Did you know the different types of firms that exist in our industry?

I bet you do but it’s also easy to lose sight of some important distinctions.

Understanding the different stages of professional growth and operational complexity is crucial for you. As you seek to build your firm, expand your reach, and enhance your services, it’s essential to grasp the distinctions between managing a simple client list and running a fully-fledged enterprise. In our industry, there is a continuum that reflects the maturity and complexity of our work. This continuum moves from a “book of business” to a “practice,” then to a “business,” and finally to an “enterprise.” Recognizing these distinctions is vital.

In today’s post, we’ll explore each stage in simple terms and examine how each stage impacts valuation. By doing so, you can better strategize your growth, optimize your operations, and ultimately increase the value of your firm.

1. Book of Business

A “book of business” refers to the collection of clients that you personally serve. It’s the simplest form of operation, typically characterized by a one-person show where the sole professional acquires clients, manages relationships, offers services, and handles all client interactions directly.

Characteristics:

• Client Acquisition: You are the only one who acquires clients.
• Personal Client Relationships: Each client relationship is built and maintained personally by you.
• Service Provision: You provide all services in the firm, from onboarding to investment management to operations to reporting.
• Limited Scalability: Growth is limited by your personal capacity to take on new clients and service existing clients.

Impact on Valuation: Valuing a book of business is straightforward but often limited. The valuation primarily hinges on your ability to maintain client relationships and generate recurring revenue. Typical valuation metrics include a multiple of annual revenues or earnings, often ranging from 1 to 2 times annual revenue. The main risk is the dependency on you, making client retention uncertain if you exit.

Some of the numbers that I have shared in this post are broad numbers from a global perspective (rather what I have observed in the US industry and the developed world). As always, there are a lot of nuances involved in valuing a firm. An example, how important are you to the buying firm – What special skills do you bring to the table?

At least 50% of our industry falls in this category.

2. Practice

A “practice” signifies a more structured approach where everything is not dependent on you. It involves some delegation, often with a small team supporting various functions (for many it’s just operations).

Characteristics:

• Team Involvement: Support staff may assist with administrative tasks, client communication, and other functions.
• Process Implementation: Introduction of some standardized processes and systems to enhance efficiency.

Impact on Valuation: A practice’s valuation improves as it shows elements of scalability and sustainability beyond you. The practice can attract a higher valuation, typically 2 to 3 times annual revenue, reflecting the enhanced structure and reduced dependency on you. The presence of a team and processes suggests continuity, which is attractive to potential buyers or investors. About 25% or more fall into this category. When combined with the first group, this means that the majority of our industry (90%) can be classified under the Book of Business and Practice categories.

3. Business

A “business” in our industry is an operation with substantial organizational structure, distinct roles, and often multiple financial professionals working under a common brand. It is a full-fledged firm with various departments handling different aspects of the client service lifecycle.

Do not mistake this for 5 or 7 people coming together and sharing costs under a common brand. That is not a business.  Yes, you can call it a business if you want to, but this is not considered a business from a valuation perspective. This is simply a collection of books of businesses or practices.

Characteristics:

• Distinct Roles: Client Acquisition specialists, client service managers, administrative staff, and other roles are clearly defined.
• Robust Processes: Comprehensive systems and processes for client onboarding, service delivery, compliance, and more.
• Scalability: Greater potential for scaling the client base and expanding services.

Impact on Valuation: Valuing a business involves more complex metrics, considering both revenue multiples and EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization). Valuations typically range from 3 to 5 times annual revenue or 6 to 10 times EBITDA, reflecting the enhanced scalability, operational efficiency, and reduced risk of client attrition. The business’s ability to function and grow independently of any single key financial professional significantly boosts its market value.

I must note again that I am oversimplifying this. Two businesses with the same AUM can have wildly different valuations. A business that has phenomenal growth might command substantially higher numbers than the above.

4. Enterprise

An “enterprise” represents the pinnacle of a firm’s evolution. It is characterized by a significant organizational footprint, extensive market reach, and sophisticated operational capabilities. Enterprises often have multiple offices, a diversified service offering, and possibly a national or international presence.

Characteristics:

• Extensive Organizational Structure: Numerous departments and roles, including dedicated marketing, compliance, HR, and more.
• Brand Recognition: A strong, well-recognized brand that attracts clients and talent.
• Diversified Services: Offering a wide range of financial services, including financial life planning, wealth services, retirement planning, estate planning, etc.
• Strategic Leadership: Professional management teams and strategic leadership driving growth and innovation.

Impact on Valuation: Enterprises command the highest valuations, driven by their size, market presence, and sophisticated operations. Valuation metrics often include higher multiples of EBITDA, ranging from 8 to 16 times or more, depending on growth potential, market conditions, and strategic positioning. The numbers can be in a different orbit for high growth and profitable enterprises. The enterprise’s ability to generate consistent revenue and profits, attract top talent, and innovate continually adds significant value. Investors and buyers see enterprises as lower-risk, high-return investments due to their diversified and robust operational framework.

Connecting the Dots: How Evolution Impacts Valuation

1. Risk Reduction: As your operation evolves from a book of business to an enterprise, the associated risk decreases. This reduction in risk—stemming from diversified client bases, robust processes, and organizational depth—enhances valuations. Buyers and investors are more confident in the sustainability and growth potential of well-structured firms.

2. Scalability and Growth: Scalability is a key driver of higher valuations. Enterprises and well-structured businesses can grow their client base and service offerings more efficiently than books of business or small practices. This potential for exponential growth attracts higher valuations, reflecting the anticipated future earnings.

3. Revenue and Profit Multiples: Valuation multiples increase as your operation matures. Books of business and practices are often valued based on simple revenue multiples, while businesses and enterprises leverage EBITDA multiples, reflecting their profitability and financial health. This shift to profit-based valuation models underscores the financial stability and growth prospects of more mature firms.

4. Client Retention and Continuity: Client retention risk diminishes as operations evolve. In books of business, client relationships are tied closely to the sole professional, posing a high attrition risk. In practices, businesses, and enterprises, the brand, processes, and team create a more resilient client relationship framework, enhancing the firm’s stability and attractiveness to buyers.

5. Brand and Market Positioning: Brand strength and market positioning significantly influence valuations. Enterprises with strong, recognizable brands command premium valuations due to their market influence and client trust. Developing a strong brand is a gradual process that starts at the practice level and matures through business and enterprise stages.

Strategic Steps for You

To enhance the valuation of your operation, consider the following strategic steps:

1. Build a Strong Team: Invest in hiring and developing a capable team to support various functions. Delegating responsibilities not only enhances efficiency but also demonstrates the firm’s ability to operate independently of any single individual. The fastest way to build this capability is to collaborate with a world class firm provided they are willing to work with you.

2. Develop Robust Processes: Implement standardized processes for client onboarding, service delivery, compliance, and other critical operations. Efficient processes ensure consistency, reduce operational risk, and improve client satisfaction.

3. Focus on Brand Development: Invest in building a strong brand that clients recognize and trust. This includes marketing efforts, client communication, and delivering exceptional service consistently. A strong brand enhances client loyalty and attracts new business.

4. Aim for 100% Wallet Share: Expand your value proposition to meet a broader range of client needs. Holistic services can attract a wider client base and increase revenue, making the firm more resilient and attractive to buyers.

5. Embrace Technology: Leverage technology to deliver an outstanding client experience and to improve operational efficiency, client service, and data management. Technology can streamline processes, enhance client experiences, and provide valuable insights for strategic decision-making.

6. Plan for Succession: Develop a clear succession plan to ensure continuity. A well-defined succession plan reduces the perceived risk for buyers and increases the firm’s valuation by demonstrating long-term stability.

7. Monitor Financial Metrics: Keep a close eye on key financial metrics such as revenue growth, profitability, client retention rates, and operational costs. Strong financial performance and healthy metrics are critical for attracting favorable valuations.

Understanding the distinctions between a book of business, a practice, a business, and an enterprise is crucial for you to grow and enhance the valuation of your operation. Each stage reflects a different level of maturity, complexity, and scalability, impacting how the operation is valued in the market. By strategically evolving from a book of business to an enterprise, you can build a more sustainable, valuable, and highly attractive operation.

The question is – What have you built?