How to Effectively Conduct an Expert Interview

Why Expert Interviews Matter in M&A and Private Equity

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In high-stakes M&A transactions and private equity due diligence, timing and information quality can determine deal success. That’s why expert interviews—also called expert network calls or due diligence calls—have become a cornerstone of deal research.

By speaking directly with former executives, industry specialists, or key customers, investors gain insights no report or database can capture. Expert calls validate assumptions, highlight hidden risks, and surface market nuances that drive smarter deal decisions.

In the words of industry leaders, expert networks act as:

“Brokers of knowledge – all the stuff that is too niche, quirky, timely or contextual for anyone to put in writing.”

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How PE Firms and M&A Advisors Use Expert Calls

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Private Equity Firms

• ‍Early-stage screening: Landscape industries before pursuing targets.‍
• Commercial due diligence (CDD): Validate market growth, customer demand, and competitive positioning.‍
• Investment thesis support: Dozens of expert calls per deal to confirm or challenge assumptions.

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M&A Consultants and Advisors

• ‍Fact-finding and benchmarking: Pinpoint hard-to-find data points (growth rates, customer behavior, competitor share).‍
• Risk validation: Reduce reliance on single opinions by conducting multiple calls.‍
• Consensus building: Seek a “true north” through recurring themes across expert perspectives.

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Building a Scalable Expert Call Workflow

1. Source Across Multiple Expert Networks

No single provider (GLG, AlphaSights, Third Bridge, Guidepoint, niche networks) has complete coverage. Tapping 3+ networks increases your odds of finding highly relevant experts.

2. Give Clear Briefs to Networks

Define what you need: geography, seniority, function, and industry role. For example: “Former sales VP at a Tier 1 EV battery supplier in China.” Prompt, transparent feedback accelerates sourcing.

3. Track Experts Systematically

Use an Excel or CRM tracker to avoid duplicate bookings, log bios, and record call outcomes. This builds an internal knowledge base for future deals.

4. Streamline Time Management

1. Batch review profiles daily at a set time.
2. Prioritize the most critical experts early.
3. End calls early if relevance is low — experts understand this is part of the process.

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Best Practices for Expert Interview Preparation

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Select the Right Experts

• Prioritize recent, first-hand experience directly linked to your thesis.
• Avoid conflicts of interest — e.g., current employees of the target.
• Ensure compliance with MNPI (Material Non-Public Information) restrictions.

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Prepare Key Questions

• Outline 3–5 must-have questions.
• Start broad, narrow down: trends → competition → customer behavior.
• Use neutral phrasing to avoid confirmation bias.

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Conduct Objective Calls

• Lead with your top questions to confirm relevance.
• Use ranges to help quantify (“flat, 5%, or 10%+ growth?”).
• Cross-check critical insights with multiple experts.

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Capture and Reuse Insights

• Take structured notes or request transcripts.
• Summarize 2–3 takeaways per call.
• Build a knowledge base that compounds across deals.

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Stay Compliant

• Never solicit confidential or MNPI data.
• Partner with reputable networks that train experts on compliance.
• Protect your firm’s legal and reputational standing.

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The Strategic Advantage of Expert Calls

In M&A and PE, expert interviews are a competitive edge, not just a diligence checkbox. Speaking to insiders accelerates clarity and builds conviction.

The challenge? Managing multiple networks and dozens of calls. That’s where aggregation platforms like Inex One add value—integrating 25+ expert networks into a single dashboard with unified compliance, scheduling, and transcripts.

As one user put it:

“Inex One reduces the admin burden, leaving more time to spend speaking to the experts.”

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