A few years ago we had a high value client come in. The project was complicated and high risk. The business had some issues and I could feel the pressure in the management team.
If the hire was wrong, there would be implications across the firm and its clients. After explaining the mandate to me, they asked me what I thought.
I knew I was being evaluated. I knew the client expected me to pile in and offer advice, they almost wanted me to say I’d know someone who would fit.
And to say that I know a lot of great potential candidates is an understatement, but the likelihood that I would have gotten that wrong would have been about 99%.
I told the client that I didn’t know how to solve their problem, because I didn’t know THEM yet.
But if they were willing to partner with me, we’d figure out exactly how to solve it together, and they’d 100% love the person at the end.
In 17 years of doing my job I am proud of the fact that I’ve never once told our clients who they should hire.
I’ve supported them,
I’ve guided them,
I’ve challenged them on what they want, and why,
we’ve introduced a brilliant pre-selection,
but I’ve never been in the driving seat.
They have.
And that’s why most of my executive hires last a decade, or longer.
