Collecting: Demystifying the Role of Art Consultants

Q: We sometimes hear about art consultants or advisors. How does their role fit in with, or compare to, that of galleries?

Anie Deslauriers: Art consultants or advisors play a role that complements that of galleries within the contemporary art ecosystem. Their work primarily involves supporting collectors, whether emerging or experienced, in defining and developing their collections. They can help collectors better understand the artistic context, identify artists or works that align with their interests, and navigate the art market.

Galleries, for their part, occupy a central position in supporting and promoting artists’ work. They often represent artists over the long term: organizing exhibitions, producing works, supporting career development, and building critical and institutional visibility around their practice.

Q: How would you describe your role as an art consultant or advisor to someone who is just beginning to take an interest in collecting?

Danna Heitner: The role of an art advisor is to provide guidance in the collection, acquisition, display and maintenance of art.

This relationship always begins with education. Education is a two-way street. Obtaining an in-depth understanding of the client’s interests, goals, and budget is pivotal. From there, introducing artwork that is tailored to the client. Ideally, for the client to see as much art in person as possible is the best means to cultivate one’s taste.

It is an advisor’s role to help the client navigate the complex art market by providing access to artists, galleries, dealers, art fairs and auction houses. A good art advisor has built important relationships with key players that will facilitate art acquisition.

Q: In practical terms, who retains the services of an art consultant, the gallery or the client?

Anie Deslauriers: In my experience, in general, the collectors or clients retain the services of the art consultant and pay for this support. The consultant therefore primarily acts in the interest of their client, helping them identify works, better understand the market, and build a collection.

In some cases, agreements may exist between a gallery and a consultant regarding the structure of a commission on sales facilitated by the consultant.

This aspect of the collaboration should be clarified from the outset to ensure everything proceeds smoothly!

Q: In your view, how can consultants help make collecting more accessible or easier for new collectors?

Anie Deslauriers: Consultants can play a reassuring role for emerging collectors. By sharing their knowledge of the field, they help demystify the art market, deepen understanding of artistic practices, and support informed decision-making.

I believe that this guidance can make initial acquisitions more accessible and less intimidating, while also fostering a more sustained and confident relationship with galleries and artists, particularly in discovery-driven contexts like Plural.

Q: Could you share an example of how you have supported a client in acquiring a work of art?

Mylène Lachance-Paquin: In my approach, acquisition is not simply a purchase, it is a strategic and engaged act, driven by a vision and an intention, and guided by a sharp reading of the market.

I recently worked with a client who wanted to build a collection from the very beginning, with the desire to engage with socially committed contemporary practices. My role was to translate that intuition into clear directions, then identify artists whose work offered both conceptual relevance and alignment with her values.

I acted as an active intermediary – facilitating access to works, fostering dialogue with galleries, and coordinating the sale, invoicing, framing, delivery and installation at the client's home.

In a market that remains largely opaque and marked by systemic biases, this kind of mediation is essential. What matters to me is contributing to collections that stand the test of time, both critically and in alignment with the collector's values.

In conclusion

To start collecting, the first step is to take the time to look and explore: visit exhibitions, meet gallerists and get acquainted with different artistic practices. It is also helpful to ask questions and learn – about the artist's approach, the context of the work, or how the market operates. Galleries and consultants play a key role in this process and can guide new collectors through their first acquisitions. Finally, events such as Plural offer a valuable opportunity to discover multiple galleries and artists in one place, making them an excellent entry point into collecting.

Whether you are a newcomer or a seasoned collector, the art ecosystem is full of resources and people ready to support you!

If you want to work with a consultant, reach out to info@agac.ca to find trusted professionals across Canada.

Anie Deslauriers is the General Director of the Contemporary Art Galleries Association (AGAC), a non-profit organization that represents commercial contemporary art galleries across Canada. Having worked in both institutional and gallery settings, such as the Montreal Museum of Fine Arts and Blouin Division gallery, she has an in-depth knowledge of the gallery network and the contemporary art market.

Danna Heitner is a contemporary art advisor and founder of Danna Heitner Advisory, based in Toronto. She works with both private individuals and corporate clients as well as architects and interior designers to deliver inspired spaces to live and work. With 30 years of experience and continued active participation, Danna Heitner Advisory offers a discerning eye and access to a global network. With her guidance, the client’s art purchases have proven to be personally meaningful and financially sound.

Mylène Lachance-Paquin, based in Montreal, is an independent curator, writer, consultant and founder of Ogive. Through Ogive, she integrates contemporary art into events, businesses, and spaces, working with designers and architects to offer a tailored art advisory service. Ogive aims to create experiences that elevate corporate environments and bring art closer to the general public, while remaining true to each client's values.