Editor's Note: This is the second part of a two-part article. You can read part one on RainToday.com. It explains the differences and importance of "marketing meetings" and "deal meetings," and the hazards of mixing the two.

What's The Real Purpose Of The Conversation?

The purpose of talking with the client, especially at the management level, is to understand their business and their future. From this understanding, real marketing professionals can determine how their firm can help the client progress towards that successful future.

You understand what your company can do. Your company, like all businesses, has a set of inherent capabilities. Some of those capabilities are currently offered to the market in terms of existing service offerings.

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