Thoughts, observations and insights

Negotiating the Price of a Small Business: Part 6

Part 6: Understanding price implications of financial metrics

This is Part 6 of a multipart blog series on negotiating the price of a small business. If you missed the previous post, read about understanding the price implications of industry fundamentals here

When it comes to valuing a small business, now is where things get a little more real, and more quantifiable. Indeed, the business model characteristics and industry factors discussed in Part 4 and Part 5, respectively, are primarily qualitative in nature and may go undiscussed altogether when it comes to buying or selling a small business.

 

Negotiating the Price of a Small Business: Part 5

Part 5: Understanding price implications of industry fundamentals

This is Part 5 of a multipart blog series on negotiating the price of a small business. If you missed the previous posts, click here.

Beyond the characteristics of the target company’s business model, there are certain “macro” industry fundamentals that small business buyers like to see. The presence (or absence) of these characteristics may influence negotiations and put pressure on price when it comes to buying or selling a small business.

 

Negotiating the Price of a Small Business: Part 4

Part 4: Understanding price implications of business model design

This is Part 4 of a multipart blog series on negotiating the price of a small business. If you missed the previous posts, click here.

Regardless of the control dynamics we discussed in Part 3, there are certain fundamental business model characteristics that buyers of small businesses tend to like, so they’ll be willing to pay a premium for them, relative to other comparable companies.

 

Client Testimonial: Dorian Cabral from IT Anywhere

We chatted to a recent user of EquityMaven to find out about their experience of our business valuation product. Here’s what they had to say.

Tell us who you are.

I’m Dorian Cabral, from IT Anywhere.

 

Negotiating the Price of a Small Business: Part 3

Part 3: Understanding price implications of deal structure

This is Part 3 of a multipart blog series on negotiating the price of a small private company. If you missed the previous post, click here.


As the expression goes, “there are many ways to skin a cat”. Nothing could be truer in deal structuring: there are innumerable ways to achieve desired outcomes, share risks and create the right incentives. That said, it’s impossible to “structure around” the most critical issue in any deal: control.

 

Negotiating the Price of a Small Business: Part 2

Part 2: Understanding key value drivers

This is Part 2 of a multipart blog series on negotiating the price of a small private company. If you missed the previous post, click here.

 

Even if the small business valuation work discussed in Part 1 leaves a buyer and seller with similar independent estimations of value, and they overlap enough to allow for an actual transaction (in negotiation, this overlap is called a zone of possible agreement, or ZOPA), each party still has an incentive to widen the gap between the perceived value and actual price.

 

Negotiating the Price of a Small Business: Part 1

Part 1: Agreeing on valuation techniques, assumptions and inputs

As discussed in our Value versus Price post, conducting a business valuation doesn’t necessarily yield the final price a company or asset is bought or sold for. Far from it – a valuation is usually just the starting point for a more involved (and subjective) price negotiation.

 

Business Valuations: Using Value Versus Price

Why are they almost never the same?


In business valuation, it’s important to distinguish between price and value because – while sometimes they’re seen as the same – in practice, they’re often quite different. This dynamic is especially true in valuing small private companies, where data is typically incomplete and opaque, and markets are illiquid and rife with information discrepancies.

 

Understanding Business Valuation: Why do we need it?

When we were developing EquityMaven back in 2018-19, we thought it was an interesting time in the world’s economy. Why? Well, the wealthiest generation in American history needed to pass down its riches (around $68 trillion to be precise*) – which is rather a lot of money to move around. Many Baby Boomers (those born between 1946 and 1964) were reaching either the end of their working careers – or the end of their lives.

 

Talking You Through the Company Valuation Process

How do you go about getting the true and fair market value of a business? Whether you’re buying or selling (or investing, insuring or advising!), valuing a company can be a complex and lengthy process, so here’s a more detailed explanation of how it all works. 

 

Valuation Methodologies: The Pros and Cons

When it comes to valuing a business, there are several methodologies you could use. Each methodology is different, with distinct advantages and disadvantages that may make them more suited to certain scenarios.

 

Understanding WACC: Let’s Break it Down

You may recall from our valuation methodology or time value of money blog posts that our primary valuation technique – the Discounted Cash Flow (DCF) method – relies on a Discount Rate. Although there are good reasons to use (or at least test!) other rates, the appropriate Discount Rate to use for a DCF is often the company’s weighted average cost of capital or “WACC”.

 

Challenges with Valuing Young Companies

Valuing young companies is a difficult task. Because a new company is early on in its lifecycle, it can be hard to project what it will be worth in future – especially when it has no established products or services yet. So, how do you go about valuing it accurately?

 

Enterprise Value vs. Equity Value: What’s the Difference?

When it comes to valuing a company, it’s crucial to understand the difference between equity value and enterprise value. At their simplest, the two concepts can be defined as follows:

 

Multiples Valuation Approach

Similarly sized and spec’d houses in the same neighbourhood should have similar asking prices, should they not? The multiples approach is a theory of valuation based on this same concept: that similar assets sell at similar prices. It assumes that a ratio comparing value to a firm-specific variable, like operating margins or cash flow, is the same across similar firms.