The reason advisors hesitate to refer a technology person is not quality
The reason advisors hesitate to refer a technology person is not quality. It is that the referral can quietly become someone else's client.
You send a client to look at a problem. The person who looks at it also sells the fix. The engagement grows, the relationship shifts, and you become the person who introduced the vendor rather than the person who protected the client.
That risk is structural, and it is avoidable by choosing someone whose economics cannot produce it.
If the person reviewing the decision does not build, does not resell, takes no referral fees and keeps no preferred implementer, there is nothing on the far side of the review for them to grow into. The verdict can be "do nothing" at no cost to them, and the client goes back to you.
So ask any technology advisor one question before you make the introduction. What do you sell if the answer is no?
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