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The two main questions from new security guard company owners are how to write a proposal and how to price services. The focus here is on creating a compelling proposal that can win contracts, emphasizing that proposals themselves don't actually secure contracts; it's the groundwork prior to submission that matters. Many potential customers use proposals to disqualify vendors. They often have multiple proposals to review and look for reasons to eliminate options, such as misspellings or non-responsiveness. Therefore, it's crucial to craft a proposal that avoids these pitfalls and stands out positively in a competitive field. The foundation of a successful proposal is essential to avoid disqualification.