Compare
Refer AI work out vs co-sell the service line.
Referral feels safe. Co-sell keeps the relationship, the narrative, and most of the margin.
Option A
Refer out
- Low operational burden
- You lose the client conversation
- Specialists may sell around you later
- Your firm looks like a pass-through
Option B
Co-sell
- Your paper, your pricing, your client
- Contractual non-solicit in writing
- Wholesale delivery economics
- First three deals sold shoulder-to-shoulder
| Criterion | Refer out | Co-sell |
|---|---|---|
| Client sees | A handoff | Your firm leading |
| Economics | Small referral fee or nothing | 30–35%+ spread |
| Risk of disintermediation | High | Contractually constrained |
| Speed to offer | Depends on the vendor | Kit ready in weeks |
Verdict
How we recommend deciding
Refer if you want zero involvement. Co-sell if clients are already asking you and you want the AI line on your P&L.
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