The buying process begins when a prospect or a referral source considers you for a new engagement, or when a client considers you for a repeat performance. In this article, Rod Burkert reflects on this aspect of the engagement process. The buying process begins when a prospect or a referral source considers you for a new engagement, or when a client considers you for a repeat performance. And it almost always begins with the same question (or thought) from the buyer: What do I get by hiring you? So, what does that prospect, referral source, or client get by hiring…