20 Insights from the Retained Executive Search Business

My friend Lars Leafblad, Principal at KeyStone Search, and I often discuss the art of interviewing and identifying top talent. Lars brings curiosity, insight, and years of experience in retained executive search to the conversation. Recently, he shared a list of lessons he’s learned throughout his career, and I thought these insights were worth passing along.

But first, a bit about Lars. He has brought a unique background since joining Minneapolis-based KeyStone Search in 2007. Previously, he served as Director of Development at the University of Minnesota’s Humphrey School of Public Affairs, worked with GE Capital, and even spent time in a high-tech startup. With an MBA focused on Strategic Management from the University of Minnesota’s Carlson School, Lars’s path to executive recruiting is as diverse as it is insightful.

Here are Lars’s top 20 insights from his experience in the retained executive search industry:

1. Candidates don’t always expect a timely or professional process due to past experiences with search firms and recruiters.
2. Helping candidates during career transitions must often be acknowledged once they find new roles.
3. Most unsolicited “networking” requests are actually requests for job help, either directly or indirectly.
4. Candidates’ questions (or lack thereof) reveal a lot about their thought processes and personalities.
5. Candidates who use “we” more than “me” tend to progress further in the selection process.
6. Personal, handwritten thank-you notes from candidates are impactful yet rare.
7. Candidates’ traits that matter include curiosity, empathy, positivity, honesty, energy, active listening, follow-up, gratitude, vision, and mental agility.
8. Think of your resume as a “Choose Your Own Adventure” story: What choices did you face, why did you choose them, and what did you learn?
9. Your reputation matters. Thank those who help you along the way; you never know who may influence your candidacy.
10. Leaders in career transition who embrace it as a learning opportunity will navigate it more successfully and gain greater value from the experience.
11. People help people they like. Be likable, help others without expectation, and show gratitude.
12. Own your weaknesses and failures—they’re part of your leadership and professional growth.
13. We live in a connected world. Don’t burn bridges, and take the high road in professional relationships.
14. People have a strong authenticity radar. Be genuine in all interactions.
15. Everyone wants to be heard and respected. Practice active listening.
16. Say thank you—frequently and to everyone in your circle.
17. Your email address says something about you. Consider retiring outdated domains like Hotmail.
18. Approach interviews as conversations, not interrogations. Take time to think before you respond.
19. Body language speaks louder than words, especially in interviews where it accounts for 80% of perception.
20. Preparation is key. Be informed and ready for every networking meeting and interview.

Do you have insights from your own experiences with interviews and networking? Share them with us!

And if you’d like to connect directly with Lars for more insights on executive search, you can reach him here.

For more about Lars’s perspective on recruiting and the future of the industry, check out this interview with Lars on Staffing Talk from this past summer.