Ways on Pricing a Business

When done properly, purchasing or selling a business can be a rewarding and fulfilling decision. There are different ways for you to do these two tasks but they both share a common issue - determining the right business selling price. It usually takes experience and skills to properly price a business.

Pricing a business for sale

When you decide to buy or sell a business, coming up with the price is one of the first tasks that you will encounter and is also among the hardest phases in the process. The truth is that there is no best way to price a business. In most cases, the final selling price depends on the seller's determination to sell and the buyer's willingness to buy the business. However, there are standard methods used in pricing a business for sale.

The market-based valuation is the first method used in pricing a business. Compared to other methods, this is probably the simplest one. Basically, the business selling price must have the same price with similar businesses that have been sold within the industry around the same area. This approach, however, does not consider the unique features of a certain company. In a manner of saying, it is a "quick and dirty" way of pricing a business for sale.

The next method in determining the business selling price called asset-based valuation. This method bases its calculations on the liquidation and book values of a particular company. This method determines the sale price of a business based on the bare minimum value, as the other important aspects, such as the customer base and brand name, are completely unaccounted for.

The last and most extensive type of business pricing method is called the earnings-based valuation. Considering the account historical, present, and future revenues and cash flows, this type of valuation calculates the business selling price most accurately, especially when used with the second valuation method.

The business selling price

Even if the three methods mentioned above give accurate results, the actual business selling price can still fluctuate depending on a number of factors that can be easily quantified. When the price you set is too high, it can discourage prospective buyers and may stain the business' reputation if it stays in market for a long period of time. On the other hand, you may also lose a large amount of money if you put a business on sale for a very low amount.

The intangible value of businesses is the main reason why a business selling price fluctuates. For example, an entrepreneur sells a reputed online company with a few 'hard assets'. If he disregards the value of those intangible assets, the price would significantly decrease and it would be a disastrous mistake on his end. Note that in a lot of cases, the value of intangible assets can cover up to 95 percent of the final selling price.

Other than the challenging assessment of intangible assets, another important factor in making business decisions is not letting your emotions get in the way. You may think that buying a reputed bakery franchise is a smart financial move, but are you sure you are ready to begin operations at 3 in the morning?

The same warning goes to sellers who are pricing a business for sale. It is normal to feel emotionally attached to a company that you once owned, but be professional enough not to show any emotion when discussing a business selling price. Remember that you should avoid over or under valuation of your company. Knowing the different ways of how to determine business sale prices, do you now agree that it is not such a difficult task after all?