Sometimes, the best advice you’ll ever get is to ignore everyone else’s advice – especially if you’re doing something that doesn’t fit the mold. Talking with Lance Osborne on the Never Been Promoted podcast drove that point home for me. Here’s a guy who, for decades, made his mark in the executive recruiting world by seeing what no one else saw: a group of finance professionals who needed a place to grow into the role of CFO.
Lance’s story isn’t about shortcuts, wild success, or quick exits. It’s about commitment and carving out a niche even when everyone’s telling you to stay in line. He’s seen the trenches of business, hit dead ends, and, more than anything, built something solid. And that’s exactly the kind of story worth hearing.
Here are two main points from our conversation…
Breaking Away from the Standard Model
Lance didn’t just walk into the executive search business ready to follow every rule. When he started, most recruiters focused on lower-tier or high-level executives, and middle-tier finance folks – the ones with potential – got ignored. But he saw it differently. Instead of fitting himself into what everyone else was doing, he decided to build a path for these up-and-coming finance professionals. “You know, the middle market finance crowd was underserviced – no placement agency had the interest or the expertise,” Lance explained. He took that gap as his mission.
Key Takeaways from Our Discussion
- Stick to Your Vision, Even When It’s Not Popular: Lance didn’t jump on any bandwagons. He saw potential others missed and focused on giving that middle-market crowd real options.
- Tailor Your Strategy to Who You’re Really Serving: He didn’t follow the big names in executive search. He adapted, crafted his model around his clients, and stuck to it.
- Adapt When You Need To: Lance evolved his approach. But it wasn’t random; he changed only when he saw an opportunity to make his services more effective.
Finding the Balance in Leadership Styles: Lessons from the Navy
Here’s the twist – Lance didn’t get his leadership chops from a business school. His first lessons in guiding people came from his time as a navigator in the Canadian Navy. Military life drilled three distinct leadership styles into him, each one for a different situation. From the no-nonsense approach of commanding a team to the hands-off style where you step back and let the experts work, Lance learned to shift his style as the situation called for it. “The goal is to get your team to a point where they don’t need you to micromanage,” he said. And, having led my own team, that hit home. People work better when they know you trust them to figure things out.
What I Learned from His Experience
- Adapt Your Leadership to Your Team: Not everyone responds to the same approach. Some need guidance; some need freedom. The balance makes all the difference.
- Learning to Lead Means Learning to Step Back: Lance didn’t need to control every step his team took. He adjusted his style based on where his team was at and gave them room to grow.
- Owning Mistakes in Leadership: When his team pointed out he was coming across as too rigid, he listened, adjusted, and grew. He didn’t try to argue or brush it off – he took it seriously and evolved his style.
Reflections from the Interview
As we talked, I couldn’t help but feel a real respect for the way Lance approaches business. He’s been at it for decades, building relationships with clients, sticking to a process, and delivering consistent results. In a world where “pivot” seems to be the mantra, Lance’s story is a testament to consistency. He’s not chasing every trend; he’s focusing on what works, refining it, and building trust along the way. And that’s a rare thing to see in business today.
Here’s What I’m Taking Away
- Effort Alone Won’t Get You There – Strategy Will: It’s not about being the hardest worker in the room; it’s about working smart. Effort without direction is wasted.
- Focus on the Market Gaps: Lance found an untapped market in middle-market finance roles. If you’re going to stand out, find the places where others aren’t looking.
- Manage Client Expectations Honestly: He’s clear with his clients from the start, setting realistic timelines and not sugarcoating the process. This approach doesn’t just keep clients happy – it keeps them coming back.
- A Process Isn’t a Shortcut, It’s a Structure: Lance relies on a tried-and-true process, one he’s refined over the years. There’s a lot to be said for building a method that works and sticking to it.
- Transparency Is Key to Strong Client Relationships: Lance’s approach to transparency has kept his client relationships strong. It’s hard to find people who’ll tell you what you need to hear instead of what you want to hear, but it’s always worth it in the end.
Final Thoughts
There’s a reason Lance’s story stuck with me – it’s about the long game. It’s not flashy or filled with overnight success; it’s built on a strong foundation, one that’s been tested over the years. Lance’s journey proves that sometimes the best route is one where you’re not following the pack. Instead, you’re building something of value, something that lasts. And, if you’re in it for the long haul, his advice on focusing, adapting, and committing is about as solid as it gets.
CONNECT WITH LANCE OSBORNE:
Website:https://www.rtipublishinghouse.com/
Email: lance@osbornefinancialsearch.com