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New security guard company owners commonly ask two questions: how to write a proposal and how to price services, with pricing discussed in a future video. The focus here is on crafting a winning proposal. It's important to note that proposals themselves don’t win contracts; the hard work leading up to the proposal submission does. Potential clients often use proposals to disqualify vendors, so if they receive multiple submissions, they look for reasons to eliminate companies. Issues like misspellings or non-responsiveness can undermine your proposal. Therefore, creating a proposal that avoids disqualification is crucial, starting with a strong foundation.