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Title: The Best Assets Are Rarely the Ones Being Marketed, Says Consultant Vincent D. Russo

United States, 12th Sep 2026 - For consultant Vincent D. Russo, Ph.D., the hardest part of acquiring the right asset is rarely negotiating its price. It is finding it in the first place, before it reaches a listing where everyone else can see it too."If it's being actively marketed to everyone, you're already competing with everyone," Russo said. “The interesting opportunities are usually found through a relationship or a direct conversation, not a brochure.”Asset sourcing is one of three mandates at the core of Russo's personal consulting practice, alongside transaction security and investment diligence. He describes sourcing as a disciplined search problem that starts with specificity rather than enthusiasm."The work starts with a written brief: asset class, size, jurisdiction, hold period, and just as important, what the client will not accept," Russo said. “A vague mandate produces a vague shortlist. Most wasted time in this business comes from chasing opportunities nobody actually defined clearly.”From that brief, Russo says the search moves through existing relationships, direct approaches, and off-market conversations that never reach a public listing. "It is patient work," he said. “You are looking for the seller who has not decided to sell publicly yet, or the holder who would consider an offer if the right person asked the right way.”Russo is candid that sourcing alone is not the end of the engagement. Assets he identifies are typically carried into his other two mandates, transaction security and investment diligence, before anything is signed. "Finding the right asset and confirming it is what it claims to be are two different jobs," he said. “I don't consider sourcing finished until both have happened.”He also draws a firm line around what the mandate does...

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