can be a two way thing.

The ideal scenario is of course when they call up and say "Wee need this. Wee heard that you provide "this".". Then the job is easy. I just accompany a business analyst and then map out what all the clients needs. Follow up, sign a deal and take my cut.

That rarely happens.

The more real scenario is me calling up the top management of the company, setting up an appointment and the meeting to discuss their needs and how my company fits into that. negotiate on the price, sign a deal, then get the analyst involved and take my cut!