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Project Management Ch. 3 Flashcards
| Question | Answer |
|---|---|
| Customers (clients) and partner organizations prefer to work with people they _____. | know and trust |
| _____ establish the foundation for successful funding and contract opportunities. | Relationships |
| Relationship-building requires being proactive, engaged, and requires _____ contacts. | face-to-face |
| Relationship-building necessitates being a _____ and a good learner. | good listener |
| Establishing and building_____ is key to developing effective and successful relationships with clients and partners. | trust |
| _____ in dealing with clients and partners is also imperative for building trust. | Ethical behavior |
| Contractors need to develop relationships with potential customers _____ the customers prepare requests for proposal. | long before |
| Contractors need to be_____ about their ability to prepare proposals and about the probability of winning the contract. | realistic |
| The proposal process is a competitive process, and a proposal is a _____ - not a technical report. | selling document |
| In the proposal, the contractor must convince the customer that the contractor is the best one to _____. | solve the problem |
| The contractor’s proposal must emphasize the _____ to the customer. | benefits |
| Proposals should be written in a _____, concise manner. | simple |
| Proposals must be_____ in terms of the proposed scope, cost, and schedule, in the eyes of the customer. | realistic |
| Proposals are often organized into three sections: | technical, management, and cost. |
| The objective of the _____ section is to convince the customer that the contractor understands the problem or need and can provide the least risky and most beneficial solution. | technical |
| The objective of the _____ section is to convince the customer that the contractor can do the proposed work (the project) and achieve the intended results. | management |
| The objective of the _____ section of the contractor proposal is to convince the customer that the contractor’s price for the proposed project is realistic and reasonable. | cost |
| After an initial evaluation, the customer may also ask a few contractors to submit a _____. | best and final offer (BAFO) |
| A _____ is a vehicle for establishing good customer-contractor communications and arriving at a mutual understanding and clear expectations to ensure project success. | contract |
| The contract must clearly spell out the _____ the contractor is expected to provide. | deliverables |
| There are basically two types of contracts: | fixed price and cost reimbursement. |
| In a _____ contract, the customer and the contractor agree on a price for the proposed work. | fixed-price |
| In a _____ contract, the customer agrees to pay the contractor for all actual costs (labor, materials, and so forth), regardless of amount, plus some agreed-upon profit. | cost-reimbursement |
| _____ contracts are most appropriate for projects that are well defined and entail little risk. | Fixed-price |
| _____ contracts are most appropriate for projects that involve risk. | Cost-reimbursement |
| The _____ marketing is an opportunity for a client to help customers identify areas in which the customers might benefit from the implementation of projects that address needs, problems, or opportunities. | pre-RFP/proposal |
| Most companies have limited resources, and preparing a proposal can be a time-consuming and costly process. Therefore companies must make _____ decisions. | bid/no-bid |
| The _____ is the number of proposals a contractor won compared to the total number of proposals the contractor submitted to various customers over a particular time period. | win ratio |
Created by:
akomm11