If you present anything but a guerrilla proposal, it means that all the marketing you've done up till that time has probably been wasted. The companies that get the business realize that all the time and energy they've put into wooing a prospective customer has been mere groundwork for the dazzling display of business acumen that will be made apparent when they get down to the business of making an actual proposal. Guerrillas are always positive that they have qualified their prospects so that the marriage doesn't die during the honeymoon. Getting your prospect's attention is only a tiny part of assuring a lasting relationship. You must be right for them and they must be right for you.
Guerrillas start immediately to warm up the relationship by building rapport with their prospects.
They never want to walk into a prospect's office or conference room as a complete stranger. 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.