Art Advisors and Auction Houses: How Collectors Benefit from Both

Introduction

Collectors often ask: “Should I work with an art advisor or an auction house?” The truth is, it’s not an either/or decision. While auction houses play a central role in the art market, they ultimately represent their own interests as sellers. An art advisor, by contrast, works solely on behalf of the collector – ensuring that auction house interactions are handled strategically, fairly, and with discretion.

“Mercer Contemporary has worked with all the major auction houses, at the highest levels, for over a decade. Consigning significant collections for bespoke Single-Owner Sales and one-off artwork sales. On the flipside, we have acquired over $30 millions worth of artwork, both at auction and privately, We are close business partners.” Nicole Bray, Founder, Mercer Contemporary

At Mercer Contemporary, we work in close collaboration with the world’s leading auction houses to secure favorable terms, access rare works, and protect our clients’ best interests.

1. The Role of Auction Houses

Auction houses like Christie’s, Sotheby’s, and Phillips serve as major marketplaces for art. Their strengths include:

Market Visibility – High-profile auctions set benchmarks for value.
Access – Auctions often bring rare and historically important works to market.
Efficiency – They handle marketing, cataloging, and the logistics of sales.
Global Reach – Sales attract bidders worldwide, creating competitive pricing.

However, it’s essential to remember that auction houses work on behalf of consignors, not buyers. Their priority is securing the highest possible price for the seller.

2. The Role of Art Advisors

An art advisor’s role complements, rather than competes with, auction houses. Advisors:

Represent the buyer – ensuring collectors don’t overpay in a competitive environment.
Conduct due diligence – reviewing provenance, condition, and market history before bidding.
Provide strategy – advising whether to buy at auction, privately, or wait for stronger opportunities.
Negotiate terms – leveraging relationships with auction specialists to secure favorable buyer’s premiums or bidding strategies.
Maintain discretion – protecting a client’s identity during sensitive transactions.

Related: What Does an Art Advisor Do?

3. How Advisors and Auction Houses Work Together

The strongest results occur when advisors and auction houses partner closely. Together, tthey provide:

Early Access – Advisors often preview works before they are added to the catalogue.
Private Treaty Sales – Auction houses discreetly sell works outside the public auction block, often through advisors.
Bidding Representation – Advisors manage auction strategies, ensuring clients bid competitively without overshooting.
Consignment Strategy – Advisors help collectors decide when and where to sell works for maximum impact.
Market Intelligence – Auction specialists and advisors together provide a fuller picture of current demand.

4. Why Collectors Need Both

Relying solely on auction houses or galleries can leave collectors vulnerable. By combining both:

Transparency is enhanced – Advisors bring impartiality to the process.
Better pricing is achieved – Advisors ensure clients don’t overpay when buying or underprice when selling.
Opportunities expand – Advisors access works that never appear publicly, while auctions bring global visibility.
Risk is reduced – Advisors protect against provenance issues, condition problems, or bidding wars.

The result: collectors benefit from the scale and visibility of auctions, while having the independent advocacy of an advisor.

Why Mercer Contemporary

Mercer Contemporary provides:

Independent representation in all auction house dealings.
Trusted relationships with specialists at Christie’s, Sotheby’s, and Phillips.
Due diligence and analysis to protect clients in fast-moving sales.
Strategic advice on buying, selling, or waiting for the right moment.
Absolute discretion in both public and private transactions.

Conclusion

It’s not about choosing between an art advisor and an auction house – it’s about knowing how to use both. Auction houses offer global visibility and access, while advisors ensure that clients make informed, smart, and discreet decisions. Together, they form the strongest strategy for building, refining, and preserving collections.

Mercer Contemporary offers art advisory, fine art appraisal, and legacy planning services for UHNW collectors and family offices. To learn how we collaborate with auction houses on behalf of our clients, please contact us.