Valuing Customer Relationships

About the Course: Valuing customer relationships is crucial in performing intangible asset apportionment. This highly informative session discusses a variety of factors that impact the quality, predictability, sustainability and potential of customer assets. This webinar provides an in-depth review–and select accompanying examples–of the following core methodologies for determining the value of customer relationships: Multi-Period Excess Earnings Model Distributor Method With-and-Without Method Differential Cash Flow Key insight regarding the pros, cons and instances of best use of the above methodologies was provided. The following are among the issues discussed during this webinar: Determining customer life Accounting for backlogs, deferred revenue, and inventory step-ups Accounting for customer attrition and net customer gains Valuing customers in companies with network effects Assessing when customer relationships can have a negative value Determining contributory asset charges The sequencing of apportionment Determining whether or not to tax affect expenses when performing the cost method of customer relationship valuation Course Leader: PJ Patel, Managing Director, Valuation Research Corporation Mr. Patel specializes in business valuations as well as valuations of intangible assets including in-process R & D, software, trademarks, patents and copyrights. He has completed major engagements in the following industries: life sciences, consumer brands, and software. Prior to joining Valuation Research, Mr. Patel held the position of director, financial consulting, with Marshall & Stevens Inc. In this capacity, he valued public and private companies for financing purposes, tax and financial reporting, sales-leasebacks, litigation support, bankruptcy, and fairness and solvency opinions. Mr. Patel holds the designations of chartered financial analyst (CFA) and accredited senior appraiser (ASA). In addition, he holds a bachelor of science degree from the University of Toronto, and a master of business administration degree from Canisius College.
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