How to Get the Most Out of Your Expert Network Calls
7 Min Read
When you’re up against a tight timeline and high-stakes due diligence, expert network calls can make or break your conviction. But only if you know how to leverage them.
If your calls have felt underwhelming or lacking in insights for your strategic investment decisions, you’re not alone. Many private equity teams don’t realize that the value of an expert call hinges on what happens before and after the conversation.
Here’s a practical, PE-proven guide backed by advice from Tennyson Young, Apex Client Services Manager, to make every expert interview sharper, deeper, and more actionable.
Key Takeaways
- The value of an expert network call is won or lost in the prep. Clear objectives and sharp, targeted questions lead to better expert insights.
- Treat each call like a strategic interview. Listen actively, follow up on nuance, and dig past surface-level responses.
- Apex Leaders helps PE teams turn expert calls into long-term assets, connecting you with vetted advisors who sharpen theses and accelerate conviction.
Before the Expert Call: Laying the Groundwork for Success
Prep for the Initial Intake
Regardless of which expert network you work with, it’s important to define your objectives early on before you kick off your project.
At Apex Leaders, we schedule an intake call at the start of every project to learn more about your unique needs. The more specific you can be during this process, the better–as this allows us to match you with relevant experts who have the niche experience your firm is looking for.
Research the Expert—or Review the Vetting Notes
Investment deals move quickly, which means you need to connect with the right private equity experts to maximize the value of your calls.
Once you’ve received your list of potential experts back, spend some time reviewing their background and specializations, vetting them for your specific project needs.
While traditional expert networks will send you experts who may or may not be relevant, Apex Leaders takes a different approach. We interview and vet every advisor up front–before we send them to you–ensuring they have the insights your firm is seeking for your particular diligence angle.After vetting is complete, our Client Service Managers determine if the expert will meet your needs, if so, they’ll send over detailed vetting notes for you to review.
While reviewing these notes, look for overlaps between the advisor’s experience and your key questions. This will help you identify which angles they are best suited to help you address, and will help you prepare for future conversations with them.
Tennyson’s Pro Tip: “When you’re speaking with multiple industry experts, our vetting notes help you target specific angles with each advisor, so you’re not asking the same questions twice or missing learning opportunities.”
Draft Your Questions
Before you start a call with a vetted expert, be clear on what you need to gain from your conversation. Identify areas where you need core insights to help propel your investment forward. Ask yourself:
- What’s unclear?
- What needs more validation?
- Where could we be wrong?
- What’s the one thing that could kill this deal?
Outline your must-ask questions and a few contingencies. Organize your questions by theme and prep open-ended questions that give the expert room to talk.
Tennyson’s Pro Tip: “Make a note of any knowledge gaps and jot down your questions. The sharper your questions, the better your expert’s answers will be.”
Strong, thought-provoking questions lead to more insightful answers.
Use this framework for better questions:
- Why: “Why do you think this trend is accelerating?”
- How: “How have companies responded to this shift?”
- What if: “What if this regulation tightens—what would change?”
If you want to go deeper, try these formats:
- Situation, Task, Action, Result (STAR): “Can you share a time you navigated a similar challenge?”
- Comparative: “How does Company A’s model stack up against Company B’s?”
- Forward-Looking: “What trends are you watching over the next 1–3 years?”
- Contrarian: “Conventional wisdom says X. Do you agree?”
- Drill-Down: “What do you mean by ‘low barrier to entry’? Can you give an example?”
Tennyson’s Pro Tip: “When speaking to advisors who are no longer active in the industry, use comparative questions freely. They’re more likely to offer honest insights. ‘Currents’ may need to stay general due to confidentiality.”
During the Call: Engaging for Maximum Insight
Start Strong and Build Brief Rapport
It’s always good to start any expert call with a thank you and a brief one-line introduction to your firm. Explain the reasoning for your call, and where you hope to gain clarity.
Providing a little context on where your firm is located, the industry you focus on, and why you’ve initiated a new search can go a long way in facilitating a productive conversation.
Tennyson’s Pro Tip: “Experts value knowing who they’re speaking with. Mention where your firm is based, your industry focus, or why you launched the diligence effort. Small details go a long way.”
Lead the Conversation Strategically
After introductions, get your top-priority questions in early. Doing so helps you stay on track to gain the clarity you need. Experts are most valuable when they speak freely. Ask for opinions using the open-ended questions you’ve prepped in advance.
These questions enable your experts to dive deeper and share their knowledge, helping you uncover valuable insights that you may not find through a Google search.
Tennyson’s Pro Tip: “If time’s running short and the expert is long-winded, shift gears to more pointed questions. You can always follow up later, but don’t leave without the key insights you came for.”
Listen Actively and Ask Follow-Ups
On your call, be an active listener. Take notes, but pay close attention to nuance. When you hear something unexpected or vague, ask for clarification.
Probe deeper into areas of interest, and if necessary, push for examples.
Tennyson’s Pro Tip: “The best firms are the ones who treat these calls like interviews. Be curious, but don’t interrogate.”
After the Call: Turning Insights Into Action
Review and Organize Notes Immediately
As soon as your call is complete, review your notes while the conversation is still fresh in your mind. Highlight any key takeaways and actionable insights that will push you closer to an investment decision. Some expert networks, like Apex, offer a transcription service for your calls.
Your expert network call will likely lead to more questions. Jot down any other questions that arise and areas for further exploration.
Tennyson’s Pro Tip: “Share your notes with your Client Services Manager. We’ll help line up additional perspectives or schedule follow-ups with the same advisor.”
Debrief With Your Team
PE investments are not solo decisions. Loop in your team and share your insights, especially if those insights shift your thesis.
Discuss how the new insights validate or challenge your existing assumptions. Take what you’ve learned and weave the new information into your project analysis and decision-making processes.
Tennyson’s Pro Tip:“Calls aren’t just for confirming assumptions. Some of our best outcomes come when an expert challenges your angle and forces a rethink.”
Reach Out with Thanks—and Feedback
Don’t forget to send a quick thank-you note to your expert. Their hard-earned insights help you propel your due diligence, leading to more closed deals. Or their opinions can keep you from making costly mistakes.
If you’re working with an expert network like Apex Leaders, be sure to give feedback on the call quality. Your feedback helps refine future matches, enabling you to gain the most value from each new connection.
Tennyson’s Pro Tip:“Our model gives you the freedom to build long-term relationships with advisors—no surprise “out-of-network” fees. If someone’s a great fit, keep the dialogue going.”
Identify Next Steps:
After the call, collaborate with your team to outline your next steps. Some options include:
- Planning a second call with the same advisor
- Explore a long-term partnership with the advisor
- Reaching out to a different expert to validate or expand on this
- Digging deeper into research
Tennyson’s Pro Tip: “Many of our clients turn successful expert calls into advisory relationships or board appointments. We’re here to support that continuity without the red tape.”
We’re Here to Help Make Your Expert Network Calls a Success
When deadlines are tight and your thesis needs work, you need expert opinions fast. At Apex Leaders, our vetted experts are hand-picked to meet your specific needs, so your team can make smarter, faster, more informed decisions.
Connect with Apex Leaders today to discover how we outperform other expert networks by providing specialized knowledge with our “River Guides” and subject matter experts who help you win your most critical investment deals.