Professional Level
Capture Management Assessment Questionnaire
APMP and Non-APMP Entry
Capture Management Assessment Questionnaire
Getting Started
How do I get started on my CMAQ?
Set aside time and space to complete the questionnaire; gather together any associated materials that you think that you will need to refer to (e.g.
contact plan, intelligence gathering plan). Familiarize yourself with the material.
Find a quiet area where you will not be distracted from the task and plan for half a day to complete your self-assessment questionnaire. Start
anywhere within the document; start with those competency groups that you feel most comfortable with.
Which boxes do I need to complete against each competency element?
Firstly, for each of the competency groups, you will need to enter your score for every competency element. Enter your score – score on a scale of 06, based on the following interpretations:




Score 0 where you believe that you do not have appropriate knowledge relating to the competency element
Score 1-2 where you believe that you have appropriate knowledge relating to the competency element but few or no opportunities have been
available to you to demonstrate your skills in this competency element
Score 3-4 where you believe that you have appropriate knowledge and have had opportunities to demonstrate some of your skills in this
competency element
Score 5-6 where you believe that you have appropriate knowledge and have had opportunities to demonstrate all of your skills in this
competency element
Total your score for each group of competency elements and there is a minimum acceptable total score. Your individual scores must add up to at
least this number for your submission to be rated as acceptable.
Secondly, in the first box below each of the scoring boxes, you will need to record evidence to support your scores. For each of the competency
groups, the Assessor will be seeking to understand that you are able to demonstrate your knowledge and have applied that knowledge in the capture
process to support capture planning activities. You should record:
 Where and when the skill set associated with these competency elements were used (code names are acceptable to protect confidentiality)
 A brief statement on how your skills were applied
Importantly: You may also choose to explain briefly why you have not had the opportunity to demonstrate your skills associated with a particular
competency group, or element (i.e. company process does not require it, falls into A N Other’s remit etc).
Shipley CMAQ Professional
2
Capture Management Assessment Questionnaire
Capture Planning Training and Ongoing Development: From the information contained within this section, the Assessor will be seeking to
understand that you have an appropriate level of knowledge concerning professionally accepted standards and practices for capture planning.
Furthermore, the Assessor will be seeking to understand how you propose to continue to develop yourself professionally, so as to ensure that your
knowledge is kept up to date.
Candidate name
Candidate email address
Learning record:
To demonstrate that you have acquired the knowledge you need to perform your role well, you are asked to record below any training that you have
received prior to completing this self-assessment. You must record:
Training Course Name
Training Course Date(s)
Training Provider
(Company Name)
Key Capture
Competencies Learned
Alternative means of acquiring knowledge are also acceptable for this program. The following provides some examples of how you may have trained
yourself:
 Home-based learning - Private study, structured reading on proposals-related themes or topics.
 Action-based learning - A systematic, structured approach to the solving of problems in the workplace
 Work-based development - Background reading, research or preparation required to tackle a new area of work
 Conferences – Attending conferences, seminars, workshops or other professional events, including in-house training
Self-Teaching Approach
Continuing Professional Development:
Shipley CMAQ Professional
Approximate Date(s)
Source of Knowledge
(Book Name, Web References etc.)
Key Capture
Competencies Learned
3
Capture Management Assessment Questionnaire
Capture Planning Training and Ongoing Development: From the information contained within this section, the Assessor will be seeking to
understand that you have an appropriate level of knowledge concerning professionally accepted standards and practices for capture planning.
Furthermore, the Assessor will be seeking to understand how you propose to continue to develop yourself professionally, so as to ensure that your
knowledge is kept up to date.
To demonstrate that you plan to maintain or add to your knowledge, you are asked to record below any training that you plan to attend within the 2-3
years from completing this self-assessment. You must record:
Training Course Name
Training Course Date(s)
Training Provider
(Company Name)
Key Capture
Competencies to be Acquired
Again, alternative means of acquiring knowledge in the future are also acceptable for this program.
Self-Teaching Approach
Approximate Date(s)
Source of Knowledge
(Book Name, Web References etc.)
Key Capture
Competencies to be Acquired
If you have already achieved APMP Practitioner status then you have already been assessed by APMP as competent in some of the competencies
covered by this certification program, you may therefore complete a shortened Capture Management Assessment Questionnaire.
The capture competencies that you do not have to complete are:
 Capture Planning and Scheduling
 Color Team Reviews
 Drafting the Executive Summary
If you are an APMP Practitioner or Professional enter
your membership number here __________
You must then provide a copy of your APMP certificate
to [email protected]
Shipley CMAQ Professional
4
Capture Management Assessment Questionnaire
CP Capture Planning and Scheduling: Capture Planning is the process of identifying opportunities, assessing the environment, and devising and
implementing winning strategies orientated toward capturing a specific business opportunity. Consistently successful capture planning requires
written, action-orientated capture plans that have SMART actions assigned and a clearly defined schedule for completion. YOU DO NOT HAVE TO
COMPLETE THIS PAGE IF YOU ARE AN APMP PRACTITIONER OR PROFESSIONAL AND HAVE PROVIDED THE INFORMATION REQUESTED ON PAGE 4.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 12
Use a capture plan discipline to capture new business more efficiently
Maintain a capture process that is dynamic, flexible, interactive and current
Develop a schedule of capture activities using scheduling tools
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
5
Assessor
Score
Capture Management Assessment Questionnaire
CP Capture Planning and Scheduling: Capture Planning is the process of identifying opportunities, assessing the environment, and devising and
implementing winning strategies orientated toward capturing a specific business opportunity. Consistently successful capture planning requires
written, action-orientated capture plans that have SMART actions assigned and a clearly defined schedule for completion. YOU DO NOT HAVE TO
COMPLETE THIS PAGE IF YOU ARE AN APMP PRACTITIONER OR PROFESSIONAL AND HAVE PROVIDED THE INFORMATION REQUESTED ON PAGE 4.
I have the ability to
Self Score
(1-6)
For these competences you must score a minimum total of 9
Plan regular decision gate reviews to determine whether to advance the opportunity to the next phase or end the pursuit
Use the capture plan outputs to begin the proposal planning process
Create, align and adapt the capture schedule to match, the customers actions, the organization’s business development
process, the resources available, and the selling environment
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
6
Assessor
Score
Capture Management Assessment Questionnaire
CP Capture Planning and Scheduling: Capture Planning is the process of identifying opportunities, assessing the environment, and devising and
implementing winning strategies orientated toward capturing a specific business opportunity. Consistently successful capture planning requires
written, action-orientated capture plans that have SMART actions assigned and a clearly defined schedule for completion. YOU DO NOT HAVE TO
COMPLETE THIS PAGE IF YOU ARE AN APMP PRACTITIONER OR PROFESSIONAL AND HAVE PROVIDED THE INFORMATION REQUESTED ON PAGE 4.
I have the ability to
Self Score
(1-6)
For these competences you must score a minimum total of 4
Develop structured capture plans that include external analysis, internal analysis, strategy development, and execution and
monitoring
Schedule color team reviews to improve the capture plan, strategy, proposal, or lessons learned
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
7
Assessor
Score
Capture Management Assessment Questionnaire
CTSM: Capture Team Selection and Management: Capture team selection and management is a matter of roles rather than position. Capture
teams range from a part-time person to a group of exclusively assigned individuals. Identify and commit individuals who have the skills, knowledge,
availability, and interest to fulfil their assigned roles.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 16
Train the capture team in the process that will be followed
Arrange and manage the kick-off meeting to start the capture process
Engage senior management keeping them informed and involved
Use objective measures to evaluate capture success
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
8
Assessor
Score
Capture Management Assessment Questionnaire
CTSM: Capture Team Selection and Management: Capture team selection and management is a matter of roles rather than position. Capture
teams range from a part-time person to a group of exclusively assigned individuals. Identify and commit individuals who have the skills, knowledge,
availability, and interest to fulfil their assigned roles.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 9
Identify and commit the right people to the capture team
Engage senior leadership to commit the required resources
Assign, SMART objectives, and completion dates to named individuals within the capture team, providing clear reporting
expectations
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
9
Assessor
Score
Capture Management Assessment Questionnaire
CTR: Colour Team Reviews: Colour reviews, done correctly, are the most cost-effective way to improve the overall effectiveness of your capture
planning effort and resultant win rate. Capture tams should support colour reviews throughout the business development process. YOU DO NOT
HAVE TO COMPLETE THIS PAGE IF YOU ARE AN APMP PRACTITIONER OR PROFESSIONAL AND HAVE PROVIDED THE INFORMATION REQUESTED ON
PAGE 4.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 12
Define the organization’s process phases, gate milestones, and color review points to support a specific capture
Use a consistent process for each review
Communicate clear review assignments, balancing each reviewer’s workload
Select appropriate reviewers for each review task
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
10
Assessor
Score
Capture Management Assessment Questionnaire
CTR: Colour Team Reviews: Colour reviews, done correctly, are the most cost-effective way to improve the overall effectiveness of your capture
planning effort and resultant win rate. Capture tams should support colour reviews throughout the business development process. YOU DO NOT
HAVE TO COMPLETE THIS PAGE IF YOU ARE AN APMP PRACTITIONER OR PROFESSIONAL AND HAVE PROVIDED THE INFORMATION REQUESTED ON
PAGE 4.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 18
Use a Blue Team to review the capture plan and validate the win strategy
Use a Black Hat Team to anticipate competitors’ likely strategies and solutions and update the win strategy
Use a Pink Team Review to validate that the capture plan outputs have been successfully transferred to proposal strategy
and verify compliance
Use a Red Team Review to evaluate the proposal for customer focus, completeness and clear communication of the win
strategy and solution
Use a Gold Team Review to confirm the offer entails acceptable profit and risk
Use a White Team Review to determine how the process, strategies and talent can be improved
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
11
Assessor
Score
Capture Management Assessment Questionnaire
CFCST: Customer Focused Capture Skills and Tactics: Customer-focused capture skills and tactics require an aligned team of individuals with the
interface skills to actively listen, establish rapport, build trust, assess situations accurately, collaborate effectively, and communicate persuasively.
Invest your time and attention helping customers meet your customer’s goals and objectives, and they are more likely to invest their time and money
in you.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 15
Apply appropriate capture processes to customers different buying patterns
Define and articulate benefits that map to customer issues throughout the buying cycle
Use a variety of techniques to anticipate and handle objections throughout the capture process
Test the potential solution with the customer early and often
Develop a logical business case that supports the customer in making logical buying recommendations
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
12
Assessor
Score
Capture Management Assessment Questionnaire
DGR: Decision Gate Reviews: Decision Gate reviews are milestones in the business development process, triggered by pre-defined customer actions,
at which senior management decides whether to advance the opportunity to the next phase or end the pursuit. Key questions are: 1) Is the
opportunity winnable? 2) Do the potential returns justify the expenditures? 3) Is the capture team prepared for the next phase 4) What additional
resources are required to win?
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 18
Manage decision gate reviews at process milestones
Develop and communicate the required inputs and written outputs for each decision gate including securing adequate
funding and resources when advancing
Engage the appropriate decision-makers and significant contributors for the decision gate
Provide objective reasoning to end capture activity if the decision gate information lacks clarity and / or; if the capture team
does not know if, how, where, or when the information can be obtained
Update the Capture Plan and ensure gate review packages are archived with lessons learned
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
13
Assessor
Score
Capture Management Assessment Questionnaire
EPM: Engaging Program Management: Engage the program manager immediately after the Pursuit Gate Review. The program manager must have
input on capture strategy and will help validate past performance, management, and technical solutions.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 15
Develop the capture strategy collaboratively with the Program Manager
Coach the Program Manager to ensure that the solution is continually aligned with the evolving strategy
Prepare, or delegate the preparation of, detailed, transition and internal program management plans
Use the Capture Schedule to impose the solution freeze
Formally transition program responsibility from the capture manager to the program manager upon contract award
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
14
Assessor
Score
Capture Management Assessment Questionnaire
EPM: Engaging Program Management: Engage the program manager immediately after the Pursuit Gate Review. The program manager must have
input on capture strategy and will help validate past performance, management, and technical solutions.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 10
Engage Senior Managers to appoint the program manager immediately after the Pursuit Gate Review
Develop the Integrated Solution worksheet (or equivalent)
Coach the Program Manager to lead or support the development of the solution performance work statements, make/buy
and work share plans, work breakdown structure, program plan, transition plan, program schedules, costing, and price-towin analysis
Coach the Program Manager to develop a baseline solution presentation for the proposal kick-off meeting
Coach the Program manager for the final presentation
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
15
Assessor
Score
Capture Management Assessment Questionnaire
EPS: Engaging Proposal Support: Engaging proposal support while continuing your capture activities is essential to ensure capture and proposal
strategies are aligned and implemented in the proposal.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 17
Work with the proposal manager to prepare detailed proposal budget
Extend the capture strategy into the proposal strategy and conduct Blue Team Review
Integrate proposal support, program management, engineering, and key teaming partners in proposal planning, solution
development, work share, WBS development, and price-to-win (PTW) activities
Work with sales to ensure a draft the executive summary
Influence the selection of the best proposal team members
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
16
Assessor
Score
Capture Management Assessment Questionnaire
EPS: Engaging Proposal Support: Engaging proposal support while continuing your capture activities is essential to ensure capture and proposal
strategies are aligned and implemented in the proposal.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 20
Provide support during the proposal kick-off meeting
Define and manage contacts with the customer, including bidder’s conferences, site visits, and questions regarding
solicitation documents
Participate in, but not facilitate all color team reviews
Analyze the final bid request and lead the Bid Validation decision gate review
Lead, guide, or contribute to post bid submittal interactions with the customer, including questions, clarifications, contract
negotiations, proposal debrief, and program start-up
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
17
Assessor
Score
Capture Management Assessment Questionnaire
DES: Drafting the Executive Summary: Executive Summaries are often the most important pages in a proposal. They set the tone for individual
evaluators and are often the only pages read by the decision makers. A draft should be developed during the capture process. YOU DO NOT HAVE TO
COMPLETE THIS PAGE IF YOU ARE AN APMP PRACTITIONER OR PROFESSIONAL AND HAVE PROVIDED THE INFORMATION REQUESTED ON PAGE 4.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 12
Collaborate with sales to ensure the development of key elements of the Executive Summary.
Use the draft Executive Summary as a briefing tool.
Engage Senior Managers to review the draft Executive Summary
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
18
Assessor
Score
Capture Management Assessment Questionnaire
PTW: Price to Win: Price-to-win is a process to estimate the price that wins the contract – the customer’s final trade-off between capability and
purchase price. To estimate the winning price before the purchasing decision, build your knowledge of the market, your target customer, your
evolving capabilities, and your competitors’ evolving capabilities.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 15
Analyze the options for any price-capability trade-off and pricing alternatives
Analyze the customer’s budget, funding profile, and acceptable price range
Analyze and estimate the lowest-cost, acceptably compliant solution
Analyze and estimate the capability-satisfied solution
Analyze and estimate the value-driven solution
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
19
Assessor
Score
Capture Management Assessment Questionnaire
PTW: Price to Win: Price-to-win is a process to estimate the price that wins the contract – the customer’s final trade-off between capability and
purchase price. To estimate the winning price before the purchasing decision, build your knowledge of the market, your target customer, your
evolving capabilities, and your competitors’ evolving capabilities.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 13
Use analyses and estimation results to determine the Price-to-Win
Prepare, review and implement a win strategy that integrates solution and Price to Win
Differentiate and communicate cost, price and value
Develop should-costs or cost bogeys early
Develop objective evidence and rationale to minimize negotiated price reductions that may be requested
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
20
Assessor
Score
Capture Management Assessment Questionnaire
S: Strategy: Strategy is a plan or method for achieving a goal. Strategy and tactics are often confused. In the purest sense, strategy is your preengagement position; tactics are the actions you take to implement your strategy, to convey it persuasively. Both are required to win.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 24
Distinguish and apply ‘strategy’ at different phases of the business development process
Identify the buyer, the users, and the technical buyers; and then list their issues
Implement and manage the strategy action plans
Create a price to win strategy to drive the solution
Define a specific sales capture objective after the pursuit decision to better focus on that unique opportunity
Develop a specific value proposition for each customer
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
21
Assessor
Score
Capture Management Assessment Questionnaire
S: Strategy: Strategy is a plan or method for achieving a goal. Strategy and tactics are often confused. In the purest sense, strategy is your preengagement position; tactics are the actions you take to implement your strategy, to convey it persuasively. Both are required to win.
I have the ability to
Self Score
Assessor
For these competences you must score a minimum total of 10
(0-6)
Score
Analyze the current position using standard, universally understood, integrated and accepted tools
Develop an integrated Customer Solution Worksheet (or equivalent) to arrive at a competitive solution that is aligned with
the customer’s issues and requirements
Prepare a Bidder Comparison Chart to discern and document how the customer organization perceives the organization
versus the competitors in relation to key issues
Develop specific strategy statements that define both what will be done and how it will be implemented
Use trade-offs to validate the approach and ghost the competition
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
22
Capture Management Assessment Questionnaire
T: Teaming: Teaming is a strategy where two organisations agree jointly to pursue an opportunity to improve their chances of winning. In a broad
sense teaming can range from informal prime-subcontractor relationships to the creation of a new joint-venture organisation.
I have the ability to
Self Score
(0-6)
For these competences you must score a minimum total of 12
Identify teaming partners early in the capture process
Develop selection criteria and then use the Bidders Comparison Chart to analyze potential teaming combinations
Negotiate a common vision as the basis for teaming and agree to a written teaming agreement
Consult with customers and consider their roles in team formation
Define each teaming partner’s work share in advance in a Work Breakdown Structure (WBS)
Totals
In 225 words or less, provide evidence to support your scores above, giving examples of the application of your skills.
For Assessor use only
Shipley CMAQ Professional
23
Assessor
Score
Capture Management Assessment Questionnaire
OVERALL ASSESSOR COMMENTS
ASSESSOR
RESULT (PASS or DEFER)
SUMMARY
RECOMMENDED NEXT STEPS
Shipley CMAQ Professional
24