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is the million dollar question: "What does the client really want?" This question is essential to creating a successful engineering proposal. Engineers often struggle with writing proposals, as they are not taught this skill in school. Consulting engineers must learn how to write and win proposals to advance in their careers. Matt Handel, author of "Proposal Development Secrets," helps engineers improve their proposal writing skills. By focusing on what the client truly desires, engineers can increase their chances of winning contracts and advancing in their careers.