Customer relationships valuation

References:

Customer contracts and the related customer relationships
Non-contractual customer relationships
Order or production backlog

Introduction

Here a valuation model is presented to value customer contracts and the related customer relationship and the non-contractual customer relationships, as per IFRS 3 Business Combinations.

What are the inputs?

Revenue – represents revenue from existing customer relationships for existing products. Includes contractual and non-contractual relationships (even those without current backlog or commitments). Separate valuation of a backlog revenue intangible asset can be considered if and when such backlog exists.… Read more

Common Elements of Customer Relationships

When determining if a customer relationship asset exists, one should consider several elements that create that intangible asset.

Required Information

For a customer relationship asset to exist, it should have an informational component or factual information about the customer that is important and useful to the company.

This information may include such attributes as name, address, telephone number, email address, social security number, customer account number, credit rating, insurance information, or other third-party payer information. It may also include account information, date of first and last purchase, accounts receivable balance, trends, the amounts purchased (last year, greatest, etc.), customer payment record, and other account information.

Further, the informational element may include information relating to the customer’s purchase preferences, frequency, seasonality, Read more

Customer contracts and the related customer relationships

In a Business Combinations, these are intangible assets and are therefore recognised separately from goodwill, provided that their fair values can be measured reliably. These marketing-related intangible assets meet the definition of an intangible asset because they arise from contractual or other legal rights.

If an entity establishes relationships with its customers through contracts, those customer relationships arise from contractual rights. Therefore, customer contracts and the related customer relationships acquired in a business combination meet the contractual-legal criterion for identification as intangible assets. This will be the case even if confidentiality or other contractual terms prohibit the sale or transfer of a contract separately from the acquired entity or business.… Read more

Order or production backlog

In a Business Combinations, this is a intangible asset and is therefore recognised separately from goodwill, provided that its fair values can be measured reliably. This marketing-related intangible asset meets the definition of an intangible asset because it arises from contractual or other legal rights.… Read more