All of the above - having worked small time scouting jobs over the years I got to see first hand how some things are done.
A lot of it is networking and credibility, having played at a high level goes a long way , whether it's valid or not. It's tough to break into the "club" as an outsider to even be given a shot, and even then climbing the rankings is just as hard. I have met scouts for junior and minor pro teams who were more "ambassadors" than anything, in that they knew the networks well but their actual scouting knowledge wasnt quite up to par. On the other hand , I've met some really smart hockey minds who are content doing part -time scouting jobs for small teams and work regular 9-5 jobs. The reality is that you need to commit to it, and most scouts aren't even paid that well, so of you have career/family aspirations outside of hockey it's tough to justify spending so much time doing something that isn't going to pay the bills.
It's not that different from many other industries I'm sure , this is just my take from my experiences
Edit - I will add that being a scout at the Jr level is almost a "recruiting" position as well since you are also convincing players to choose CHL, ushl, etc. Having a strong network or credibility goes a long way when you are trying to sway a player to choose your organization, so in that regard I see the value in being well known, trusted, credible etc. Its not just identifying the talent, it's being able to bring them on, which is a little different from the pros in many cases