AgileBD® Practitioner Certification
Open book exam. Questions align with the 43 practices in Agile Business Development - A Practitioner's Guide to Compelling Value Proposition, available on Amazon at https://a.co/d/dTfcksI.
Name
*
First Name
Last Name
Email
*
example@example.com
Company
Title, Role
Practice 1. Agile principles prioritize_______. (Select all that apply.)
Individuals and interactions over processes and tools.
Working products over comprehensive documentation.
Customer collaboration over contract negotiation.
Responding to change over following a plan.
Rigid scheduling over adaptive scheduling.
Practice 2. Of BD activities below, select the one most valued by AgileBD.
Creating call plans.
Analyzing win probabilities.
Presenting value to customers.
Practice 3. BD Practitioners should aspire to present compelling value to customers/prospects at all levels of the value proposition hierarchy and throughout the BD lifecycle.
True
False
Practice 4. A tagline _______. (Select all that apply.)
is a phrase
is the highest level of a value proposition
is a price
should spark customer interest
Practice 5. A tagline should evoke customer memories of past glory.
True
False
Practice 6. Examples of "We're #1" taglines include _______. (Select all that apply.)
Leading Cybersecurity Provider
Market Leader in AI Implementations
Agency Strategic Goal 4 Achieved One Year Ahead of Schedule
Solutions Ranked by Gartner as "Visionary"
Practice 7. Vibe taglines are typically more conceptual than concrete.
True
False
Practice 8. ________ achievements make good win themes.
Past customer
Future customer
Past vendor
Future vendor
Practice 9. Like personal goals, win themes should be _______. (Select all that apply)
specific
measurable
aggressive
relevant
Practice 10. Win themes should be subtle and woven into executive summary narrative text.
True
False
Practice 11. Win themes are achievements the seller is proud of.
True
False
Practice 12. A playing field graphic depicts the __________.
solution architecture
system architecture
existing environment
Practice 13. The primary purpose of solution components is to _______.
align with win themes
organize lower levels of the value proposition
align with scoring criteria
Practice 14. The left column of a solution roadmap _______. (Select all that apply.)
identifies releases or deliveries phased over time
aligns with win themes
is color-coded to solution diagram items on the right side
should be ambiguous to avoid hard commitments
Practice 15. An anchor graphic presents a customer vision of success.
True
False
Practice 16. A solution justification table _______. (Select all that apply.)
identifies partner companies
organizes features using solution components
identifies weaknesses (risks) of anticipated competitor solutions
summarizes the value proposition on one page
Practice 17. Presenting a value proposition top-down is effective for _______. (Select all that apply.)
customer meetings
color reviews
executive summaries
evaluator digestion of the value proposition
Practice 18. Select topics below that convey "We hear you."
Drivers
Challenges/risks
Contractual situation
Current environment (playing field)
Practice 19. In an executive summary, present the solution summary _______.
before "We hear you"
after "We hear you"
after benefits
after proof points
Practice 20. Proof points should minimize the use of quantities, dates, proper nouns, and other specifics.
True
False
Practice 21. Man-to-man defense aligns _______.
vendor leaders with solution components
vendor leaders with customer leaders
benefits with customer leaders
proof points with customer leaders
Practice 22. Stakeholder value tables _______. (Select all that apply.)
account for customer constituencies
align solution components with proof points
recognize buying organizations are not monoliths
distinguish short-term and long-term benefits
Practice 23. Vendors want proposal or orals audiences to focus mostly on _______.
compliance
value
price
Practice 24. Icons are most effectively used to highlight ______.
win themes
proof points
scoring content
benefits
Practice 25. Detailed approach sections, like executive summaries, should present content structured as a persuasive argument.
True
False
Practice 26. Understanding is conveyed by _______. (Select all that apply.)
insights
lessons learned
risks
challenges
Practice 27. Approaches presented in paragraphs are easier to follow than those presented in numbered steps.
True
False
Practice 28. Strengths and benefits in approach sections _______. (Select all that apply.)
are opportunities to state "We're #1!"
describe future customer value
are win themes on a smaller scale
should identify the customer constituency that benefits from the strength
Practice 29. Demonstrated experience includes _______. (Select all that apply.)
"We're #1!"
customer kudos
taglines
corporate highlights
Practice 30. Potential deal essentials include _______. (Select all that apply.)
value proposition
win themes
solution feasibility
pricing
Practice 31. AgileBD measures progress using checklists of best practices completed.
True
False
Practice 32. Deal essentials are _______; best practices are _______.
optional, required
required, optional
important, less important
less important, important
Practice 33. An Agile deal team may include personnel from _______. (Select all that apply.)
Marketing
Sales/BD
Proposal Operations
Contracts
Practice 34. A BD organization can adopt AgileBD practices, while retaining familiar phase and color reviews.
True
False
Practice 35. Proposal development starts when a deal starts, because the _______ is/are eventually incorporated into the proposal. (Select all that apply.)
tagline
win themes
call plan
solution summary
Practice 36. Early development of an executive summary is strategic and productive.
True
False
Practice 37. Early review of an executive summary is inefficient, due to the lack of detailed approach sections.
True
False
Practice 38. Graphics development should accompany development of the _______. (Select all that apply.)
solution summary
win themes
executive summary
detailed approaches
Practice 39. Value Prop Quarterbacks (VPQBs) ensure proposals are _______. (Select all that apply.)
compliant
compelling
visually appealing
coherent
Practice 40. Proposal managers and VPQBs should prepare approach section writers with _______. (Select all that apply.)
solicitation SOW/PWS section
section structure
story notes
graphics
Practice 41. Pink team reviews should occur per section, as soon as a section is ready for review.
True
False
Practice 42. Pink team reviews can be skipped for sections reused mostly intact from previous proposals.
True
False
Practice 43. The best red team reviewers are _______. (Select all that apply.)
company executives
technology specialists
staff and consultants capable of taking a customer perspective
Score (100 maximum)
Save
Submit
Should be Empty: