Working out
the value of your business is important when selling your business,
as it can help you decide on the selling price. Here are some suggested steps
to help you through the process. They measure on both the intrinsic and implicit value.
1. Prepare your business information
You’ll need a
range of business information to value your business properly. If you need help
with preparing your documents and can’t afford a professional, consider asking
friends or family with bookkeeping or business experience.
Buyers/Investors
may ask if they can value your business independently, so it’s a good idea to
have your business documents organised and up to date (it makes a good
impression too!).
Below is a
guide to the type of information you’ll need.
Finances and assets
Your financial statements (for the last 5 years if
possible) – such as cash flow statements, debts, annual turnover, and profit
and loss statements
Details of physical assets – such as machinery, buildings,
equipment, and stock
Details of other assets – such as goodwill towards the
business and intellectual property (any designs or ideas that you have
protected through copyright)
Legal information
Legal documents – such as leases and insurance
policies
Registration papers – such as business name
certificates, registration papers, licenses,
permits, and any other papers that demonstrate you comply with government
requirements
Business profile, procedures and plans
Market conditions – such as details of competitors,
and how your business compares to them.
Sales information – such as reports and forecasts
Business history – such as start date, ownership
changes, and location changes
Business procedure
documentation –
such as marketing, staff roster and customer service procedures
Business plans –
such as marketing, emergency management and growth plans
Other details – such as opening hours and whether the
business premises are owned or leased
Staff, supplier and customer information
Employee details – such as job descriptions,
skills and experience, work history, performance reviews, and pay rates
Supplier details – such as supply agreements and
supply prices
Customer details – such as customer numbers,
customer profiles and direct marketing activities
2. Decide whether to get professional advice
If you can
afford to, consider getting professional advice on how to value your business
through your accountant, a business advisor or a business broker.
These
professionals can help you analyse your business finances, find trends within your industry's market, and help you work
out a value for your business. They can also help you calculate the goodwill
value of your business and estimate your business' future profit.
An advantage
of using a professional is that they may have clients who would be interested
in buying your business, saving you the cost and hassle of advertising.
3. Choose a valuation method
Below are some
common methods of working out the value of a business - this list is not
exhaustive. If you engage a professional, they can help you decide which method
is best for your business and explain any industry specific
methods relevant to your business.
Keep in mind
that there is no one set method, and a combination of methods can be used to
arrive at your desired sale value. You may also need to negotiate the method of
valuation with the buyer or the financier.
A. Look at current marketplace value and your
industry
How you value
your business can depend heavily on the industry you're in, and the current
marketplace value of similar businesses within that industry.
Industries
usually come up with their own rules and formulas to value a business, so it's
a good idea to conduct research to gain a good understanding of your industry
before you sell your business.
B. Use the return on investment method to
calculate value
The return on
investment (ROI) method uses your business' net profit to work out the value of
your business.
To get your ROI, divide the net
profit (before owner's salary) by the selling price:
ROI = (net annual profit/ selling
price) x 100
For example,
you have a selling price of $200 000 in mind, but want to test your ROI based
on that price. You calculate that your business' net profit was $50 000 for the
past year.
To work
out the ROI, you use the formula:
ROI = (50
000/200 000) x 100
In this case,
your ROI is 25%.
If you have an ROI in mind, you
can use it to calculate the price for your business:
Selling price = (net annual profit / ROI) x 100
For example,
if you were looking for a ROI of at least 50% for the sale of your business,
and your business' net profit for the past year was $100 000, you can work
out the minimum selling price you should set.
Selling price
= (100 000/50) x 100
In this case,
to achieve a ROI of at least 50%, you'll need to sell your business for at
least $200 000.
C. Use your business' assets to calculate
value
When
calculating your business' asset value, it's important to include both tangible
and intangible assets of your business. Tangible assets are physical things you
can touch such as tools, equipment, and property. Intangible assets are things
that can't be touched but are still valuable such as intellectual property,
brands and business goodwill.
After you've
calculated the total asset value of your business, you can then use this value
as an indication for how much you would like to sell your business for.
As assessing
your business' assets value can be a complicated process, it's a good idea to
talk to your business advisor or accountant for help.
What is business goodwill?
Business
goodwill is an asset that is much harder to value, as it does not have a
determined market price. Goodwill can include:
- customer loyalty and relations
- brand recognition
- staff performance
- customer lists
- reputation & approach of your business
- Business operation procedures
- Access to markets
- Strategy
Calculating
goodwill can be a complicated process, and different methods will give
different results. Using different methods of calculation can give you an
indication of the price range you would like to set for your business goodwill,
and ultimately the value is what the marketplace or buyer is willing to pay.
Because it's
difficult to calculate goodwill, it's a good idea consult a professional such
as your accountant.
Take depreciation into account
If you use
your business assets to calculate value, remember to take depreciation into
account. Depreciation is the loss of value for your assets over time. For
example, you may have purchased a computer for your business three years ago
for $1000. When calculating your business' asset value, the value of the computer
will no longer be $1000 as it was when you purchased it.
Talk to your
accountant if you're unsure about how to work out depreciation of your business
assets.
D. Find out the cost of creating your business
from scratch
The cost of
creating your business from scratch can be used as a benchmark for valuing your
business. This is the estimated cost to build a similar business in your
industry from scratch within the current market. To calculate the cost, you'll
need to include all costs related to starting from scratch, including the costs
of:
- buying stock
- buying equipment and tools
- getting licenses and permits
- recruiting, training and employing staff
- developing products
- marketing and promotion
- buying or leasing premises
- Setting up an online presence etc.
E. Estimate the future profit of your business
For a buyer,
the biggest value of your business will come from future profits generated. As
a seller, you're more likely to sell at a higher price if you can show through
your financial statements that your business is likely to be profitable in the
future.
This helps
give a prospective buyer an idea of the returns they may expect from your
business in the future.
You can
estimate the future profit of your business by looking at any trends in your
business finances from past years. You can also investigate the trends of
similar businesses in your industry to see how your business compares and how
the market is going. This information may be useful when negotiating the final
selling price of your business.
What to do...
Talk to your
business advisor, solicitor, accountant or business broker for personalised
assistance and advice on valuing your business.
Check out our advice &
support page
for links to business advice, support and counselling services.
Learn more
about financial reporting in our business
finances topic.
Interested in
more business valuation advice? Follow us on Twitter @gbshconsult
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