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3 WAYS TO VALUE A BUSINESS FOR SALE

Feb 11Bob Boulanger

Entrepreneurs ready to sell must decide whether an asset, income or market-valuation approach makes the most sense for their business.

Here are the three most common ways professionals calculate how much a business is worth:

1. Asset Approach:

This method basically determines a business’ value by adding up the sum of its many parts. This is “the most predictable” of the three main valuation models, explains Marty Zwilling, founder and CEO of Fountain Hills, Arizona-based Startup Professionals Inc., “since any good accountant can add up all the assets, depreciate them, and come up with a number.”

2. Income Approach(es):

Generally, these methods determine value by calculating the net present value of the benefit stream generated by a business. They’re “more technical in discounting future cash flows, applying multipliers to EBIDA [Earnings Before Interest, Depreciation, and Amortization], and trying to use all the techniques that stock analysts use to value public companies,” explains Zwilling.

3. Market Approach(es):

These methods tend to determine value by comparing the soon-to-be-for-sale business to others in the same industry, of the same size, and within the same area. “The market approach is perhaps the most subjective,” Zwilling says, “trying to factor the size of the opportunity, market conditions that control comparables, and goodwill associated with customer connections, team experience,” and more.

Find the Best Fit to Get the Sale Price of Your Small Business

Which method should you put to use if and when you need to estimate the value of your company? “I always recommend that every business owner try every method described, and move forward with the one showing the best results for them,” Zwilling shares. “Obviously, the three approaches are not additive, but it’s certainly fair to pick the high points of each as they apply to your case, and weave the best justification you can for the number you pick.”

On the other hand, Curtis Kroeker, president of marketplace verticals for Washington, D.C.’s CoStar Group Inc., which operates sites such as BizBuySell.com and BizQuest.com, suggests a particular market approach—the multiple-valuation method—is likely to be the most useful one for small business owners.

After all, he says, “even in a more sophisticated valuation, an appraiser or business broker will take multiples into account—although that’s just one of the things they’ll consider, as they’ll base their final estimate on more specific details [after] working with the seller to determine what is the real cash flow of the business.”

As for why he doesn’t recommend going with, say, the asset approach, Kroeker says that it’s used “more for businesses that aren’t going to be on-going concerns. If the business is going to be an on-going concern, this approach will give you a very conservative value.”

B2B CFO®

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