The truth is that change is in the air. This seems to be a repeating theme over the last couple of months and those that are prepared for this will weather the storm if it comes upon them. Over the last few weeks, our phones have been ringing with the same theme, “I never saw this happening, but I was let go.” This is not just happening at the junior level; it’s now happening at the senior level in all positions in public finance. This is not to scare you. However, it is to make you more aware of our process so that you won’t have to make that initial call to us, and then say, “Now what…?”
Why Wait?
In today’s blog, I want to share with you the initial process any candidate that is “kicking the tires” goes through with us. Why? If that unexpected call comes in, you will have already been in our process with an initial call and more, and we can jump to helping you or your team out immediately. Since we already know all about you and your book of business, sometimes it just takes one call to get you re-engaged if you had that first interview with a firm. If you haven’t, the fact that we don’t have to start at the beginning gives you a leg up. We can make strategic calls to our current clients that we know for sure who are looking for the right people. Yes, your name may be known you have lost your position; however, your value certainly is not going to be affected if you let us do our job, which is to talk to our existing clients on your behalf.
The Initial Call With An Expert In Your Field
What is this process? Not to sound self-serving, but we are unlike any other recruiter. After your initial call with us, which usually lasts about fifteen minutes, we set up what I affectionately call our “drill down” call. It tends to last anywhere from thirty to forty-five minutes. At the end of the call, I guarantee you will have learned something about yourself or your book of business that you may not have realized. After one such call with a managing director, we were told that they have never been interviewed by a person that has so much knowledge about my current position and that it was a welcome sight. Dealing with an expert in your field is the most important thing that you can do for your career. Let’s talk about the drill down a little bit more to familiarize you with our discussions.
This Is Just The Beginning…
Before that, you must realize that the first fifteen minutes are what I refer to as the qualifying round, like on a television show. We want to make sure that we can potentially help you; and if we cannot, we will certainly share that with you. We will also make recommendations in that first initial call, which hopefully will point you in the right direction if we see that we cannot be of help to you in your actual job search. For now, let’s assume that you pass the first round, the next call is the lightning round. We start off with the basics that you don’t have to think about, but then we start to dive into the banker or bond counsel that you are. We suggest over fifty sectors in which we find out if you have experience and knowledge on a scale of one to 10. At eight or higher we consider that it is an area we want to further explore. For example, so many times we are told that you are only a higher education banker, but after going through our list you find out that you are so much more. Knowing more helps you become a more desirable candidate. In addition to the sectors, we find out the type of deals that you are consistently working on, whether RFP response is, or their FA referrals, etc. Your average par value is another area that always causes insight, and this is just the beginning of the process.
The Results Of Your Initial Call: Where To Next?
At the conclusion of our drill down, one of three things will result. One is that we recommend that you stay where you are. That happens about 40% of the time. The second is that you are definitely the right candidate to make a move that happens about 50% of the time. The third is that you are definitely the right candidate, yet at this point in time I do not have a firm that I can recommend to you to be interviewed with – but we will keep you in mind if an opportunistic situation does occur. Now back to the beginning, “Change is in the air.” If perchance you have had our drill down and we did set up an initial interview with one of our clients: we can immediately go back and get you engaged much quicker, especially if it was one that you really liked, and you were just waiting for that next deal to close to actively pursue employment. Don’t wait to have that initial call with us. Learn more about the banker or bond counsel you think you are.
Conclusion
You don’t need a resume to chat with us! If you would like to discuss your options, please reach out for a confidential conversation at 760-477-1284 or email at [email protected]. He can also be reached on LinkedIn. Harlan publishes a blog every Thursday here. Subscribe to our monthly newsletter here, which is a compilation of our weekly blogs, so you never miss one. You can find our listing in the “supplier and services” section of the Red Book under the title of “executive recruiting.”
About Harlan Friedman, JD & Founding Member, H. Friedman Search LLC. Harlan is a thirty-year veteran Public Finance Banker turned recruiter who specializes in the placement of all levels Public Finance Bankers, Healthcare Bankers, Municipal Advisors, Compliance Officers, Issuers, and Bond Counsels.