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New security guard company owners often ask two main questions: how to write a proposal and how to price services. While pricing will be covered in the next video, the focus here is on crafting a winning proposal. It's important to note that proposals themselves don’t win contracts; rather, it's the preparatory hard work that counts. Proposals are often used by clients to disqualify vendors, so it’s crucial to avoid errors that could lead to rejection. Common pitfalls include misspellings and unresponsive submissions, which can easily result in a proposal being discarded. The key is to create a proposal that stands out and avoids disqualification.