April 2003

Interview with Brian K. Pearson, Chair of the NYSSCPA Business Valuation Conference

Q: What were some of the challenges you faced in constructing the conference program?
A: Well, the greatest challenge was in selecting topics that will appeal to a broad range of professionals, which includes those who regularly practice in the business valuation discipline and those who are practicing to a lesser degree or are considering business valuation as a practice-related service. The second challenge is finding the right speakers who will be able to deliver a presentation with the kind of enthusiasm and passion that will hold the attendees’ interest in the respective topic. The secondary challenges are finding the right location and of course being able to stay within the budget guidelines for a conference such as this.

Q: What are some of the topics, and what were your reasons for choosing them?
A: I looked to establish a set of topics that would appeal to a broad range of valuation professionals. I decided to include some specialized topics like the use of market-based data in valuing closely held businesses. I thought it would be important to let people know how deals are consummated these days, such as cash vs. financed deals, and the kind of multiples for which these transactions are being completed.

The presentation regarding lbbotson’s and valuations was added as there are some new issues to be covered that have not previously been addressed regarding the lbbotson resources. The very specialized area of how to value an in-place workforce brings about some interesting issues as they apply to FASB 141. I think this should appeal to many of the mergers and acquisition professionals.

The topic of fairness opinions and a review of recent business valuation decisions in the courts is always important, as these items address recurring themes that impact valuation professionals on a day-to-day basis.

A topic that I am really excited and interested in is the presentation on how to increase sales of your business valuation services. I have not seen, at other business valuation conferences that I have attended, a session that focuses on how to increase the valuation professional’s penetration in the various markets for which valuation services are required. I am excited about this topic and the speaker, Russell Molinar, who is the newly elected chairman of the AAM Advisory Counsel, which is the Association of Accounting Marketing Professionals. This should be an excellent presentation.

Finally, the luncheon speaker is a judge from the local area, The Honorable Robert Ross, who, based on my discussions with the Business Valuation Committee Chairperson, Morton M. Cohen, I understand will address current issues in matrimonial practice.

Q: Why should someone attend the Business Valuation Conference?
A: There are several reasons, but here are a basic few:

• You will receive inexpensive, specialized, high-quality continuing professional education.
• There is a host of excellent speakers in a one-day conference format.
• There will be excellent take-away material for future use.
• The topics are broad and relatively unconnected so as to appeal to a wide range of valuation professionals of all levels.

In summary, this conference is going to present a group of topics not ordinarily presented in a one-day conference, with something that can appeal to anyone involved in the specialization of business valuation.