Typically, these issues may include:

• The business has either never been valued or not for a long period.
• The owners almost certainly have a distorted view of value.
• The business tends to be heavily reliant on one or two of the shareholders.
• The owners have little understanding of the risks they face or valuation concepts.
• Everyone believes that their business is unique.
• The valuation opinion provided to them is often disappointing and sometimes unbelievable.
• It is difficult to compare a specific business to others that may be operating within the industry or the market place.

In addition to the above there is often considerable emotion involved and invariably the client will view the fee charged in relation to the assignment as being outrageous.