A trusted colleague refers an exceptional professional. You have a strong rapport, and they have a perfect background. You craft the ideal role. Six months later, they’re struggling.
In consulting, referrals and chemistry aren’t enough, and traditional interview wisdom falls apart entirely.
The Referral Illusion
Trust in referrers creates false certainty. Even with strong recommendations, critical gaps emerge:
Motivation mysteries: What truly drives them vs. what they think you want to hear
Market timing errors: Whether an opportunity exists for their profile in the market
Cultural assumptions: Referrer’s view of “fit” vs. your team dynamics
Success definition gaps: Their goals vs. your actual path
The Referral Illusion
Trust in referrers creates false certainty. Even with strong recommendations, critical gaps emerge:
Motivation mysteries: What truly drives them vs. what they think you want to hear
Market timing errors: Whether an opportunity exists for their profile in the market
Cultural assumptions: Referrer’s view of “fit” vs. your team dynamics
Success definition gaps: Their goals vs. your actual path
Why Past Performance Still Misleads
Research shows that experience doesn’t predict performance in a new context. In consulting, success depends on specific client dynamics, market positioning, internal support, and cultural operating styles that vary dramatically between firms.
Why Past Performance Still Misleads
Research shows that experience doesn’t predict performance in a new context. In consulting, success depends on specific client dynamics, market positioning, internal support, and cultural operating styles that vary dramatically between firms.
Strategic Assessment Framework
Research shows that experience doesn’t predict performance in a new context. In consulting, success depends on specific client dynamics, market positioning, internal support, and cultural operating styles that vary dramatically between firms.
Understand Their Success Formula
How do they build relationships and win work?
What support systems enabled their biggest wins?
How do they define career success?
Assess Market Reality
Does an opportunity exist for their profile?
What’s a realistic timeline for traction?
How will you create early wins?
Design for Success
Craft a role around proven strengths
Ensure access to needed relationships/resources
Align expectations on both sides
Strategic Assessment Framework
Research shows that experience doesn’t predict performance in a new context. In consulting, success depends on specific client dynamics, market positioning, internal support, and cultural operating styles that vary dramatically between firms.
Understand Their Success Formula
How do they build relationships and win work?
What support systems enabled their biggest wins?
How do they define career success?
Assess Market Reality
Does an opportunity exist for their profile?
What’s a realistic timeline for traction?
How will you create early wins?
Design for Success
Craft a role around proven strengths
Ensure access to needed relationships/resources
Align expectations on both sides
The Process: Partnership, Not Interview
Phase 1: Deep dive into their best wins and working style
Phase 2: Collaboratively assess the market opportunity
Phase 3: Co-create the role design
Phase 4: Build long-term vision alignment
The goal isn’t to “interview” referred candidates; it’s exploring whether you can create a compelling opportunity together. Both sides must assess whether conditions are right for shared success.
The Process: Partnership, Not Interview
Phase 1: Deep dive into their best wins and working style
Phase 2: Collaboratively assess the market opportunity
Phase 3: Co-create the role design
Phase 4: Build long-term vision alignment
The goal isn’t to “interview” referred candidates; it’s exploring whether you can create a compelling opportunity together. Both sides must assess whether conditions are right for shared success.
