Companies tend to project stability more than individuals. I remember being a hard ass about ensuring that our office was full of life whenever a prospective c

Companies tend to project stability more than individuals. I remember being a hard ass about ensuring that our office was full of life whenever a prospective client came to visit. Even though my employees could just as easily work from the corner coffee shop or home, the idea is: A company with overhead and payroll is obviously doing something right and likely more permanent than this freelancer I met working from his house. Therefore, they're more likely to succeed. The perceived risk of failure is the #1 reason proposals are rejected. You don't need a brick & mortar office or whatever to help mitigate that risk, but it helps.