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Michael Zipper from ConsultingSuccess.com discusses two common mistakes consultants make with proposals. The first mistake is treating proposals as marketing materials, focusing too much on selling, promotion, and lengthy backgrounds. He explains that clients often do not read through lengthy proposals and that introducing new information can lead to misunderstandings or surprises for the buyer. Zipper emphasizes that proposals should not serve as a platform for excessive selling but rather be clear, concise, and focused on client needs. By avoiding this mistake, consultants can improve the effectiveness of their proposals.