Selling the Intangible Company: How to Negotiate and Capture the Value of a Growth Firm (Wiley Finance)

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In Selling the Intangible Company, Thomas Metz helps entrepreneurs and venture capitalists to better understand the process 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. Filled with in-depth insights and expert advice, this book provides essential information for business professionals and technology CEOs who need to understand the nuances of selling a company with intangible value.

Selling the Intangible Company: How to Negotiate and Capture the Value of a Growth Firm (Wiley Finance) Review

I bought the Kindle edition just in the nick of time! Mr. Metz's book was very helpful in many areas of the potential sale of certain assets of my small company to several strategic buyers. As the owner of a small technology company I don't have a lot of time on my hands to read a book cover to cover, but this book was hard to put down and probably the most helpful business book that I have read in more than a decade. I considered reading it a year ago and wish I had because now I am playing catch up. In fact, I wish I had read it when I started my company.

As the owner of a technology company, I don't have experience with a negotiated sale of this type and "Selling the Intangible Company" helped me understand the value of my company to the buyer, the sales process and the 'best' times to sell. Intangible assets - IP, trade secrets, know how, team, competitive advantage, savings of time, risk and resources to the buyer, customer access and so on - make up the intangible value of smaller technology companies. Before I read this book, I was hung up on multiples, profits and so on, but this book shows that for smaller companies in the sub $30 million level, it is all about strategic (intangible) value and the rest is irrelevant in valuing your company.

I read the book over the weekend, and took some notes that I used during a negotiation session today. I will probably reread certain sections and refer to it frequently. Although my current asset sale is not a big one, the advice was still applicable.

I highly recommend this book to anyone who owns a small technology company.

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