In today’s fast-paced and highly competitive marketplace, business valuation professionals are operating in an increasingly crowded field. With more firms and solo practitioners offering appraisal services than ever before, clients have plenty of options, along with high expectations regarding reliability, turnaround time, and pricing.
The growth in demand for business valuations, driven by multiple purposes such as purchase and sale, litigation support, estate planning, and financing, has attracted professionals from various backgrounds. Accountants, consultants, brokers, and even software platforms are vying for a piece of the valuation pie. This proliferation has inevitably driven competition, not only in terms of volume but also in specialization and perceived value.
As with many professional services, some buyers make their choice based primarily on price. This strategy can be risky for clients. A low-cost provider may cut corners, rely too heavily on templates, or lack the experience and accreditation necessary to appraise businesses effectively. This could easily result in unsupported or even misleading conclusions. Inaccurate valuations can lead to legal, financial, and reputational consequences for appraisers.
Automated tools and AI-based valuation platforms have entered the scene, offering quick and cheap alternatives. While these tools may suffice for informal or early-stage valuations, they cannot replicate the insight and judgment of a trained professional, especially when the stakes are high.
Fee pricing will always be a principal factor in a client’s decision-making process. To most buyers and sellers, valuation work is a discretionary expense, and they will have a tough time paying extra when there are alternatives out there.
To thrive in this competitive market, certified valuation professionals must emphasize the added value they bring to the table, such as high-quality credentials and experience, excellent communication skills, tailored services, timely deliverables, and post-report consulting.
In a competitive business valuation market, it is not enough to do the bare minimum to complete the work. Appraisers should educate clients, demonstrate their value, and differentiate through quality, transparency, and service. The market may be crowded, but there’s always room for expertise that consistently delivers meaningful, supportable results.