Build and Exit

Valuations: Fiction vs. Finance: What paper valuations say vs what they really mean

Saul Cohen · August 31, 2025

Entrepreneur · Finance · Leadershipin

Interview with Saul Cohen

Valuations: Fiction vs. Finance: What paper valuations say vs what they really mean — Saul Cohen

Podcast: Build and Exit

August 31, 2025 · 56 min

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Valuations: Fiction vs. Finance: What paper valuations say vs what they really mean

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Key topicsYour accounts are the story buyers use to decide what your business is really worthMost business owners treat accounts as something they need for tax, compliance, or year-end reporting, but buyers read them as a story about future risk. Saul brings a different lens from his background in risk, assurance, and acquisitions: the numbers are only valuable when they explain how reliable the business is, how cash is generated, and how exposed the company may be without the founder. He helps owners understand that valuation is not just a multiple applied to profit; it is a judgement about systems, clients, team structure, recurring revenue, legal exposure, and the confidence a buyer can place in the business. This is a strong fit for finance, CPA, founder, and professional-services podcasts that want to make accounting feel commercially urgent rather than technical. Track Record — Why Buyers Trust the Numbers That Repeat, Not the Ones That PeakSaul Cohen reads a set of accounts the way a buyer does, not the way a tax return does. Trained at PwC and now an advisor on more than 100 transactions covering over £450M of acquired revenue, he can show why two businesses with identical profits get very different offers. The gap sits in earnings quality: whether the revenue comes back next year, whether the cash actually arrives, whether one good year is quietly carrying the average. He walks through the lines a buyer tests first, and what a founder can still fix inside the current year's numbers. Listeners leave knowing which figures to make boring and repeatable before anyone asks to see them.How Founders Protect Personal Wealth While the Business Is Still GrowingSaul Cohen watches founders build a valuable company and keep almost none of it anywhere else. A chartered accountant (ICAEW) who has advised on more than 100 transactions, he argues that personal wealth planning cannot wait for the exit, because most of the structuring that saves real money has to be in place years before a sale process starts. He covers where a founder's money actually sits, how profits leave the company without triggering avoidable tax, and which decisions become irreversible the moment a buyer appears. He also names the false economy he sees most often: paying for compliance work and calling it planning. Listeners get a clear view of what to put in place while the business is still earning.View all topics →

About Saul Cohen

Empowering Entrepreneurs with Strategic Financial Advice

1 Business sold before starting his PwC careerPwC Assurance & Risk Management experience£1M+ Annual earnings of business owners he advisesPartner The Expert Eye

Saul Cohen is an experienced accountant, acquisitions advisor, and passionate advocate for entrepreneurship. With a distinguished career that spans top-tier firms such as PwC and leadership roles at The Expert Eye, Saul has honed his expertise in financial audits, risk analysis, and strategic acquisitions. He is committed to empowering entrepreneurs to transition from business operators to savvy investors, unlocking their full potential.

Drawing inspiration from personal experiences, including his father’s entrepreneurial journey, Saul has dedicated his career to helping small businesses and startups navigate the complexities of tax planning, acquisitions, and exit strategies. His holistic approach not only enhances business valuations but also enables entrepreneurs to reclaim their time and achieve financial freedom.

Saul’s work is characterized by a creative and practical approach to accounting, blending technical expertise with actionable strategies. His unique perspective resonates with successful business owners earning £1M+ annually, particularly those eager to optimize their wealth, prepare for business exits, or make impactful acquisitions.

As a podcast guest, Saul brings inspiring stories, actionable advice, and a passion for empowering entrepreneurs to achieve lasting success and drive positive change in their communities.

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About this episode

What really determines the value of a business?

In this episode I sit down withSaul Cohen, CEO of The Expert Eye, to explore the mechanics behind valuation and why it is never just about the numbers.

We look at how strong financial controls and a clear understanding of EBITDA give both buyers and sellers confidence, and how risk management can make or break a deal.

Saul and I also unpack the role governance plays in SMEs and why culture and people are often the hidden drivers of efficiency and value creation.

We discuss the responsibilities business owners must accept if they want to maximise their exit options, and challenge some common misconceptions around the role of brokers in the sales process.

If you want to understand what makes a business truly valuable and how to position yours for the best possible outcome, you need to listen to this episode.

"Valuation is never just numbers, it’s people and risk.” – Saul Cohen

You’ll hear about:

Why understanding financial controls is crucial for business valuation.

EBITDA being a key metric in assessing business performance.

How risk management directly impacts business valuation multiples.

SMEs often overlook operational risks during due diligence.

People and culture significantly affect compliance and operational efficiency.

Systems and processes being essential for effective governance.

Why business owners must take accountability for their financial literacy.

Brokers can provide valuable insights, but owners must challenge their valuations.

Financial literacy is lacking in the SME sector, impacting decision-making.

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