Public Finance Blog

When I look out at the pool of candidates I’ve worked with over the years, there’s one trait that has stood out consistently.  What is it?  It’s being a specialist in your field.  The days of the generalist are slowly waning away.  However, for the specialist who can target their approach like the Kamikaze Zeroes, there’s no higher percentage of success.  Failure is not an option.

Zero Is The Hero

Zeroing in on your next opportunity is the key.  Sharing that you own your field makes you head and shoulders above all candidates.  Opportunities open as a specialist. Here’s the rub: those who have that special trait when it comes to expressing that in either resume form or in an interview don’t take that tactic.  They tend to show that they’re more of a jack of all trades because they want to have a larger universe of employers to target, whether a banking firm or a law firm.  I don’t necessarily understand this.  Why, when you know your niche and you can focus in on exactly what you’re looking for, would you open yourself to looking at so many firms rather than concentrating your search to employers who may be a boutique rather than a bulge bracket or a top “leads”  law firm where you can truly thrive?

What Name Really Matters?

The stigma of working for a large Wall Street firm with a name that is well recognized is not what it used to be.  The business card that you put down on a person’s desk (if you even meet them in person) does not hold as much water anymore.  It’s the banker or attorney that count, not the firm you work for.  There are so many specific niche firms, so please be open to them because they are focused on what you do if you’re that specialist.  Also, having a firm that can support your growth and not hold you back because there’s another banker or counsel in your territory makes going to a smaller, highly specialized firm even more desirable.  There are no glass ceilings at these firms.  They want you to target in on exactly what you do best, and more importantly, they will compensate you for that single-minded approach.

Who Are You Looking At?

So instead of looking at the entire field of firms out there, take a serious look at the smaller, leaner entrepreneurial investment banks (as well as boutique law firms).  If you’re a bond counsel, you may be very surprised by what you find.  Know that the firms will really appreciate (when you do meet with them or reach out to them) that you have that single-minded focus.  Zero in on your target during all your communications, and you will become a hit with them as the specialist 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 harlan@hfriedmansearch.com. 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. We have also been mentioned in 2025’s Forbes, click HERE to read more.  

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.