If you want to stay in business, you have to keep a steady flow of new business coming into your company. To accomplish this often means becoming a pretty competent salesperson. As long as you sell new work — whether to current or new clients — the cash you need to run your business and pay your bills will keep making its way into your bank account. Fail to sell new work, however and that bank account will soon be a very dusty and lonely place.
You may be called upon to participate in the selling process. You may call on prospective clients to pitch the merits of your company or your approach to doing business, or you may sell current clients by way of your great project performance and excellent service. Indeed, each company expects their consultants to take an active role in the selling process.