Selling the Intangible Company

How to Negotiate and Capture the Value of a Growth Firm



Wiley (November 24, 2008) | English | ISBN: 0470261374 | 326 pages | PDF
ICompanies with strategic value—as opposed to financial value—exist in a variety of industries, but they're predominantly found in today's ever-growing technology, software, and service industries. Almost every one of these businesses will transfer ownership at some point in time, the vast majority through an outright sale of the company. But those responsible for handling transactions involving companies with intangible value are often faced with a number of hard questions: How will the buyer perceive value? In which sectors can the best buyers be found? Can the right investment banker add value to the transaction?

In Selling the Intangible Company, Thomas Metz helps entrepreneurs and venture capitalists to better understand the process and nuances of selling a company whose value is strategic. He addresses all the key issues surrounding the sale of a company in which the value is in its technology, its software, and its know-how—but has not yet shown up on its balance sheet.

Metz reveals the important subtleties surrounding the sale of companies whose value is strategic, such as how selling a company with strategic value is different than selling a company with financial value, and why small transactions have different dynamics than large transactions. He identifies the best time to consider selling and debunks many of the common myths surrounding the sale process. Drawing from his twenty-five years of experience in this area, Metz offers invaluable advice on negotiating the price of an intangible company, identifies common negotiating mistakes, and examines the pros and cons of the sale of stock versus a sale of assets. He also looks at transaction currency alternatives and how creative structuring can overcome unusual deal problems. In addition, he tells how to select an investment banker, attorney, and accountant—and explains why a CEO should not sell the company himself.

Deals such as these can be a complex, sometimes perplexing process. Selling the Intangible Company provides the essential information necessary for business professionals and technology CEOs who need to understand the nuances of selling a company with intangible value.

Download:- Filesonic