Proving Leadership Effectiveness:
References as essential Reality Checks

In today’s instal­ment of the Lead­er­ship­Im­pulse series in the Valdivia News­room, I focus on a ques­tion that is often under­es­ti­mat­ed in every­day life but is high­ly rele­vant in recruit­ment processes:

How mean­ing­ful are job refer­ences – and why should person­al letters of recom­men­da­tion and qual­i­fied refer­ences be given much greater weight in lead­er­ship decisions?

Why formal docu­ments are not enough for lead­er­ship roles

Person­nel deci­sions at manage­ment level are rarely a ques­tion of clean CVs alone. What is deci­sive is impact, atti­tude, resilient perfor­mance – and the ques­tion of how a leader acts under real conditions.

This perspec­tive also shapes other arti­cles in the Lead­er­ship­Im­pulse series, such as those on deci­sion-making qual­i­ty in stable and dynam­ic phas­es (link 1). This makes it all the more remark­able how much the selec­tion process in many organ­i­sa­tions still revolves around a docu­ment whose logic is primar­i­ly legal: the employ­ment reference.

In contrast, letters of recom­men­da­tion and person­al refer­ences are based on actu­al collab­o­ra­tion. They are volun­tary, person­al­ly account­able – and thus often the most reli­able evidence of lead­er­ship effec­tive­ness. Those who decide on key roles today should read­just the weight­ing between formal refer­ences and lived references.

Person­al letters of recom­men­da­tion: the most impor­tant tool for lead­er­ship evidence

Letters of recom­men­da­tion are a special form of refer­ence – and often the most mean­ing­ful writ­ten docu­ment in the assess­ment of lead­er­ship. Unlike refer­ences, there is:

• no legal claim,
• no manda­to­ry form,
• no coded refer­ence language.

Letters of recom­men­da­tion are usual­ly writ­ten after close, often demand­ing collab­o­ra­tion – for exam­ple, after a key project, a success­ful mandate phase or a long-term lead­er­ship rela­tion­ship – and condense this expe­ri­ence into a writ­ten, person­al­ly respon­si­ble assessment.

Such letters are not yet wide­ly estab­lished, espe­cial­ly at the top level. Where they do exist, they are there­fore all the more valu­able: some­one is will­ing to link their own repu­ta­tion to a specif­ic recommendation.

Letters of recom­men­da­tion are partic­u­lar­ly help­ful when they go beyond gener­al praise and clear­ly state

• the situ­a­tions in which they worked together,
• which deci­sions were influential,
• how prior­i­ties were set under pressure,
• which atti­tudes and behav­iour patterns were reli­ably visible.

Such exam­ple-based descrip­tions focus atten­tion on real lead­er­ship impact and supple­ment formal docu­men­ta­tion with expe­ri­ence-based evidence. A good letter of recom­men­da­tion thus not only provides a posi­tive impres­sion, but also a compre­hen­si­ble, first-hand perspec­tive on perfor­mance and impact.

From an exec­u­tive search perspec­tive: letters of recom­men­da­tion as evidence anchors

From an exec­u­tive search consul­tan­cy perspec­tive, person­al letters of recom­men­da­tion are partic­u­lar­ly valu­able: they provide volun­tary, repu­ta­tion-based evidence.

They describe lead­er­ship impact in specif­ic contexts – for example:

• how deci­sions were prepared and made,
• how priori­ti­sa­tion and resource manage­ment worked under time and result pressure,
• how stake­hold­er manage­ment and collab­o­ra­tion were experienced.

Profes­sion­al search process­es there­fore often use letters of recom­men­da­tion as evidence anchors:

• they vali­date the candi­date’s narra­tive from an exter­nal perspective.
• They provide role-specif­ic fit information.
• They form a sound basis for subse­quent, struc­tured refer­ence interviews.

This combi­na­tion of writ­ten summaries and target­ed veri­fi­ca­tion creates a robust, risk-orient­ed over­all picture of lead­er­ship perfor­mance – far beyond what can be captured in formal documents.

Refer­ences and refer­ence inter­views: the in-depth perspective

Refer­ences are usual­ly creat­ed when collab­o­ra­tion has been clear­ly posi­tive and the sender is will­ing to conscious­ly confirm this expe­ri­ence – either by tele­phone or in the form of a letter of recommendation.

Person­al refer­ences are there­fore usual­ly more concrete and context-specif­ic than testi­mo­ni­als. They focus on ques­tions such as:

• What respon­si­bil­i­ties were actu­al­ly assumed?
• What was the specif­ic contri­bu­tion to the result?
• How was the collab­o­ra­tion with teams, customers or other stake­hold­ers experienced?
• What lead­er­ship qual­i­ties were demon­strat­ed in priori­ti­sa­tion, conflict reso­lu­tion, owner­ship or abil­i­ty to change?

In exec­u­tive search in partic­u­lar, a truly robust picture usual­ly only emerges from a combi­na­tion of factors: letters of recom­men­da­tion as a start­ing point, refer­ence checks to provide more depth. Profes­sion­al­ly conduct­ed refer­ence checks are based on clear crite­ria and focus on real situ­a­tions – for example:

• How does the person priori­tise when compet­ing goals arise simultaneously?
• Do they make deci­sions inde­pen­dent­ly or do they esca­late issues at an early stage?
• How stable does their work­ing style remain under high pres­sure or when faced with multi­ple stake­hold­er demands?

Such ques­tions reveal lead­er­ship effec­tive­ness under real condi­tions and rein­force the evidence provid­ed in the letter of recom­men­da­tion. We explain in detail how Valdivia anchors this phase in the process and why it is central to sustain­able appoint­ments in the “Valdivia Inter­nal” series (link 2).

What is deci­sive here is not so much the exis­tence of a refer­ence as its substance. Refer­ences are mean­ing­ful when they describe context, concrete contri­bu­tions and expe­ri­enced impact in such a way that a plau­si­ble, consis­tent picture emerges.

This picture becomes most reli­able when letters of recom­men­da­tion and refer­ence inter­views work togeth­er: the letter summaris­es the collab­o­ra­tion in a respon­si­ble assess­ment, while the inter­view deep­ens it with specif­ic situ­a­tions and ques­tions. This creates a multi­di­men­sion­al under­stand­ing of lead­er­ship impact, deci­sion-making style and behav­iour under real conditions.

The employ­ment refer­ence: an impor­tant legal docu­ment with clear boundaries

Employ­ment refer­ences are an inte­gral part of profes­sion­al biogra­phies in German-speak­ing coun­tries – and are clear­ly defined by law. Employ­ees have a legal right to a refer­ence upon termi­na­tion of their employ­ment; qual­i­fied refer­ences must eval­u­ate perfor­mance and behaviour.¹ Section 109 of the German Trade Regu­la­tion Act (GewO) requires compre­hen­si­ble, non-“secretly coded” wording.¹

At the same time, every refer­ence navi­gates the tension between truth and good­will that is inher­ent in labour law.² In prac­tice, refer­ences are:

• stan­dard­ised,
• legal­ly secure,
• predom­i­nant­ly posi­tive in their wording.

Stud­ies and prac­ti­cal expe­ri­ence show that the major­i­ty of refer­ences are of a good to very good stan­dard – the degree of differ­en­ti­a­tion is corre­spond­ing­ly low. In addi­tion, the process of writ­ing refer­ences is often far from being a proce­dure controlled sole­ly by the employ­er. Many employ­ers explic­it­ly ask employ­ees to draft their inter­im or final refer­ence, which is then reviewed, adjust­ed if neces­sary, and signed. In prac­tice, HR and managers report that a signif­i­cant propor­tion of refer­ences today are based on such drafts – in some organ­i­sa­tions, signif­i­cant­ly more than half, accord­ing to their own esti­mates. This is legal­ly permis­si­ble, but it further increas­es the degree of stan­dard­i­s­a­tion and makes the refer­ence appear even less like an inde­pen­dent exter­nal assessment.

This makes it clear that a job refer­ence is a reli­able legal and biograph­i­cal docu­ment, but not a power­ful tool for assess­ing real lead­er­ship impact, deci­sion-making behav­iour or perfor­mance under pres­sure. It is not suffi­cient on its own for gover­nance issues relat­ing to risk, sustain­abil­i­ty and respon­si­bil­i­ty of a system.

In prac­tice: conscious­ly weigh­ing evidence

In prac­tice, it is not a ques­tion of “either/or”, but of profes­sion­al­ly weigh­ing differ­ent forms of evidence. Refer­ences remain neces­sary docu­ments in the German system – they secure biogra­phies and form a formal standard.

At the same time, organ­i­sa­tions should distin­guish between:

Formal frame­work

• Employ­ment refer­ences and contract data docu­ment employ­ment rela­tion­ships and areas of responsibility.

Profes­sion­al suitability

• CVs, project and mandate overviews, cases or publi­ca­tions demon­strate exper­tise and depth of expe­ri­ence. Profes­sion­al compe­tence remains a basic require­ment – it is not replaced by refer­ences, but rather qualified.

Impact-relat­ed evidence

• Letters of recom­men­da­tion and struc­tured refer­ence inter­views reveal how some­one leads, makes deci­sions and takes responsibility.

This results in a prag­mat­ic clas­si­fi­ca­tion for selec­tion and devel­op­ment decisions:

• Letters of recom­men­da­tion provide the most mean­ing­ful writ­ten evidence of real lead­er­ship impact.
• Refer­ence inter­views deep­en this assess­ment along concrete situ­a­tions and ques­tions and can reduce blind spots.⁴
• Certifi­cates provide a formal, legal­ly secure frame­work for an activity.¹²

Espe­cial­ly for key roles, it is advis­able not only to “obtain” refer­ences, but to manage them in a struc­tured manner – ideal­ly along a few, but deci­sion-rele­vant dimen­sions such as priori­ti­sa­tion, deci­sion-making style, deal­ing with pres­sure, deal­ing with mistakes and stake­hold­er complex­i­ty (link 2). We also high­light the impor­tance of this layer of evidence in the final selec­tion in the fifth part of our “Valdivia Intern” series on the exec­u­tive search process (link 3).

Gover­nance perspec­tive: deci­sions about people are system decisions

The conscious weight­ing of evidence is ulti­mate­ly a gover­nance issue: deci­sions about people are always also deci­sions about the risk, future and respon­si­bil­i­ty capa­bil­i­ties of a system (link 4).

Those who fill lead­er­ship roles decide not only on a person, but also on:

• the qual­i­ty of future decisions,
• stabil­i­ty in crises,
• the culture of deal­ing with success and failure,
• the abil­i­ty to balance complex stake­hold­er interests.

There­fore, treat refer­ences with the respect that a legal docu­ment deserves – but base your assess­ment of lead­er­ship and perfor­mance primar­i­ly on person­al letters of recom­men­da­tion, qual­i­fied refer­ences and clear­ly visi­ble profes­sion­al qualifications.

Lead­er­ship is not demon­strat­ed by a legal balance between truth and good­will, but by proven effec­tive­ness under real conditions.

Sources (selec­tion)

1. Trade Regu­la­tion Act § 109 – legal enti­tle­ment and formal require­ments for employ­ment refer­ences: https://www.gesetze-im-internet.de/gewo/__109.html
2. Feder­al Labour Court (BAG) – basic logic of refer­ences between truth and good­will (grad­ing scale): https://www.bundesarbeitsgericht.de/entscheidung/9‑azr-584–13/
3. Haufe – Refer­ence language, stan­dard formu­la­tions and clas­si­fi­ca­tion of significance:
   https://www.haufe.de/hr/magazin/zeugnissprache-hintergrund-formulierungen-noten-geheimcodes
4. Indeed Career Guide – Refer­ence letters/references: defi­n­i­tion, volun­tary nature, distinc­tion from refer­ences: https://de.indeed.com/karriere-guide/bewerbung/referenzschreibenBusi­ness knowl­edge – Refer­ence and recom­men­da­tion letters in human resources, typi­cal content and benefits:
5. https://www.wirtschaftswissen.de/personalmanagement/personalentwicklung/personalbeurteilung/referenz-und-empfehlungsschreiben-tipps-und-muster/
6. https://www.hrm.de/personalexperten-arbeitszeugnisse-haeufig-geschoent-oder-sogar-selbst-verfasst/?utm_source=chatgpt.com

Links in the text:

• 1) Exec­u­tive Search with Depth — Part V: The good feel­ing when every­thing fits: https://valdivia-consulting.com/executive-search-mit-tiefgang-v-das-gute-gefuehl-wenn-alles-passt/
• 2) Exec­u­tive Search with Depth — Part I: https://valdivia-consulting.com/executive-search-mit-tiefgang/
• 3) The supreme disci­pline of lead­er­ship: Lead­ing in success: https://valdivia-consulting.com/die-koenigsdisziplin-der-fuehrung-leiten-im-erfolg/
• 4) How sustain­able lead­er­ship secures the future of compa­nies: https://valdivia-consulting.com/wie-nachhaltige-fuehrung-die-zukunft-von-unternehmen-sichert/

(Image source: istockphotos)