## **Learning Outcomes**

By the end of this article, you will be able to explain how to effectively present business valuations to different stakeholders, identify the importance of communicating the results and limitations of valuation models, and perform sensitivity analysis to highlight key variables that could affect financial decisions. You will also develop skills to evaluate how value estimates may change under different scenarios and understand how to address stakeholder concerns regarding valuation reliability.

## **ACCA Advanced Financial Management (AFM) Syllabus**

For ACCA Advanced Financial Management (AFM), you are required to understand not only how to perform valuations but also how to clearly communicate those results and their sensitivities to a range of stakeholders. This article focuses on:

- The presentation of valuation results to internal and external stakeholders in a clear and relevant manner
- The explanation of the assumptions and limitations built into valuation models
- The use of sensitivity analysis to identify key variables affecting valuation outcomes
- Approaches to conveying risk, uncertainty, and potential impacts on decision-making
- Responding professionally to stakeholder queries and concerns regarding valuation conclusions

## **Test Your Knowledge**

_Attempt these questions before reading this article. If you find some difficult or cannot remember the answers, remember to look more closely at that area during your revision._

1. Why is it important to communicate the limitations and assumptions of a valuation outcome to stakeholders?
2. What is the primary purpose of performing sensitivity analysis in project or business valuations?
3. A project NPV is positive, but highly sensitive to changes in expected sales volumes. How should this be communicated to the board?
4. Which of the following best describes “value communication” in financial management?  
   a) Only reporting the headline NPV figure  
   b) Providing a detailed NPV calculation  
   c) Explaining the valuation, highlighting key variables, risks, and likely stakeholder impacts  
   d) Concealing major uncertainties

## **Introduction**

It is not enough for a financial manager to simply compute a valuation or project NPV—communicating that value effectively, with due attention to sensitivities and limitations, is equally essential. Senior management and stakeholders rely heavily on these valuations to make informed strategic decisions, allocate resources, and assess risk. To achieve good governance and meet ACCA standards, financial managers must present their analyses in a way that is clear, relevant, and transparent about any uncertainty or volatility in the results.

## Communicating Valuation to Stakeholders

### The Purpose of Value Communication

Stakeholders such as boards, investors, lenders, and employees need valuation results to inform their choices. However, different groups will focus on different aspects—shareholders on returns and risks, debt providers on repayment security, and managers on operational feasibility. The communicator must adjust the depth and style of information to each audience, while ensuring accuracy and ethical disclosure.

> **Key Term: value communication**
> The process of explaining a valuation result, including its basis, assumptions, limitations, and implications, tailored to the needs of target stakeholders.

### Presenting Valuation Results

Best practice means more than stating a single figure for NPV or firm value. Effective presentation:

- Uses simple, non-technical language when required
- Highlights critical assumptions (e.g. discount rate, perpetuity growth)
- Clearly shows potential ranges or scenarios rather than point estimates
- Provides context—why this value matters to the organisation or decision

Stakeholders should be able to see not just the outcome but also the process by which it was reached.

> **Key Term: stakeholder**
> Any individual or group affected by or interested in the decision, such as shareholders, lenders, employees, customers, or regulators.

## Sensitivity Analysis: Highlighting Uncertainty

Valuation outcomes are highly dependent on key inputs, all of which are subject to estimation risk. Sensitivity analysis is a critical technique for illustrating how robust—or otherwise—a valuation is to changes in these inputs.

> **Key Term: sensitivity analysis**
> A method used to test how the result of a calculation (such as NPV or company value) varies when a single input or set of inputs is changed.

Conducting and presenting sensitivity analysis allows decision makers to identify which variables most affect outcomes, and where management attention or further investigation should be focused.

### Typical Sensitivity Scenarios

- Changes in sales volumes or pricing
- Cost increases or delays
- Altered economic conditions (e.g. discount rate, tax, inflation)
- Uncertain market share or customer retention

The results are usually tabulated or graphically shown, e.g. a tornado diagram or table of NPVs at different assumptions.

### Why Sensitivities Matter for Communication

- They provide transparency and help stakeholders understand downside and upside risks
- They clarify managerial judgement and demonstrate professionalism
- Regulators and investors increasingly expect sensitivity disclosures as part of robust financial reporting

## Explaining Assumptions, Risks, and Limitations

Each valuation or appraisal is only as reliable as its inputs and the appropriateness of its methodology. Assumptions—about cash flow, growth, cost of capital—must be transparent.

> **Key Term: assumption**
> An estimate or condition set as true for a calculation or model, though not guaranteed to be the case in reality.
>
> **Key Term: limitation**
> Any factor that restricts the reliability or applicability of a model or its results, such as missing data, model oversimplification, or inherent unpredictability.

Clearly stating these helps stakeholders assess the credibility of the result and decide whether further analysis is needed.

### Typical Limitations and Risks to Highlight

- Use of historical data, which may not predict future conditions
- Uncertainty in long-term growth rates (especially in perpetuity calculations)
- Sensitivity to discount rate selection
- Exclusion of non-quantifiable factors (e.g. regulatory actions, reputational impacts)

### **Worked Example 1.1**

A financial manager prepares a business valuation for an internal acquisition. The calculated equity value is highly dependent on a projected annual sales growth of 8%. Sensitivity analysis shows that reducing growth to 4% reduces the NPV by half, while costs can overrun by 5% before the NPV turns negative.

**How should the financial manager present this to the board?**

> **Answer:**  
> The board should be presented with not only the central NPV figure but also a summary of the key assumptions, highlighting that sales growth is a major driver. A sensitivity table or chart demonstrating the effects of changes in growth and cost assumptions should be included. The manager should explain that if sales growth underperforms, there is a significant risk to value, and discuss possible ways to monitor or manage this risk. The board can then base their decision on a realistic assessment, rather than an optimistic single figure.

### **Worked Example 1.2**

A firm has produced a discounted cash flow valuation for a potential investment. The NPV is positive at a 10% discount rate but becomes negative at 13%. The major uncertainty is the future cost of raw materials.

**What should be included in the communication to key stakeholders?**

> **Answer:**  
> The communication should report not only the main NPV result but clearly identify the “break-even” point for the discount rate. It should also detail the possible effect of raw materials price increases on project flows using sensitivity or scenario analysis. Stakeholders need to see that the project is particularly vulnerable to cost escalation or to changes in the cost of capital, and management should outline mitigation actions and recommend ongoing monitoring if the project proceeds.

### **Exam Warning**

> Overstating the certainty or reliability of a valuation can mislead stakeholders and lead to poor decision-making. Always highlight material sensitivities and key assumptions.

### **Revision Tip**

> When presenting a valuation, always include a short bullet-point list or table summarising the top 2-3 factors that could change the value significantly. Use clear visuals if possible.

## Handling Challenging Stakeholder Questions

Stakeholders will often challenge results, especially if the valuation is used to support a major investment or strategic shift. Be prepared to:

- Explain why particular variables were chosen for sensitivity analysis
- Justify the choice of discount or growth rates
- Discuss how model limitations could affect conclusions
- Suggest further work where material uncertainty exists

Professional answers acknowledge these areas directly, rather than avoiding or downplaying them.

### **Worked Example 1.3**

A lender asks why the valuation for their secured company is so sensitive to working capital assumptions.

**How should the financial manager respond?**

> **Answer:**  
> The financial manager should explain that changes in inventory and receivables can have a disproportionate impact on cash flows, especially in businesses with tight liquidity. The presentation should show different scenarios (e.g., higher or lower working capital investments) and their effects on valuation. This allows the lender to assess the risk of not being repaid under varying business conditions.

## Adapting Communication to the Stakeholder Audience

Different stakeholders require different levels of detail and emphasis.

- Boards typically need summary results, with focus on key assumptions and risks
- Shareholders want to know how value creation or risk affects their returns
- Lenders focus on downside protection and repayment ability
- Staff and managers may need explanations of how valuation results affect jobs, budgets, or strategy

Adjust language, presentation style, and focus accordingly.

## **Summary**

Effective value communication goes beyond reporting a single valuation outcome. Financial managers must present clear, transparent results, highlight key sensitivities, explain critical assumptions and limitations, and be prepared to address stakeholder challenges. Sensitivity analysis should always be used to demonstrate the robustness of valuation results.

## **Key Point Checklist**

_This article has covered the following key knowledge points:_

- The aims and best practices of value communication to stakeholders
- The role of sensitivity analysis in presenting valuations
- Defining and identifying key assumptions and limitations in models
- Methods for responding to stakeholder queries about valuation results
- Adapting presentation of valuation information to different stakeholder needs

## **Key Terms and Concepts**

- value communication
- stakeholder
- sensitivity analysis
- assumption
- limitation

Value communication and sensitivity - Presentation of valuation to stakeholders