An essential read for business professionals and technology CEOs who need to understand the nuances of selling a company with intangible value.
The value of many modern companies is intangible. It is based on their software, technology, and know-how, not on the companies' earnings. With more firms falling into this category, negotiating deals can be difficult, but not impossible. In Selling the Intangible Company, author Thomas Metz puts things in perspective by taking a market-oriented approach to the sale process, which focuses on issues that many professionals tend to overlook. This detailed guide debunks the myths surrounding value and the merger and acquisition process and addresses the reasons why so many deals fail. Along the way, Metz also exposes certain roadblocks that can kill deals, including the loss of customers, technology obsolescence, and shareholder and management difficulties.
