Before writing a proposal, which question should we ask to test the viability of the opportunity?

Prepare for the APMP Bid/Proposal Foundation Certification Exam with our comprehensive materials. Use targeted flashcards and multiple-choice questions to enhance understanding. Get ready to excel in your certification journey!

Understanding and, if possible, shaping the customer's requirements is the key indicator of an opportunity’s viability. If you can influence what the customer asks for, you can tailor your solution to their real needs, create clear win themes, and show how your approach uniquely meets their criteria. This early discovery helps you determine whether pursuing the proposal makes strategic sense and whether you can present a credible, differentiated offer.

Beating the competition recently doesn’t guarantee this specific opportunity fits your strengths or can be shaped to win, and it doesn’t address whether the current requirements are flexible or achievable. The number of people who can help write the proposal speaks to capacity, not whether the opportunity is viable. Whether the customer has visited your offices relates to relationship building, not to your ability to influence requirements and deliver a compelling solution.