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Referencing can be a two-edged sword

By: Ed Fry, President


Reference checking is a critical component of most search processes. It is often one of the final steps taken
before a candidate is selected for a position and as such, there is a tendency to treat this function as a
formality. Through years of experience and quite a bit of practice, I have learned this is a mistake.

As healthcare executives, we must be discerning as we navigate through all areas of life. As such, a high
level of wisdom should be exercised throughout the entire search process and referencing is no exception.

While it is the primary responsibility of the search consultant, this does not relieve the hiring executive from
his own due diligence is checking references.

Be prudent as you conduct conversational references or review written references—all too often ambiguous
phrases that are meant to be favorable are perceived otherwise. Conversely, there are occasions when
ambiguity is used to feign praise without being directly critical. Consider these examples:

“I’ve never worked with a person as good as John.”
“Mary is a very interesting leader.”
“I can’t say enough good things about Mark.”
“If I had the right role, I’d definitely hire Lisa again.”
“I can’t think of anything critical to say about Howard.”
“Doris was one of the better executives with whom I worked at ABC Health System.”

These types of phrases should be yellow flags for astute reference takers, who should then probe further to
determine whether the reference is praising or has concerns about the candidate. Do not be afraid to dig a
little deeper, ask questions and speak candidly with references. Failure to clearly interpret references may
result in an unfavorable appointment. Responsible leaders understand that the ability to differentiate
between a positive and negative reference is key to selecting the right candidate.

Ed Fry is President of HealthSearch Partners and has successfully assisted healthcare systems and hospital
boards in securing visionary leaders in more than 500 searches, including near 100 CEO level searches.

Ed can be reached at or by calling (713-304-6870).

HealthSearch Partners is most eager to assist you in finding the best candidate to fill your next leadership
position. With a foundation of more than 150 years’ combined experience, HealthSearch principals are adept
at matching leaders with clients. We focus on individuals whose skill-set and track record demonstrates
performance in all areas of importance to healthcare organizations: high quality care, customer satisfaction,
operational improvement and financial success. We understand what is necessary to determine “fit.”

We urge you to visit our website: and contact Ed or any of the
principals to assist you in your next search needs.


Ed Fry