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New security guard company owners often ask two main questions: how to write a proposal and how to price services. While pricing will be discussed in a future video, this session focuses on creating a winning proposal. It’s important to note that contracts are won through the hard work leading up to the proposal submission, not just the proposal itself. Potential customers typically use proposals to disqualify vendors, meaning you must avoid mistakes like misspellings or non-responsiveness, as these can lead to immediate rejection. The foundation of a strong proposal is crucial to ensure your submission stands out and doesn’t get disqualified.