Access to the right experts often determines research quality. An analyst might understand an industry deeply from public sources but miss critical nuances that only practitioners can provide. The challenge is finding those practitioners—efficiently, reliably, and at scale.

How do sophisticated investors approach expert sourcing?

The Expert Sourcing Challenge

Why It's Difficult

Finding the right expert for a specific question is harder than it might appear:

Expertise is specific: Knowing about an industry doesn't mean knowing about a particular company, technology, or situation.

Availability varies: The most knowledgeable people are often the busiest.

Quality is uncertain: Credentials don't guarantee useful insights.

Needs are dynamic: Research questions change faster than networks can be built.

Ad hoc approaches—reaching out to whoever comes to mind—leave value on the table.

What Good Looks Like

Effective expert sourcing delivers:

Relevance: Experts whose experience directly addresses research questions.

Timeliness: Access when needed, not weeks later.

Quality: Consistently valuable interactions, not hit-or-miss.

Efficiency: Reasonable cost per insight.

Scale: Ability to conduct many consultations without proportional effort increase.

Achieving this requires systematic strategy, not just bigger rolodexes.

Expert Network Partnerships

Commercial Expert Networks

Most investment firms rely partly on commercial expert networks:

Global platforms: Large networks like GLG, AlphaSights, and Guidepoint offer broad coverage across industries and geographies.

Specialized providers: Niche networks focus on specific sectors, regions, or expert types.

Survey platforms: Structured research at scale across defined populations.

Marketplace models: Platforms connecting investors directly with experts.

Each model has tradeoffs between breadth, depth, cost, and control.

Evaluating Networks

When selecting network partners, consider:

Coverage depth: Do they have experts in your key research areas?

Sourcing speed: How quickly can they deliver relevant experts?

Expert quality: What's their vetting process and track record?

Pricing model: What do consultations cost, and what are the fee structures?

Technology: What tools do they provide for managing engagements?

Service level: What support do they offer beyond basic matching?

Multiple networks often make sense, with different providers serving different needs.

Managing Network Relationships

Effective network management includes:

Clear communication: Specific, well-defined expert requests.

Feedback provision: Telling networks what worked and didn't.

Relationship building: Knowing account teams well enough for nuanced requests.

Performance tracking: Monitoring which networks deliver best for different needs.

Contract optimization: Negotiating terms that align with actual usage patterns.

Networks are partners, not vendors—treat relationships accordingly.

Building Direct Relationships

The Value of Direct Relationships

Beyond network-sourced experts, direct relationships offer advantages:

Deeper trust: Ongoing relationships enable more candid conversation.

Faster access: Known experts can be reached immediately.

Better preparation: Experts who know you can prepare more effectively.

Proactive sharing: Experts may reach out with relevant developments.

Cost efficiency: Direct relationships avoid network fees.

The best expert programs combine network access with cultivated direct relationships.

Relationship Sources

Direct expert relationships can come from:

Conference networking: Industry events where practitioners gather.

Professional associations: Organizations in relevant fields.

Alumni networks: Former colleagues and classmates.

Social platforms: LinkedIn and industry-specific communities.

Referrals: Introductions from existing contacts.

Prior consultations: Network-introduced experts who become direct relationships.

Building relationships requires intentional effort over time.

Relationship Maintenance

Expert relationships need cultivation:

Regular contact: Periodic check-ins beyond transactional consultations.

Value provision: Sharing relevant articles or making introductions.

Thoughtful engagement: Remembering previous conversations and building on them.

Professional courtesy: Respecting time, paying promptly, expressing appreciation.

Long-term perspective: Viewing experts as long-term partners, not one-time resources.

Strong relationships compound in value over years.

Systematic Sourcing Processes

Needs Assessment

Effective sourcing starts with clear understanding of requirements:

Research question: What specific question needs answering?

Ideal experience: What background would an ideal expert have?

Must-haves vs. nice-to-haves: What's essential vs. preferred?

Timeline: When is the insight needed?

Format preferences: Phone, video, in-person, survey?

Vague requests produce vague matches.

Multi-Channel Approach

For important questions, pursue multiple sourcing channels simultaneously:

Network outreach: Requests to relevant expert network partners.

Direct outreach: Contacts to known relevant individuals.

Referral requests: Asking existing experts for recommendations.

Public identification: Finding potential experts through research.

Parallel pursuit reduces time to productive conversation.

Expert Screening

Before engaging, assess likely fit:

Background verification: Confirming relevant experience.

Availability check: Ensuring timely scheduling is possible.

Communication assessment: Brief initial contact to gauge communication style.

Conflict screening: Identifying potential issues before engagement.

Screening avoids wasting time on poor matches.

Ongoing Optimization

Sourcing processes should improve over time:

Pattern recognition: Understanding which sources work for which needs.

Feedback loops: Learning from what worked and didn't.

Network effects: Building on relationships for future sourcing.

Process refinement: Eliminating friction in sourcing workflows.

Each research project should make the next one easier.

Expert Quality Assessment

Quality Signals

Not all experts are equally valuable. Quality indicators include:

Relevance of experience: How directly does their background address your question?

Recency of knowledge: How current is their information?

Analytical capability: Can they synthesize, not just describe?

Communication skill: Can they explain complex topics clearly?

Objectivity: Do they have biases that affect their perspective?

Track record: Have previous consultations delivered value?

Quality Tracking

Systematic quality assessment requires:

Post-consultation evaluation: Rating experts after each engagement.

Outcome tracking: Noting when expert insights prove accurate or valuable.

Comparative analysis: Understanding relative quality across experts.

Pattern identification: Recognizing what predicts quality.

This data informs future sourcing decisions.

Quality Improvement

When expert quality disappoints:

Provide feedback: Help networks understand what didn't work.

Refine requests: Improve how you describe needs.

Adjust screening: Add steps to filter poor matches earlier.

Expand sources: Try different channels for different needs.

Quality issues are learning opportunities.

Specialized Considerations

Industry-Specific Sourcing

Different industries have different expert landscapes:

Healthcare: Clinical expertise requires specific credentialing considerations.

Technology: Rapid change means recency of experience matters more.

Financial services: Regulatory roles create unique access challenges.

Industrial: Geographic and operational specificity matters.

Sourcing strategies should adapt to sector characteristics.

Geographic Expansion

Global coverage presents additional challenges:

Language: Many conversations require native-language capability.

Cultural context: Understanding local business practices.

Time zones: Scheduling across global hours.

Local networks: Regional providers may have better coverage than global platforms.

International research requires deliberate sourcing investment.

Emerging Topics

New areas lack established expert pools:

Adjacent experts: Those with related but not direct experience.

Academic researchers: Scholars studying emerging fields.

Early practitioners: Those experimenting with new approaches.

Ecosystem participants: Service providers, investors, and observers.

Creative sourcing is required for frontier topics.

Technology Enablement

CRM and Tracking

Systems for managing expert relationships:

Contact management: Database of expert relationships.

Interaction history: Record of past consultations.

Quality ratings: Assessment data for each expert.

Scheduling tools: Calendar integration for consultation booking.

Organization enables efficiency.

AI-Assisted Sourcing

Emerging tools can augment sourcing:

Expert identification: AI analysis of public information to find relevant experts.

Match optimization: Algorithms improving network matching.

Availability prediction: Anticipating when experts will be accessible.

Quality prediction: Predicting likely value from expert characteristics.

Technology can make sourcing faster and more effective.

Building Institutional Capability

Expert sourcing should be an organizational capability, not individual skill:

Documented processes: How sourcing works at your firm.

Shared relationships: Expert connections accessible to the team.

Collective learning: Quality assessments informing future sourcing.

Continuous improvement: Regular process refinement.

Institutional capability outlasts any individual contributor.

InsightAgent helps investment teams capture maximum value from expert conversations. Learn more.

Building an Effective Expert Sourcing Strategy