This is a very interesting question, and it would be wrong for me to comment directly upon anyone else's business practices.
Some proposals DO get turned down, and it is only right and proper that any expense incurred in writing a proposal should be met, the problem being that it is difficult to justify a charge to a vulnerable individual for a service that cannot be guaranteed in the first place.
This is why some firms will take payments "up front" so to speak, presumably because that is the only service that they provide.
I cannot speak for anyone else that posts here, but I can speak for myself.
As an example, if someone approached me for an IVA but was not suitable, I can refer that case for a possible DMP, maybe a secured loan or remortgage, or a Trust Deed, this is generally done via a preferred partner so that any cost is at least partially offset by the referral fee from the preferred partner.
This is why I never ask any client to pay a penny until successsful completion of creditors meeting.
Hope this makes sense.
Regards.