Takeaways from the ASA Beyond Valuation conference

BVWireIssue #261-2
June 12, 2024

practice management and growth
ASA, business valuation profession, conference, practice management

For the second year, the ASA held its “Beyond Valuation” conference, which is designed to help valuation experts develop their careers. Bill Johnston of Empire Valuation Consultants chaired the half-day event. BVWire attended the event, and here are a few takeaways (there will be full coverage in the July issue of Business Valuation Update):

  • Visuals enhance a valuation expert’s testimony in court, but why not use the same technique when pitching your services to a client prospect?
  • Don’t be afraid to question the status quo—feel free to change your ways of analysis or methodology if the old ways are no longer appropriate;
  • Update your CV every six months—add new engagement types, writings, speaking engagements, etc.;
  • Expect failure—if you have a success rate of 60% to 70%, you’re doing good;
  • Remote workers should show up at the office more than the firm’s policy states, especially if others are doing that;
  • Don’t accept an engagement if it’s out of your wheelhouse; and
  • Read the book, Selling the Invisible, by Harry Beckwith, because valuation experts are not selling a service—they are “selling themselves.”

If you missed the conference, the ASA will make recordings available.

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