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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 the next video, the focus here is on crafting a winning proposal. It's important to note that proposals themselves don’t win contracts; rather, it's the effort put in before submitting the proposal that counts. Potential customers often use proposals to disqualify vendors, looking for mistakes or non-responsiveness. To avoid disqualification, the foundation of a strong proposal is essential. Attention to detail is crucial, as errors like misspellings can lead to rejection.