A checklist for academics considering expert interviews with corporate clients
What to consider when companies want to pay you to talk about your research
Academics are increasingly sought after for Subject Matter Expert (SME) interviews, particularly by corporate clients grappling with complex problems. Their depth of academic knowledge is highly valued across industries, and the surge in interdisciplinary collaboration has significantly fueled the demand for expert interviews. SME interviews serve as a unique opportunity for academics to transcend their traditional silos, offering insights that extend beyond academia and often come with more substantial compensation compared to what’s typical in academia.
If you’re an academic who has been approached for an SME interview, you should be prepared to do the following.
Understand the Purpose of the Interview:
The best clients will address expert prospects' concerns preemptively by explaining the interview's purpose, compensation, and the role of the interview in the project. Maintain an open mind and feel free to ask any questions before agreeing to the interview. When approached by expert networks or corporate clients, carefully evaluate the request and be respectful of the potential client’s time. They don’t need to hear a whole mission statement from you but will take time to fully address any concerns that you have if they truly value your expertise.
Align on the Value of Your Expertise:
Academics should understand the value of their expertise and exercise caution because some expert networks, direct clients, and consultancies will offer modest compensation. The value of your academic knowledge is comparable to that of your corporate counterparts, particularly to for-profit companies using expert interviews as part of resource-intensive projects. Don’t sell yourself short and confirm that the compensation you are being offered is appropriate for what is being asked of you.
Be Ready to Code-Switch:
Account for your client’s culture and their potential unfamiliarity with academic jargon. Using plain language and real-world examples tends to enhance clarity. You should also be open to in-depth discussions with clients who need them. There are meaningful differences across industries, so a financial services client will have a different mindset and style that an advertising agency. Understand how the client will want to interact and feel free to discuss this before participating in an interview.
Be Aware of Time Constraints:
Account for the time allotted for SME interviews. Think through how to deliver insightful and concise responses that ensure the interview remains engaging and impactful. If your interviewer has follow-up questions, they will ask them. Be attuned to moments when you’re spending a lot of time on particular answers so interviewers can guide you through the questions they have without spending too much time on any one question. While extensive preparation may not be necessary, it is essential to understand how your expertise aligns with the client's needs. Think about the work you’ve done that’s relevant to the topic and be prepared to reference it as needed in a timely manner.
Prepare for Potential Questions:
Anticipating potential questions is essential for feeling comfortable before an interview. Feel free to ask clarifying questions to align with the interview's focus before and during the interview. Recognize that it's acceptable to refrain from answering questions outside your expertise or those that may pose a conflict of interest. Embrace the collaborative nature of SME interviews, understanding that a client has vetted your expertise and is likely interviewing multiple experts to answer their questions fully. The value you provide may come down to one answer or comment that sets the client on a better path, so don’t feel like you have to try to answer
Academics may initially feel skittish when contacted by corporate clients offering money for confidential conversations. In navigating expert interview opportunities, you should approach corporate collaborations with the same degree of wariness as those in academia. SME interviews often lead to enriching experiences that broaden the impact of academic expertise beyond traditional boundaries. It's often the case that when clients reach out to academics, their goal is to understand a topic to a sufficient degree so they can address it responsibly. By actively seeking alignment with corporate clients, academics can make their work more meaningful to society while earning compensation commensurate with the value of their expertise. In some cases, it means that a grad student can make as much as a CEO — even if only for a moment in time.
Ferret provides SME interview opportunities and coaching to experts across industry and academia.