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What’s your AEC firm really worth? While it’s tempting to look at market multiples, the true value of your business lies in a much deeper story of risk, potential, and strategic fit. Misunderstanding this value can stop a great deal in its tracks.
In this episode of AEC Unscripted: M&A Edition, host Jeff Adams, Director of Mergers & Acquisitions at Stambaugh Ness, is joined by two leading valuation experts: Tracey Eaves, Managing Director of Transition Services at Zweig Group, and Becky Carlson, Director of Value Advisory at Stambaugh Ness.
Together, they pull back the curtain on the art and science of AEC firm valuation, revealing what buyers and sellers must understand to navigate a transaction successfully.
Listen to learn about:
- The critical difference between fair market value, strategic value, and final offer price.
- Why income-based approaches are far more important than book value for professional services firms.
- Common (and costly) misconceptions about EBITDA multiples, working capital, and deal terms.
- Practical steps you can take now to maximize your firm’s value for a future sale.
Accelerate your success in AEC. Book a meeting with us to discuss your M&A future.
🔔 Don't miss out! Subscribe to AEC Unscripted: M&A Edition on your favorite podcast platform. Let's explore the M&A landscape, unlock growth potential, and achieve deal success. Ready to dive deeper? Let's go! 🤝💰
Chapters
1. Intro & Welcome (00:00:00)
2. Meet the Valuation Experts: Becky Carlson & Tracey Eaves (00:01:12)
3. What is in a Business Valuation? (And Why It's Not on Your Balance Sheet) (00:06:06)
4. Why Get an Independent Valuation? (The "Valuing Your Baby" Problem) (00:08:55)
5. The 3 Core Valuation Methods (00:14:34)
6. Beyond the Multiples: The Trap of "5x EBITDA" (00:20:22)
7. Why You Can't Compare Multiples (The "Deal Terms" Secret) (00:22:47)
8. Fair Market vs. Strategic Value: Does the "Purpose" Change the Price? (00:25:40)
9. The Difference Between Value, Price, and a Final "Offer" (00:34:00)
10. Common (and Costly) Misconceptions in M&A (00:43:00)
11. Misconceptions: "I'm Going to the Beach Tomorrow" (00:44:46)
12. The "Gotcha" of Working Capital Explained (00:48:49)
13. Practical Steps to Maximize Your Firm's Value Today (00:52:42)
14. Conclusion and Final Thoughts (00:56:05)
12 episodes
