Almost nine out of every ten accounting practices report that clients now expect business valuation services as part of their advisory services. One valuation mistake can damage client relationships and tarnish a professional's reputation for years.

This guide outlines the essential framework and practical business valuation checklist that Australian accountants need to deliver confident valuations while meeting CPD requirements and building sustainable advisory revenue.

The Growing Demand for Business Valuation Services

Business valuation is now a necessary component of Australian accounting procedures. Recent market analysis shows strong growth in Small and Medium-sized Enterprise (SME) valuations, driven by baby boomer business owners planning succession and increased M&A activity across industries.

Consider this scenario: A successful accounting firm in Brisbane lost a long-term client to a competitor who offered business valuation services during a family succession discussion. The client needed a valuation for estate planning purposes, but the firm had to refer them elsewhere. Six months later, the new advisor had taken over the client's entire accounting relationship, worth $25,000 annually in recurring fees.

The lesson isn't that every accountant needs to become a valuation specialist overnight. It's that understanding valuation fundamentals and knowing when to engage specialists can protect client relationships while opening new revenue streams. Australian accounting professionals bound by CPA Australia and Chartered Accountants ANZ standards have clear obligations to maintain professional competence, and that responsibility now extends into advisory services like business valuation.

 

The Three Pillars Every Valuation Must Include

Effective business valuation for accounting firms comes down to three fundamental approaches, each addressing different perspectives on business worth that courts, buyers, and regulators expect to see.

Pillar 1: Income Approach 

The income approach focuses on the business's ability to generate future cash flows, typically using discounted cash flow models or capitalisation of earnings methods. For accounting firms, this means:

• Project realistic cash flows based on historical performance and market conditions

• Apply appropriate discount rates reflecting the company's specific risk profile

• Consider industry-specific factors affecting future earnings potential

Pillar 2: Market Approach 

The market approach compares the business to similar companies through recent transactions or public company multiples:

• Research comparable business sales in similar industries and locations

• Adjust for differences in size, profitability, and growth prospects

• Document why certain transactions are relevant or excluded from the analysis

Pillar 3: Asset Approach 

The asset approach examines tangible and intangible assets minus liabilities at fair market value:

• Assess machinery, equipment, and real estate at current market values

• Evaluate intangible assets like customer relationships, brand value, and intellectual property

• Consider liquidation versus going-concern scenarios

Professional valuation standards, including those outlined by the Australian Property Institute and CPA Australia guidelines, emphasise using multiple approaches to arrive at well-supported conclusions. This triangulation method strengthens your valuation while providing clients with confidence in your professional judgment and contributing valuable hours toward your CPD requirements.

For deeper insights into Valuations, consider specialised CPD courses such as the Firm Valuation and ROE Analysis. 

The Hidden Trap: When Market Data Misleads

One of the most persistent challenges in business valuation is the misconception that recent transaction prices automatically reflect true market value. Many accountants fall into this trap, particularly when clients point to competitor sales as justification for their valuation expectations.

Transaction prices can be influenced by numerous factors beyond intrinsic business value:

• Buyer motivations (strategic versus financial buyers)

• Market timing and economic conditions

• Deal structure and financing arrangements

• Specific synergies unique to the transaction

• Seller circumstances and negotiation leverage

The solution lies in developing a systematic approach to market data analysis that forms the foundation of your business valuation checklist in Australia. This means verifying comparability factors, adjusting for market conditions, and documenting why certain transactions are relevant while others are excluded.

Australian Regulatory Framework You Must Navigate

Business valuation in Australia operates within a unique regulatory environment that significantly impacts methodology and reporting requirements. Understanding these frameworks isn't just about compliance—it's about protecting your professional standing and providing clients with defensible valuations.

Key Regulatory Bodies and Standards

The Australian Securities and Investments Commission (ASIC) provides specific guidance for valuations related to takeovers and schemes of arrangement. The Australian Accounting Standards Board (AASB) sets requirements for fair value measurements under AASB 13. Additionally, Family Law Act provisions create specific requirements for matrimonial property settlements involving business interests.

The Franking Credit Complexity

Australian accountants must navigate franking credits when valuing companies, as these tax benefits can significantly impact value for Australian shareholders. The treatment depends on specific circumstances, including the buyer's ability to utilise these benefits and the company's franking account balance. This consideration is unique to the Australian market and requires careful analysis and documentation.

Your Business Valuation Checklist Australia Must Include:

• Regulatory compliance verification - Ensure adherence to relevant ASIC, AASB, and professional body requirements for the business valuation checklist Australia standards

• Franking credit analysis - Assess the impact on dividend-paying companies and document treatment methodology

• Tax implications assessment - Consider CGT implications, small business concessions, and restructuring opportunities

• Professional indemnity considerations - Verify appropriate insurance coverage for valuation engagements

• Peer review requirements - Implement quality assurance processes consistent with professional standards

• CPD documentation - Record valuation work as qualifying CPD hours for professional development requirements

Building Your Valuation Expertise Through CPD

Developing business valuation expertise requires ongoing investment in technical knowledge and practical application. The field continues evolving with new methodologies, regulatory changes, and market developments that impact valuation approaches.

Meeting Professional Development Requirements

CPA Australia members must complete a minimum of 120 CPD hours over three years, with at least 20 hours annually. Specialised valuation training represents an excellent investment for meeting these requirements while building practical skills that directly benefit your practice and clients.

To stay competitive and meet evolving client expectations, accounting professionals need access to relevant and up-to-date learning resources. LearnFormula provides CPD packages tailored to Australian accountants, with courses covering areas such as business valuation, ethics, and emerging topics like crypto accounting. Whether you're upskilling for new client demands or meeting annual CPD requirements, our platform provides resources and continuing education opportunities that contribute to the minimum 120 CPD hours required over three years for professional membership.

The Strategic Approach to Capability Building

Australian accountants who position themselves as trusted valuation advisors create significant value for clients while building sustainable practice revenue streams. This positioning transforms valuation from a one-off service into an ongoing advisory relationship.

Consider implementing a structured development approach:

Start with foundational training in valuation methodologies and Australian regulatory requirements. Progress to practical experience under supervision, working on increasingly complex engagements. Build relationships with valuation specialists for peer consultation and referrals of complex cases.

Conclusion 

Business valuation expertise isn't built overnight, but you can begin developing these capabilities immediately. The fundamentals outlined here address the most common valuation scenarios Australian accounting firms encounter and can be implemented without major disruption to your current operations.

Begin by reviewing your current client base for valuation opportunities this week. Identify clients approaching retirement, considering business sales, or needing valuations for estate planning. Start building your business valuation checklist Australia framework next month, focusing on the three-pillar approach and regulatory compliance requirements.

Remember: in business valuation, systematic methodology today beats perfect knowledge someday. Your clients trust you with their most important financial decisions. That being said, with LearnFormula's CPD for Accountants in Australia and New Zealand, you can position yourself for sustainable growth in the expanding advisory services market and, for a limited time, receive 15% off using the promo code JULY-25.