Скачать или смотреть Valuation Firm Success: How To Stand Out Against National Competitors

In this insightful presentation, valuation expert Robert Zahner reveals the two-pronged strategy that helps boutique valuation firms successfully compete against larger national competitors.
Zahner begins by explaining the first critical differentiator: establishing unquestionable credentials and expertise. His firm has developed deep specialization across multiple valuation contexts including gift and estate planning, financial reporting, divorce proceedings, and emerging industries like cannabis. This expertise isn't just theoretical—one partner co-authored the industry's first book on cannabis valuation, and team members regularly serve as expert witnesses in high-stakes court cases.
"When clients compare firms, they're looking for specialists who have faced similar challenges before," Zahner explains. "Our team's comprehensive credentials—ASA, CFA, CPA, ABV—combined with our extensive case experience creates an infrastructure that many competitors simply can't match."
The second level of differentiation, according to Zahner, is where truly exceptional firms pull ahead. Once competence is established, success depends on connecting expertise directly to each client's unique circumstances. Valuation isn't purely a financial exercise—it involves navigating complex emotional dynamics, especially in scenarios like business divorces, partnership disputes, or family estate planning.
"Technical expertise is the foundation, but understanding the human element is what delivers exceptional results," Zahner emphasizes. "Our intentional focus on both the financial metrics and the personal context creates a superior client experience that national firms struggle to replicate."
For valuation professionals looking to differentiate their services, Zahner's approach offers a clear roadmap: build deep technical expertise first, then develop the interpersonal skills to apply that expertise in emotionally complex situations. This combination creates a compelling competitive advantage against even the most recognized national firms.