Thought Leadership

Why regional collaboration matters

Latin America may be discussed as one region, but supporting a client across it is rarely straightforward. For example, requirements around company formation, local representation, banking, taxation, regulation, and foreign investment vary between countries.

In another Collaborate LA session, it was explained that some multinational groups are giving regional entities greater oversight of their Latin American operations. Those entities may need advisors capable of coordinating support across several jurisdictions.

No firm can hold every specialist capability or understand every local market. Collaboration allows firms to combine regional reach with the knowledge and relationships of trusted local advisors.

Starting with one service

Transfer pricing provided a natural starting point for TPA Consultores & Auditores. It was the firm’s original specialist focus and opened conversations about clients’ broader commercial, financial, accounting, and tax requirements.

As relationships developed, opportunities expanded into IFRS implementation, valuation, accounting, tax, consulting, webinars, and client development.

Importantly, the opportunities did not flow in only one direction. TPA also wanted to introduce its clients to trusted members when they required support elsewhere. Working together became less about exchanging contact details and more about understanding each other’s capabilities well enough to stand behind a recommendation.

From a question to an ongoing relationship

TPA’s relationship with Héctor Mauricio Mejía and his firm Cueva Mejía y Asociados, S de R L, in Honduras shows how simply this can begin.

During the session, Héctor explained that he posted a question in a PrimeGlobal chat. A member of the TPA team responded quickly, leading to a call. When the TPA representative later traveled to Guatemala, they met in person and agreed to collaborate on a transfer pricing project.

The firms continued working together on further transfer pricing projects, explored IFRS conversion services, organized webinars, and discussed visiting clients and prospects together.

The progression is instructive. A question led to a response, the response to a meeting, and the meeting to real work. Successful delivery then created the confidence to expand the relationship.

Trust is demonstrated through delivery

Face-to-face interaction was a recurring theme during the session. TPA found that relationships developed more effectively when people visited each other’s offices, met local teams, and understood how clients were served in each market.

However, personal familiarity was only the beginning. Members also needed confidence that their partners would deliver.

Jorge Roman from Guatemala-based firm Roman & Roman Consultores, Auditores Y Abogados, described calling on TPA when a transfer-pricing engagement handled by another provider ran into difficulty. TPA sent a team led by Mario Camacho, completed the outstanding studies in what Román described as record time, and retained the client’s confidence. The relationship subsequently included visits to Guatemala, engagement with the local team, and discussions with potential clients.

The model combined two distinct strengths. The local firm held the client relationship and understood the country’s business and regulatory environment. TPA contributed specialist technical expertise. Together, they could offer something neither would have delivered as effectively alone.

Extending what firms can offer

The benefits were also clear in Chile.

Miguel Pavez of Keystone Auditores explained that the firm had previously been unable to offer transfer pricing services because it lacked the specialist capability. After meeting TPA, it could bring the service to clients with TPA’s technical support.

Similarly, Ricardo Devoto of WyA described how their relationship with TPA later helped the firms respond to a client seeking support in both Chile and Peru. They submitted a joint proposal and won the engagement. Their existing working relationship and shared PrimeGlobal membership gave the client confidence in the cross-border team.

Other Chilean participants highlighted the reassurance of having dependable specialist support behind the local firm. Rather than weakening the local relationship, collaboration expanded what the firm could credibly offer its clients.

From collaboration to partnership

The most significant development discussed was the creation of TPA Latam.

The Guatemala and Peru parties described establishing a joint company intended to support work across Central America and potentially other markets. Introductions and project-based collaboration had developed into a shared operating platform.

Not every member relationship needs to follow that route. However, the underlying progression can be applied more widely: meet, identify a defined need, deliver successfully, create value in both directions, and allow the relationship to deepen.

What other members can learn

TPA’s experience suggests several practical actions:

• Do not wait for referrals. Identify where your expertise could complement another member.
• Respond to small openings. The Honduras relationship began with a question in a chat.
• Meet the people behind the firm and understand their market.
• Start with one defined service rather than trying to create a broad alliance immediately.
• Protect the local client relationship while adding specialist expertise.
• Look for opportunities to create value in both directions.
• Let successful work, rather than good intentions alone, build trust.

TPA Consultores & Auditores’ message was simple - membership creates access, but firms must turn that access into opportunity.

For existing members, the next significant partnership could begin with a conversation at an event, a question in a community, or a visit to another member’s office. For prospective firms, it demonstrates how PrimeGlobal relationships can extend beyond introductions and develop into lasting professional partnerships.