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New security guard company owners commonly ask two questions: how to write a proposal and how to price services. While pricing will be addressed in a future video, the focus here is on creating a winning proposal. It's essential to understand that winning contracts depends on the hard work leading up to the proposal, rather than the proposal itself. Prospective clients often use proposals to disqualify vendors, so it's crucial to avoid common pitfalls that can lead to rejection, such as misspellings or non-responsiveness. The discussion emphasizes the importance of crafting a professional proposal that stands out and does not get disqualified.