APMP® Bid And Proposal Management Foundation & Practitioner Course in Zagreb

APMP® Bid and Proposal Management Foundation & Practitioner Course Outline

Module 1: Business Development Lifecycle and Capture

• Business Development Lifecycle phases
• Customer Relationship Management
• Opportunity/Capture Strategy and Plans

Module 2: Competitive Price to Win and Competitive Intelligence

• Competitive Price to Win
• Competitive Intelligence

Module 3: Compliance Matrices

• Compliance Matrices

Module 4: Value and Proposal Strategy

• Strategy and Win Themes
• Features, Benefits, and Discriminators
• Price, Value and Added Value

Module 5: Managing the Proposal Process

• Proposal Management Plans
• Managing the process
• Bid Decisions and Gates
• Kickoff Meeting Management
• Internal Risk
• Relevant Past Performance
• Effective Storytelling
• Planning Content
• Working with SME
• Clarification Questions
• Planning to Revise
• Production Management
• Team Management
• Review Management

Module 6: Persuasive Writing

• Know your Customer
• Writing Clearly
• Quantify your Value and ask 'So what'
• Customer Focus
• Headings
• Proof Points
• CVs and Resumes

Module 7: Design and Graphics

• Design in the Proposal Process
• Effective Presentations

Module 8: Knowledge Management

• Knowledge Management

Module 9: Information Research, Management and Sales Orientation (IM) 

• Apply and Adapt the APMP Information Research, Management and Sales Orientation Competencies to a Proposal/Bid Scenario 
• Identify, Analyse and Distinguish Between Appropriate and Inappropriate Application of the APMP Information Research, Management and Sales Orientation Competencies  

Module 10: Planning and Management (PM) 

• Apply and Adapt the APMP Planning and Management Competencies to a Proposal/Bid Scenario 
• Identify, Analyse and Distinguish Between Appropriate and Inappropriate Application of the APMP Planning and Management Competencies  

Module 11: Development (DV) 

• Apply and Adapt the APMP Development Competencies to a Proposal/Bid Scenario 
• Identify, Analyse and Distinguish Between Appropriate and Inappropriate Application of the APMP Development Competencies 

Module 12: Behaviour and Attitude (BA) 

• Apply and Adapt the APMP Behaviour and Attitude Competencies to a Proposal/Bid Scenario 
• Identify, Analyse and Distinguish Between Appropriate and Inappropriate Application of the APMP Behaviour and Attitude Competencies

APMP® Foundation & Practitioner Course Exam Information 

The APMP® Foundation & Practitioner Course exams assess a candidate’s ability to understand and apply best practices in bid and proposal management. These certifications validate comprehensive knowledge and strategic application of APMP methodologies across the full proposal lifecycle. 

APMP® Foundation Certification Training 

• Question Type: Multiple choice 
• Total Questions: 75 
• Total Marks: 75 Marks 
• Pass Marks: 56% or 42/75 Marks 
• Duration: 60 minutes 
• Open Book/ Closed Book: Open Book 

APMP® Practitioner Certification Training 

• Question Type: Multiple choice 
• Total Questions: 6 
• Total Marks: 80 Marks 
• Pass Marks: 50% or 40/80 Marks 
• Duration: 2 hours and 30 minutes 
• Open Book/ Closed Book: Open Book 

Who Should Attend this APMP® Bid and Proposal Management Foundation & Practitioner Course?

This course is ideal for professionals involved in bids and proposals at various stages of their careers. Whether you're starting out or preparing for higher-level certification, this course suits:

• Junior and Experienced Proposal Professionals
• Bid Managers and Team Leaders
• Proposal Writers and Coordinators
• Capture Managers and Business Development Leads
• Commercial Staff supporting proposal delivery
• Professionals preparing for both APMP Foundation and Practitioner certifications

Prerequisites of the APMP® Bid and Proposal Management Foundation & Practitioner Course

Delegates should have some exposure to the proposal environment. Completion of the APMP Foundation level is required before attempting the Practitioner assessment. It is recommended that delegates have hands-on experience contributing to or managing bids.

APMP® Bid and Proposal Management Foundation & Practitioner Course Overview

This APMP® Foundation & Practitioner Certification course provides a complete learning path from foundational understanding to practical mastery in bid and proposal management. The Foundation level covers core principles, terminology, and roles, while the Practitioner level focuses on scenario-based application and strategic judgement. Delegates will explore how to plan, manage, and deliver effective proposals using the APMP framework. Practitioner-level modules challenge learners to analyse complex bid situations, improve team performance, and align proposals with business objectives.

Led by accredited instructors, The Knowledge Academy’s course blends classroom teaching, interactive activities, and mock assessments. It equips professionals to add value immediately and prepares them to pass both APMP certification exams with confidence.

Course Objectives

• To provide a comprehensive understanding of the APMP Body of Knowledge
• To develop practical proposal skills from basic to advanced levels
• To prepare delegates for both Foundation and Practitioner-level assessments
• To foster leadership, communication, and strategic analysis in bid environments
• To improve organisational bidding outcomes and win rates

By the end of the course, delegates will demonstrate confidence in applying best practices, making strategic decisions, and leading proposal efforts across varied business contexts.

What’s Included in this APMP® Bid and Proposal Management Foundation & Practitioner Course?

• APMP® Bid and Proposal Management Foundation Examination
• APMP® Bid and Proposal Management Foundation Certificate
• APMP® Bid and Proposal Management Practitioner Examination
• APMP® Bid and Proposal Management Practitioner Certificate
• World-Class Training from Experienced Instructors