A proposal is one of the most important things you need to do in landing a client project. Too many people think about it as a legal contract. A better way to think about it is to have it be the start of your working relationship. I always present a short 3-4 page proposal as a working draft and ask the client to directly edit the document. This enables us to start working together and enables me to start learning about the company, the language and the nuances of the issues brought up in earlier conversations.