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In this lecture, the speaker discusses how software companies create software development proposals. A sample proposal is provided, based on a previously discussed business requirements document. Understanding business processes and project objectives is essential for drafting this document. The scope of the project is a crucial element, which outlines restrictions and constraints influencing development. It serves as a functional requirement that addresses three main questions: what problem needs solving, what restrictions must be considered, and whether the time and resources invested are justified. Key elements of the proposal include not only the scope but also additional requirements that must be addressed.