Quality of earnings
Consistency, margins, adjustments, working capital and the evidence supporting maintainable earnings.
Market readiness & value drivers
Understand what may shape the value of your business.
Have a confidential, commercially grounded appraisal discussion with Barry Western, National M&A Partner and leader of FINN’s official Western Australian branch.
01Confidential review
02Market perspective
03Value drivers
04Preparation priorities
More than a number
Value begins with transferable earnings and buyer confidence.
The question is not only what the business earns today. Buyers also assess how dependable, understandable and transferable those earnings appear.
An appraisal discussion considers financial performance alongside the commercial features that may increase or reduce buyer confidence. These can include recurring revenue, customer concentration, margins, management depth, owner dependence, systems, contracts, leases, assets, working capital requirements and realistic growth opportunities.
Market context matters too. The likely buyer pool, funding conditions, industry outlook and the level of preparation can all shape how an opportunity is received. A clear appraisal process separates supportable strengths from assumptions and helps an owner decide what to address before entering the market.
Barry’s role is to provide straightforward guidance about sale positioning and readiness. Where a formal valuation is required for legal, tax, finance or dispute purposes, the appropriate qualified specialist should be engaged.
What buyers may examine
Build a clearer picture of the business.
Transferability
Systems, team capability, owner involvement, contracts and how the business operates day to day.
Risk and opportunity
Customer concentration, competitive position, growth options and the resilience of demand.
A practical appraisal pathway
From information to action.
Clarify purpose
Sale planning, timing and desired outcome.
Gather information
Financial, operational and commercial facts.
Review earnings
Understand performance and adjustments.
Assess drivers
Consider transferability, strengths and dependencies.
Discuss the market
Buyer profile, positioning and current context.
Plan priorities
Decide what to strengthen and when to proceed.
Appraisal questions
Know what kind of assessment you need.
Is a business appraisal the same as a formal valuation?
Not necessarily. A sale appraisal is generally a market-focused discussion about likely buyer considerations and sale positioning. A formal valuation may be required for legal, tax, finance or dispute purposes and should be completed by an appropriately qualified valuer.
What information helps with an appraisal discussion?
Recent financial statements, current management accounts, information about owner remuneration, assets, staff, customers, suppliers, leases and operating systems can help build a clearer view.
What if I am not ready to sell?
That can be a useful time to begin. An early conversation may identify records, systems or commercial strengths worth developing before the business enters the market.