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In this tutorial, Michael Zapata from Consultingsuccess.com discusses two common mistakes consultants make with proposals and how to avoid them. He shares that many consultants, including himself when he started, misunderstand the purpose of a proposal, thinking it should serve as marketing material. They often include excessive background information and promotional content, leading to lengthy proposals that clients don’t read. Instead, he emphasizes that the proposal's role is not to sell or convince but to provide relevant information clearly and concisely. Presenting new information in a proposal is also discouraged, as it detracts from its true purpose.
