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Welcome. Business Valuations. Agenda. Why do your clients need valuation advice? How do you value a business? New on-line valuations tools Case study - valuing an SME business Client applications and firm benefits. Some SME Market Statistics.

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Business Valuations



  • Why do your clients need valuation advice?

  • How do you value a business?

  • New on-line valuations tools

  • Case study - valuing an SME business

  • Client applications and firm benefits

Some sme market statistics

Some SME Market Statistics

  • Estimated that the wealth of family businesses in Australia is A$3.6 trillion

  • Average age of a small business owner is 56

  • 20% of proprietors are over the normal retirement age of 65

  • 11% are over the age of 70

  • 44% will sell within 10 years

  • More and more business will come on the market

  • 50% business owners expect sale of business to fund their retirement

Client need

Client Need

  • Transition in baby boomer business wealth is creating massive demand for accurate valuations

Client example family succession

Client ExampleFamily succession

Neil and Jacquie own a chain of successful car dealerships, which are managed by Neil and their son Cameron, who has been groomed to one day take full ownership.

Neil and Jacquie have completed their family business succession plan to protect both the interest of Cameron and Clair, their daughter upon handover. The will pass full ownership to Cameron on the understanding that he will source an independent valuation of the business to establish a fair market price for Clair’s 50% share.

Client example selling equity to staff

Client ExampleSelling equity to staff

Steve and Sharon’s business succession plan includes selling equity to Adam, a long-term trusted employee.

Steve and Adam agreed that Adam is required to grow profit and value before he can exercise his option to buy shares in the business. They have agreed to have the business valued today and any future increase in growth will be shared equally.

The legal documents used by Steve, Sharon and Adam through the transition process include employment and incentive, option, share sale, shareholder and buy/sell agreements.

How do you value a business

How do you value a business?


A breakthrough…

The calculator

3 common methods for valuing a business

The Calculator

  • Net asset backing

    • Primary production

  • Net present value or discounted cash flow

    • Future profit streams

  • Capitalisation of profits

    • Most common method for small to medium enterprises

Capitalisation of profit

Capitalisation of Profit

How do you determine the profit multiplier?

Valuation risk

Valuation Risk

  • Under or overstatement of value could be catastrophic for your clients

  • Previously a sound method to determine profit multiple has not existed

  • Extremely high risk for advisers if they get it wrong

Valuations tool

Valuations Tool

Business Capitalisation Rate Calculator

The calculator1

The Calculator

The Calculator

  • An on-line Tool to determine the profit multiple when valuing a business

  • Applies when valuing a business using the capitalisation of profit methodology

  • Methodology: business must generate sufficient profits after tax to return investment funds to an owner/investor over a defined term

The calculator2

The Calculator

  • Formulated on a scientific calculation that determines the profit multiple when valuing a business

  • Based on a business’s financial indicators as well as it’s non financial value drivers

  • Applies to any business, in any industry at a given point in time

Case study

Case Study

Valuing an SME business

Sme wholesaler prams

SME – Wholesaler (Prams)

  • Two equal shareholders - Ages 56 & 58

  • 6 staff (ex owners)

    • Two are children of owners

  • Metropolitan Location

  • Established > 10 years

  • Sales growing by > 10% pa

  • Industry outlook – strong

  • Financial Management – OK

  • Business Management - OK

Background information

Background information

Transition Goals

Business income


Smooth transition

EBIT (11.2%)


Not ready to retire, wanting a staged exit

Business valuation


Initial Transition Event

Principals selling 30% (3 x 10%)

Transition Activities

Remuneration of CO’s

$220k x 2

Grant option to buy June 06, exercise July 07

Remuneration of FO’s

$72k Ave

Grow income to $4.2m, improve profit to 12.5%

Average of CO’s

56 & 58

Performance bonus entitlement $20K

Age of FO’s


Parties agree to share growth in value equally

5 inputs

5 Inputs

  • Profit

  • Free Cash Flow Factor

  • Cost of Funds

  • Indicative Tax Rate

  • Investment Payback Term

Valuations tool1

Valuations Tool

Business Value Gap Calculator

Value gap analysis

Value Gap Analysis

  • Current business value?

  • Business value needed at sale?

  • Value gap?

  • Period before you can afford to sell?

  • Profit target?

  • Growth strategies?

Client example value gap

Client ExampleValue Gap

Danielle and Brad want to sell their newsagency in 3 years.

Their projected retirement assets require a business value of $800,000. Their business is currently valued at $500,000 based on a net profit on $125,000. Their concern is the difference in value.

Danielle’s and Brad Value Gap is $300,000. They need to increase their profit to $200,000 ($75k increase). They have identified that by selling stationery to their sons primary school they can increase sales and profit.

Applications and firm benefits

Applications and Firm Benefits






  • Buyers - Am I paying to much?

  • Sellers - is what I want what I’ll get?

  • Relationship breakdowns

  • Ownership changes or disputes

  • Succession and estate planning

  • Insurance and Finance

  • Settlements

Legal agreements

Legal Agreements

  • Specific clauses

    • Can replace expert valuation

  • Legal documents and agreements

    • Option

    • Share sale

    • Shareholder

    • Buy/sell

  • Deceased estates

Practice example protect your high value clients

Practice ExampleProtect your high value clients

Allen is an accountant with annual practice fees of $600K. He has commenced his firm’s succession planning process by segmenting his client base. Allen’s largest business client represents 10% of his annual fee income. The client is a family business with the son likely to take control of the business when his parents retire. This is expected to happen within the next 2 years.

The concern for Allen is his lack of control over his client’s generational succession.

In particular, Allen does not have a strong advisory relationship with his client’s son. In fact the son goes to a competitor for professional advice. Allen faces a potential loss in business value if the client changes business advisers.

Adviser benefits

Adviser benefits

  • Enhance service offering

  • Retain clients

  • Attract new clients

  • Introduce new services

  • Grow income, value and profits

How we work with advisers

How we work with advisers



2 options

2 Options

  • Option 1

    • Web based training $495 (incl. GST)

    • Transaction fee $990 per application or subscribe (lower costs per application)

  • Option 2

    • Outsource valuation work to Bstar

Adviser kit

Adviser Kit

  • Professional services information sheet

  • Launch press release

  • Flyers

  • CD ROM

  • E case studies



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