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Description

SME and Small Business Valuation: Normalising Accounts, Valuing Goodwill and Selling

Valuing a small business where the owner, the client base and the lease account for most of the value

  • 2 days — 14 h
  • In-person or virtual
  • Expert
  • Up to 6 participants

In a small business, value rests on very little: an owner-manager who does everything, a handful of loyal clients, a well-located lease and profitability blurred by remuneration choices and shareholder current accounts. Confusion between selling the shares and selling the business as a going concern also distorts the discussion from the outset.

These two days address that specific case. Unlike the valuation of a structured company, participants neutralise the owner's personal choices, measure the dependence of the activity, distinguish between the value of the shares and the value of the business and its intangible elements, then link the resulting range to the buyer's financing capacity.

Learning objectives

  • Normalise the accounts of a small entity to neutralise the owner's personal choices
  • Measure the dependence of the activity on the owner and on a few clients
  • Distinguish the value of the shares from the value of the business as a going concern
  • Value the intangible elements attached to the client base and the lease
  • Compare standard methods to arrive at a negotiation range
  • Link the value retained to the buyer's financing capacity

What makes this programme different

The accounts of a small business are normalised line by line during the session
The value of the shares and the value of the business are calculated on the same case file
Acquisition financing is tested to confirm that the intended price holds

Programme

1Diagnosing a Small Business

Identifying what keeps the activity running

  • Role of the owner in operations and in client relationships
  • Client concentration and contract duration
  • Quality of the lease, the location and the equipment
  • Employment and tax fragilities to be flagged

2Normalisation and Earnings Capacity

Extracting real profitability from the accounts

  • Neutralising the owner's remuneration and benefits
  • Treatment of shareholder current accounts and personal expenses
  • Adjusting rent where the premises belong to the owner
  • Determining a recurring result a buyer can reproduce

3Valuing the Business as a Going Concern

Valuing what is actually being sold

  • Distinction between a share sale and a sale of the business as a going concern
  • Intangible elements such as client base, trade name and leasehold rights
  • Value of tangible assets and inventory
  • Standard market methods and the precautions they require

4Range, Financing and Negotiation

Reaching a price that can be financed

  • Comparing methods and building the valuation range
  • The buyer's repayment capacity and the equity required
  • Price arrangements such as staged payments and adjustment clauses
  • The seller's argument and the buyer's objections

Who is it for

Accountants and business transfer advisers, along with selling owners, buyers and relationship managers supporting small businesses.

Prerequisites

Ability to read the annual accounts of a small business.

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.