Many CEOs have told me that my reference calls were different from most because I focused so much on the candidate’s energy, implementation, and accomplishments. I ask, “How does he set priorities? What qualities is he known for? Does he include people in decision making? What is his work ethic and his energy level?” Those types of questions get at the person’s real potential. When I make a call personally, I know I’m more likely to get a candid response. If I know the reference, I’ll feel confident that I’m not getting any filtering. If I can’t readily get a reference from a person I know, I
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