A Canadian Referral Agreement is a contract between a company (the recipient) and a referrer (the referring party) that establishes the terms under which the referrer introduces potential clients, customers, or business opportunities to the company in exchange for a referral fee. It creates a structured, documented incentive program that replaces informal finder's fee arrangements with enforceable terms governing qualification criteria, fee calculations, payment timing, and the duration of the referral relationship.

For Canadian tax purposes, referral fees are taxable income. Under sections 3 and 9 of the Income Tax Act (R.S.C., 1985, c. 1, 5th Supp.), referral fees received by an individual constitute business income and must be reported on their T1 personal tax return. If the referrer is a corporation, the fees are corporate income reported on the T2 return. The company paying referral fees must determine whether the referrer is an independent contractor or an employee — if an employee, the fees are employment income subject to CPP and EI source deductions. If the referrer is an independent contractor, the company may issue a T4A slip for commission or fee income.

GST/HST registration is triggered when the referrer's total taxable supplies from referral fees and other business activities exceed CAD $30,000 in four consecutive calendar quarters under the Excise Tax Act. Once registered, the referrer must charge and collect GST/HST on each referral fee payment. The applicable rate depends on the province where the service is performed: 5% GST in Alberta and the territories, 13% HST in Ontario, and 15% HST in the Atlantic provinces.

The agreement must clearly establish the referrer as an independent contractor rather than an employee or agent. Using the CRA's multi-factor test from 671122 Ontario Ltd. v. Sagaz Industries Canada Inc. (2001 SCC 59), the key indicators include the degree of control the company exercises over the referrer, whether the referrer provides their own tools and resources, the referrer's financial risk, and the degree of integration into the company's business.

When a company wants to incentivize its existing clients, business partners, or professional contacts to refer new customers, and needs a formal structure that defines what constitutes a qualified referral, how fees are calculated, and when payment is triggered — replacing ad hoc finder's fees with a documented, repeatable program.

When a professional services firm — accounting, law, financial planning, IT consulting — establishes cross-referral relationships with complementary firms and needs to document the fee arrangements, confidentiality obligations, and the handling of shared client information under PIPEDA.

When a SaaS company, technology platform, or marketplace implements an affiliate or partner referral program and needs a scalable agreement template that addresses tracking methodology, attribution windows, recurring versus one-time fees, and the treatment of referred customers who cancel or request refunds.

When a real estate developer, insurance broker, or mortgage specialist compensates third parties for client introductions and needs to comply with industry-specific referral fee regulations — such as RECO (Ontario) or BCFSA (BC) requirements for real estate referral disclosures.

When a company engages independent sales representatives or business development consultants who generate leads and introductions but do not close deals, and the agreement must distinguish between referral fees (for introductions) and sales commissions (for closed transactions).

Without a referral agreement, disputes over whether a referral was actually made, whether the referred client was already known to the company, or how the fee should be calculated are resolved without any documented framework — exposing both parties to costly litigation over ambiguous verbal understandings.

Referral Qualification Criteria — A precise definition of what constitutes a qualified referral: a new client not previously known to the company, a signed contract above a minimum value threshold, or a prospect who meets specific criteria (industry, geography, company size). Define the process for submitting referrals and the company's obligation to acknowledge receipt and provide a determination.

Fee Structure — The compensation model: a flat fee per qualified referral, a percentage of the first transaction or contract value (typically 5-20%), a tiered structure with increasing percentages at higher volumes, or recurring fees for the duration of the referred client's relationship. Specify whether the fee is based on gross or net revenue and whether it includes or excludes GST/HST.

Payment Timing and Conditions — When the referral fee becomes payable: upon client signing, upon receipt of the first payment from the referred client, or upon completion of a probationary period. Specify the payment deadline after the triggering event (typically 30 days), the payment method, and any holdback provisions for refunds or cancellations by the referred client.

Independent Contractor Status — An explicit statement that the referrer is an independent contractor, not an employee, agent, or partner. This is critical for CRA classification purposes. Include representations that the referrer is responsible for their own taxes, has no authority to bind the company, and is not entitled to CPP, EI, or employment benefits.

Exclusivity and Territory — Whether the referral arrangement is exclusive (the referrer is the sole source for a defined territory or market segment) or non-exclusive (the company may engage multiple referrers and accept referrals from any source). Non-exclusive arrangements are more common and present fewer enforceability issues.

Confidentiality and PIPEDA Compliance — Obligations regarding the handling of confidential business information and personal information shared during the referral process. Under PIPEDA, any personal information about referred individuals must be collected, used, and disclosed only for the identified purposes and with appropriate consent.

Term and Termination — The duration of the agreement, automatic renewal provisions, and the notice period for termination by either party. Address what happens to pending referrals (referrals submitted but not yet converted) after termination — whether the referrer is entitled to fees for conversions that occur within a tail period (typically 60 to 180 days after termination).

Non-Solicitation and Non-Circumvention — Provisions preventing the referrer from directly soliciting the company's existing clients and preventing the company from circumventing the referrer to avoid paying fees on future business from referred clients.

Governing Law — The province whose laws govern the agreement, the applicable CRA reporting requirements, and the courts with jurisdiction over disputes.