Peter Pomponio, vice president of Assante Capital Management Ltd. in Montreal, has built his business through referral relationships with chartered accountants. His biggest challenge in getting referrals from accountants is to provide assurance that the accountant will retain control of the client relationship.

“When an accountant identifies a problem, you have to be there with a black-and-white solution in which there is no risk to them,” Pomponio says. “You have to understand their business. It’s all about them; it’s not about you.”

The accountant remains the primary contact with the client, he says: “Let them know that he or she is the key person in the whole process.”

And don’t talk behind their backs. “Information must always go through the accountant first,” Pomponio adds. “The clients must always see the accountant as the quarterback.” — KATE BETTS-WILMOTT