That's why they see their job as forging a bond before making the proposal. They know well that it's much easier to do business with friends than strangers. Guerrillas identify a real need that their prospects have and know in their hearts that they can fill that need better than anyone else. They keep foremost in their minds the truism that people give their business to firms that can help them solve their problems and exploit their opportunities. Guerrillas make absolutely certain that the prospect to whom they are making their proposal can use their products or services right now, and not at some future date down the road.
Guerrillas rehearse their presentation till they've got it down pat.
They decide ahead of time exactly what they want to show and tell, then plan intelligently, back their chosen words with graphics, and always asks for the order at the conclusion of the proposal. Non-guerrillas may make a decent proposal, but usually fail to ask outright for what they want. Guerrillas prepare a document to leave with their prospects right after the proposal has been presented. The document summarizes the high points of the proposal, is completely self-contained, and includes important facts and figures that might have bogged down the actual presentation. Guerrillas design their proposals in a way that addresses their prospect's goals clearly and unmistakably.