Centers of influence (COIs) remain an important source of organic growth for RIAs. According to statistics, referrals are a top priority for firms looking to attract new clients. Yet many firms still do not have a clear process for working with professional partners. In 2026, stronger COI relationships are less about attending more networking events and more about working with CPAs and attorneys on real client needs, sharing useful information, and staying involved after an introduction.

How Can RIAs Work More Effectively with CPAs and Attorneys?

CPAs and estate attorneys often work with clients when major financial decisions are being made. Business sales, equity compensation, Roth conversions, trust funding, and beneficiary changes can all create a need for investment and wealth planning.

The most effective relationships are usually based on clear roles rather than competition. The RIA can handle investments, cash flow, and tax-aware portfolio decisions. The CPA can focus on tax returns, tax positions, and business-related elections, while the attorney handles estate documents and legal advice.

This approach also makes referrals easier to manage. Each professional knows when to bring the others into a client situation and what they are responsible for. Referrals should remain focused on the client’s needs and comply with any applicable disclosure and professional rules. In particular, RIAs should be careful with referral arrangements involving attorneys because rules generally restrict sharing legal fees with non-lawyers.

What Kind of Shared Education Builds Better COI Relationships?

A COI relationship becomes harder to maintain when the only communication is a request for referrals. Sharing useful information gives CPAs and attorneys a reason to stay connected with an RIA.

Short briefings on current tax rules, retirement accounts, or liquidity events can help professional partners answer questions from their own clients. The goal is not to turn every meeting into a sales presentation, but to give partners information they can actually use.

A quarterly discussion around two or three common client situations can be more useful than a general networking lunch. Schwab’s 2026 research also points to the value of documenting referral goals and tracking where new inquiries come from. That gives firms a way to understand which partner relationships are actually leading to new business.

How Can Client-Specific Planning Strengthen COI Relationships?

The strongest COI relationships usually develop around actual client work. A CPA may need an RIA to help a client manage the proceeds from a business sale. An attorney may be working with a family that needs to fund a trust or update beneficiary designations. Another client may have a concentrated stock position that cannot be sold all at once without creating a large tax bill.

When the RIA, CPA, and attorney share the relevant information, agree on deadlines, and clearly divide responsibilities, the client gets a more coordinated experience. A short planning memo, secure document sharing, and a follow-up after the project can make that collaboration repeatable.

What Other Areas Can Help RIAs Deliver More Client Value?

COI relationships are built partly on how reliably an RIA handles the details. That includes finding financial benefits that clients may otherwise overlook.

Securities class action settlements are one example. Settlements totaled approximately $8 billion in 2025, creating another potential source of value for eligible investors. Platforms such as 11th.com automate settlement monitoring, holdings matching, claim filing, and payout delivery, making it easier to identify recovery opportunities without adding another manual process for the RIA.

What Will COI Relationships Look Like in 2026 and Beyond?

As RIAs continue to focus on organic growth, professional referrals will remain an important part of business development. But the way firms build those relationships is changing.

A documented COI strategy, regular communication, shared education, and collaboration on real client situations give CPAs and attorneys more reasons to work with an RIA. Instead of treating referrals as occasional introductions, firms can build relationships around the work they already do together. 

FAQ

What is a center of influence for an RIA?

A COI is a professional — often a CPA, estate attorney, or other specialist — who can introduce clients because they already work on related financial, tax, or legal issues.

Why do so few firms have a written COI plan?

Industry research found that only about 30% of larger firms document business-partner referral plans, even though written plans have been linked to stronger new-client results.

How should RIAs work with attorneys on referrals?

Most attorney relationships should be reciprocal and disclosed when required. Sharing legal fees with non-lawyers is generally restricted, so the partnership should focus on coordination rather than payment for introductions.

What shared education works best?

Short, current briefings on tax, estate, equity-compensation, or liquidity-event issues that help the CPA or attorney serve their own clients.

What turns a COI contact into a lasting referral source?

Completing a specific client project together, with clear roles, secure information sharing, and a follow-up that shows the work was handled well.