Is this a way of paying introducers that actually works?

Informal 'introducer' relationships between IFAs and solicitors or accountants are championed as good business practice - beneficial to the adviser, accountant and client. But Alan Smith, IFA at Capital Asset Management, claims the ad hoc, informal model is ineffective. The age-old 'I'll scratch your back if you scratch mine' agreement lacks structure and rarely yields results, he said. "In the traditional relationship things tend to be loose. That just does not work," said Smith, pictured. "Our model is detailed and sophisticated. We create economic glue to stick things togethe...