The list of reasons why the services of a business valuation professional are needed by his/her client does not change. Our clients retire, endure divorce, pass away unexpectedly, sell, merge, refinance, plan for retirement, plan to beat the tax collector, and other reasons which seem to be the same today as what they were last year.
What does change are factors that impact the timing and often the motivation for our clients to call for our services? An expected diagnosis from the doctor or a certified letter from our spouse’s divorce attorney may speed up the need for the valuation. When that unexpected turn of events happens, will a possible prospect find us?
To many of us, marketing of who we are and what we do can be equated to a sharp stick in the eye. Technical proficiency in business valuation can be learned, taught, and sometimes caught but the soft skills of selling/marketing is a task that many of us don’t take seriously enough. Those valuation professionals who are true professionals have learned that marketing is like other professions in the fact that marketing should become part of a daily routine. Professional sports stars don’t just show up the game and strap on the equipment and begin to play. No, there are hours spent in the batting cage, on the free-throw line, or on the driving range that we as spectators don’t see daily.
Marketing should be seen with the same focus that it takes effort every day not just in a frenetic exercise when the deal pipeline drops to a slow trickle.
Recommended Reading
- What Does the Business Appraisal Process Look Like?
- Selection of Capitalization Rates—Revisited
- What Do the Financials Actually Tell Us?
- What Does a Business Appraisal Cost?
- When is the Use of a Weighted Average Cost of Capital Appropriate?
- In Support of Unsupportable Rates
- Unlocking Hidden Income and Assets
- Updated Levels of Value Chart
- Describing the Specific Risk Premium
Recommended Resources
- Valuation Practice Advice: Turn the Practice You Have Into the Practice You Want!
- Business Valuation for Marital Dissolution
- Market Data for Pricing a Business
- Review a Reviewed Demo Report
Recommended Courses
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