meredith Bena, SMPS, 1991, p. 7.)
Closing a sale is best handled by:
a. a senior manager with the title of vice president or above
b. the project manager who will work with the new client’s project
c. a senior staff person who can commit the firm and is trained in negotiation techniques
d. the staff member most trusted by the new client
D4
C (Source: Marketing Journal, AEMJ, October 1997, p. 6.)
The acronym QBS stands for which of the following?
a. Quality-based service
b. Quality-based selection
c. Quantity-based selection
d. Qualifications-based selection
D4
D (Source: Selection and Use of Engineers, Architects, and Professional Consultants, James Lenial Martin, American Public Works Association, 1997, p. 1.)
Client feedback indicates that a primary reason proposals fail is because they:
a. target the wrong decision-maker
b. are handled by too complex a team
c. underestimate the client’s knowledge base
d. try to include too much information
D4
C (Source: Why Proposals Fail: Proposal Writing Tips and Techniques, Dan Safford, PS Associates, Summer 1997, p. 7.)
In responding to RFP questions, the best strategy is to answer:
a. only those questions that put your firm in the best light b. as directly and straightforwardly as possible
c. in detail with your interpretation on the answer
d. by referring the reader to other areas for the answer

D4

B (Source: Marketing Handbook for the Design & Construction Professional, 2nd Edition, Sheryl Maibach, SMPS, 2000, p. 211.)
The best strategy to assure that a proposal schedule runs as smoothly as possible is to:
a. appoint the designated project manager to lead the proposal effort
b. involve all members of the designated project team in the proposal process
c. authorize an effective proposal manager
d. assign additional staff to handle the process
D4
C (Source: “The Proposal Is Your Budget,” SMPS Marketer, Tracy Black, SMPS, December 1997, p. 12.)
A winning presentation should focus primarily on:
a. the benefits to the client
b. why yours is the best firm for the job
c. your team’s unique qualifications
d. how much you want the project
D4
A (Source: Marketing Handbook for the Design & Construction Professional, 2nd Edition, Janet Sanders, SMPS, 2000, p. 215.)
Bringing two or more firms together to form a separate legal entity to pursue a project is known as a:
a. strategic partnership
b. teaming alliance
c. project-teaming agreement
d. joint venture
D4
D (Source: Marketing Handbook for the Design & Construction Professional, 2nd Edition, Ron Garikes, SMPS, 2000, pp. 173-174.)
In making a go/no-go decision, which of the following key criteria are typically defined with a strategic plan?
a. Human resources, accounting, management
b. Type and size of project, geographic location, client type
c. Market segment, staffing, prestige
d. Building type, zoning, core competency
D4
B (Source: Building Profits in the Construction Industry, Kubal, Miller, Worth, McGraw-Hill, 2000, p. 277.)
The decision to pursue a project should fall within the boundaries established by a firm’s:
a. client mix
b. geographic location
c. strategic plan
d. financial plan
D4
C (Source: Building Profits in the Construction Industry, Kubal, Miller, Worth, McGraw-Hill, 2000, p. 277.)
The primary purpose of a debriefing after a loss is to:
a. ask the client direct questions about the process
b. ask directly why your firm did not get the project
c. arrange face time with the client so that the client might reconsider your firm
d. find out the client’s views of the firms they hire
D4
D (Source: Marketing Handbook for the Design & Construction Professional, 2nd Edition, Nadine Yates, SMPS, 2000, p. 235.)
Debriefing after a loss should be seen as an opportunity to:
a. impress the client for the next job
b. ask the client to reconsider your firm for the project
c. demonstrate your interest to the client
d. find out what the interviewing team did wrong
D4
C (Source: Marketing Handbook for the Design & Construction Professional, 2nd Edition, Nadine Yates, SMPS, 2000, p. 232.)
A professional services marketer decides to respond to an RFP in order to position their firm for the next opportunity. This is flawed reasoning because:
a. the client will probably ignore your proposal since they don’t know you
b. it just skews your hit rate in a negative manner
c. you’ll have to authorize overtime to do a credible job
d. a proposal is not the right tool to position your firm
D4
D (Source: Wired! How to Crawl Inside Your Client’s Mind, David Stone, ACEC, 2000, p. 23.)
The use of photographs and graphics in proposals is most beneficial because:
a. the quality of your firm’s project experience is illustrated
b. reader retention is greatly increased
c. the proposal is given a professional appearance
d. clients often don’t read the written descriptions
D4
B (Source: Marketing Handbook for the Design & Construction Professional, 2nd Edition, Sheryl Maibach, SMPS, 2000, p. 209.)
The primary purpose of an SOQ is to:
a. showcase the firm’s project team
b. show an understanding of the client’s project
c. highlight the firm’s achievements
d. demonstrate a firm’s ability to meet clients’ needs
D4
D (Source: “Proposal Planning,” SMPS Marketer, Sheryl Maibach, SMPS, December 1992, p. 5.)
Once a marketing professional has reviewed an RFQ and a go decision has been made, what is his or her next step?
a. Establish response requirements
b. Identify team members
c. Develop fee schedule
d. Analyze the competition
D4
A (Source: “Planning the Proposal,” Writing Winning Proposals, Shipley Associates, 1992.)