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Michael Zap Pirski from Consultingsuccess.com discusses two common mistakes consultants make regarding proposals. The first mistake is a misunderstanding of the proposal's role. Many consultants, including himself early on, view proposals as marketing materials, overloaded with promotional content and background information. However, clients often don't read lengthy proposals. Instead, proposals should not introduce new information; they should be concise and focus on addressing the client's needs directly. Zap Pirski emphasizes recognizing the true function of proposals to enhance effectiveness in consulting practices.
