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New security guard company owners often ask two main questions: how to write a proposal and how to price their services. This video focuses on crafting a winning proposal, emphasizing that contracts are secured through diligent preparation before submitting a proposal, not just the proposal itself. Potential customers often use proposals to disqualify vendors, narrowing their choices based on criteria like responsiveness and presentation. Issues such as misspellings or non-responsiveness can lead to immediate disqualification. The key lies in creating a polished proposal that avoids these pitfalls and stands out in the selection process.