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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. While pricing will be addressed in the next video, this segment focuses on crafting a winning proposal. It's important to note that proposals themselves don’t secure contracts; rather, it's the effort put in before submitting the proposal that makes the difference. Potential customers often use proposals to disqualify vendors, looking for reasons to narrow their choices. Common mistakes like misspellings or non-responsive submissions can result in immediate rejection. Therefore, the foundation of a strong proposal is crucial to avoid disqualification.