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125 SELLING LAWN MOWER BUSINESS
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Here s another business case described by the Wellesley College Consulting Club Also adapted from The Insider s Guide to Management Consulting: Opportunities for Undergraduates, by Gautam Prakash, this business case tests candidates on how to value a business
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I have a lawn mowing business that I want to sell to your client How would you advise your client about how to value the business for purchase
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Hint: Note that this business case asks the candidate to consult for the buyer, not the seller, of the business Fixing the value of a business is among the most difficult assignments a consultant may get There are so many tangible and intangible variables that go into valuating a business While it s tempting to get right into the tangible assets, it may be useful for the candidate to start with basics Again, note how the candidate gets into the inclusive we voice as quickly as possible Before anything else, I would sit down with my client and ask the most basic question: why do you want to get into the lawn mowing business It s a seasonable, high-risk, highly hands-on business If my client has no desire to manage such a business, then I would suggest the exercise of valuing the business is moot Of course, any business has a book value the value of its cash on hand, physical assets, accounts receivable, etc so perhaps my client wants to buy it for resale The first step is to get our minds around that Assuming that my client is determined to get into the lawn mowing business, I would say that there are two components to determining what that price would be The first is determining the amount of profit the client could make by running the business and selling it at the end That is, we want to understand what the business is worth in terms of cash flow and in terms of terminal value Generally speaking, cash flow is the difference between cash put into the business and cash taken out of the business, while terminal value is the intrinsic value of the company and includes hard assets
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(like the lawn mower) and intangible goodwill (ie, things that you can t physically touch, like customer loyalty) The second component to determining what price we would pay is the value the client places on his money In economic terms, this is called the opportunity cost of capital For example, if the client chose to keep his money in a bank CD and earn 5 percent, then his opportunity cost of capital is 5 percent since by removing his money from the bank (to pay for the lawn mowing business) he immediately loses the 5 percent interest earnings And that doesn t even include the cost of risk
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126 NO LIGHT BEER IN THE UNITED KINGDOM
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This is an international business case that does not fit with any common frameworks It is a case used by the consulting firm Inductis, Inc, based in New Providence, New Jersey An analysis of this case can be found at http://wwwinductiscom/careershtml
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Why is there no light beer in the United Kingdom
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For this case, the best approach is to dissect the case s parts by simply listing the alternative reasons for each component of the issue Here is one approach a recruiter at Inductis found compelling: The reason there is no light beer could be because (1) consumers do not demand it, (2) producers are not producing it, despite consumer demand, or (3) some outside influence, such as the government, will not permit light beer in the country Following the producer option, one can subdivide the problem as nobody wants to sell light beer in the United Kingdom or somehow light beer producers are blocked out of the United Kingdom
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