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is the million dollar question: What is the client really buying? By asking this question, you can tailor your engineering proposals to address the specific needs and desires of your clients, increasing your chances of winning contracts. This is crucial for consulting engineers looking to advance in their careers, as writing proposals is essential for promotion. Matt Handel, author of "Proposal Development Secrets," emphasizes the importance of understanding what the client truly values in order to write the best possible proposal.
