Generating Business as a Valuer: Strategic Growth in a Competitive Market
Valuers are specialized experts who provide precise assessments of asset values, ranging from land and buildings to plant, machinery, and intangible properties. As an analytical tool, valuation is indispensable for fundraising, acquisitions, and liquidations. Due to the increasing complexity of financial strategies, the demand for certified Valuers is rising
To capitalize on this demand, Valuers must implement effective strategies to to perform in competitive market. Here are the crucial approaches:
1. Establish a Strong Online Presence
In a digital-first economy, a robust online appearance is vital. Valuers should maintain a professional website that showcases their expertise, years of experience, and specific service offerings. Ensuring the website is mobile-responsive and optimized for Search Engines (SEO) helps professionals rank higher in search results, making it easier for potential clients to find them.
2. Monitor Tenders and Government Opportunities
A significant portion of high-value valuation work comes from the public sector. Valuers should actively track portals like CPPP (Central Public Procurement Portal) and the Government e-Marketplace (GeM).
- Government Tenders: Look for Request for Proposals (RFPs) from bodies like the National Land Monetization Corporation (NLMC) or PSUs (like BSNL/MTNL) for asset monetization.
- Municipal Projects: Local bodies frequently issue tenders for land acquisition and structure valuation for infrastructure development.
- Government Tenders: Look for Request for Proposals (RFPs) from bodies like the National Land Monetization Corporation (NLMC) or PSUs (like BSNL/MTNL) for asset monetization.
- Municipal Projects: Local bodies frequently issue tenders for land acquisition and structure valuation for infrastructure development.
3. Seek Empanelment (Public and Private)
Empanelment acts as a pre-approved gateway to steady work.
- Financial Institutions: Banks (like SBI, PNB, and UCO Bank) regularly invite applications for empanelment of Valuers. Being on these panels is essential for valuation related to loan processing and SARFAESI Act proceedings.
- Private Entities: Many private corporations and Asset Reconstruction Companies (ARCs) maintain panels of "Registered Valuers" for recurring audit and insolvency requirements.
- Regulatory Bodies: Stay registered and in good standing with the IBBI to be eligible for empanelment with other authorities like SEBI/ banks for recovery proceedings.
4. Stay Updated with Regular News
The valuation landscape changes rapidly with new judicial pronouncements and regulatory circulars.
- Industry Journals: Regularly read the IOV Journal and IOV RVF Journals and other publications to stay informed on the latest methodologies (e.g., AI in DCF valuation) and legal updates.
- Regulatory Updates: Check the IBBI website frequently for new guidelines regarding Registered Valuers and Valuation Standards.
5. Network with Property Agents and Lawyers
Real estate agents and legal professionals frequently require expert valuation opinions for transactions and litigation. Building strong connections with these stakeholders by attending industry-related seminars, events, and conferences is essential for creating a consistent referral pipeline.
6. Deliver Exceptional Service and Competitive Rates
The key to repeat business is quality. Valuers must ensure they have the latest certifications/ skills (like ESG/ Impex/ Enterprise) to provide reports that meet upcoming standards. Offering competitive rates, especially for referral or volume-based clients, helps in building a sustainable and loyal client base.
