I perform about four to five small business valuations a week and understand the challenges of this process. Let’s explore this in detail.

Lack of Uniform Accounting. Publicly traded companies are required by SEC law to conform with generally accepted accounting principles (GAAP) and some degree of industry-specific accounting practices. Publicly traded companies also get scrutinized with annual audits. When valuing small businesses, the accounting rules may vary and one has to constantly assess the assumptions being made on the financial statements.
Financial Statements Prepared For Taxes. It’s quite common for small business owners to inflate certain expenses to pay less on their taxes. It’s the American way and most small business owners only pay for a certified public accountant to minimize their tax exposure. The way financials are prepared for taxes may not reflect the true financials and these phantom expenses need to be adjusted on the income statement.
Profit Fluctuations. Because small businesses are not usually managed by financial professionals, it’s common to see a great deal of revenue and profit fluctuations from year to year. The business valuation must smooth out all of the excessive patterns.
Overemphasizing the Profit & Loss (P&L) Statement. Typically, a small business owner will send me their P&L Statements when requesting a valuation and I know from experience that this is the financial document best understood by most small business owners. Becoming financially intelligent means learning how to understand the balance sheet and the statement of cash flows.
Lack of Data. Compared to doing a valuation on a publicly traded company, its much more difficult to get the data needed to do a valuation on a small business. Even when data can be found, it can be very confusing without a lack of uniform accounting standards to make sense of the data. I pay thousands a year in subscriptions for data on small businesses and this is reason enough for a business owner to seek someone experienced to do their small business valuation.
Lack of Stock Returns. When a small business does not have any stock returns (and most small businesses don’t), its much more difficult to calculate risk factors using beta and CAPM.
Owner Wage Adjustments. Small business owners typically overpay or underpay for their own salaries. To value a small business properly, the general and administrative expenses must be adjusted to reflect the market salaries. For a small business owner that underpays themselves, this would increase the expenses, decrease the net profit, and decrease the valuation of the business.
Key Employees. Small businesses may highly depend on key employees and we need to adjust the future revenue projections downward to account for the loss of a key employee. Buyers should protect themselves with earn-out clauses (require the current owner to stay on for 12 months) and/or non-compete clauses.
Liquidity Discounts. A small business should probably be discounted for illiquidity. In contrast to publicly traded companies that remain fairly liquid in open markets, a small business will typically have to go through a business broker that will charge a commission for their services.
Premium for Majority Stake. A majority stake sale means that over 50% equity of a business has been sold and this can add up to 30% in additional value to a newly acquired business.
Balance Sheet Adjustments. Its also common for small business owners to dwindle their cash in anticipation of a sale or to report higher-than-actual account receivables. When an owner plans to sell their business, they will usually reduce spending on capital expenditures and leasehold improvements necessary for future growth and focus on improving the short-term net profits.
Growth Rate Assumptions. The growth rate of a small business highly affects the EV/EBITDA multiples used to value the business. Have the financials been manipulated to improve the growth rates so that a seller can significantly improve their valuation? For example, maybe the seller has borrowed liberally in the last 12 months to improve the business revenues. Can you read the balance sheet with enough proficiency to understand whats going on?
If you ever purchase a small business, you’d want to work with someone with a high financial IQ who also has a willingness to coach you. As Warren Buffet believes, its hardest to manipulate the statement of cash flows. For example, the statement of cash flows will tell you if capital expenditure investments have been lower in the last twelve months compared to historical averages, and this may alert you that the net profits are inflated.
This Zempower blog focuses on increasing your Financial IQ. Mr. Taniguchi works with businesses to provide merchant cash advance loans within five to seven days based on credit card revenue receipts. He holds the position of Chief Financial Officer with several companies and also does bookkeeping, corporate valuations, financial consulting, and prepares merger & acquisitions packages for other businesses on the side. If you’d like to get updated blogs, please “Like” facebook.com/zempower.