Selling the intangible company: how to negotiate and capture the value of a growth firm

INDICE: Preface. Acknowledgments. CHAPTER 1: Intangible CompaniesWho are These Guys? What is an Intangible Company? Why are Companies Acquired? Why are Companies Sold? When are Companies Sold? The Nuances of Selling an Intangible Company. Summary. CHAPTER 2: Debunking the Myths of Selling the Intangible. TheMyth of Intrinsic Value. The Myth of a Narrow Value Range. The Myth of Revenue Multiples. The Myth of Liquidity. The Rolodex Myth. The Myth of Big Buyers. The Myth that Small MPros and Cons. What to Consider When Selling to a Public Company. What to Consider When Selling to a Private Company. Summary. CHAPTER 7: The Concept of Value. Value is Not Necessary. Reviewing the Myths. What is a Market? Types of Value. The Time Premium. Traditional Valuation Methods. Rules of Thumb for Determining Value. How a Buyer Determines Price. Optimum Pricevs. Market Stage. Summary. CHAPTER 8: The Poker Game of Negotiations. The Negotiating Process. Good Negotiating Strategies. Know Your Opponent. Utilize Game Theory. The Opening GambitSetting a Price. Communication Dynamics. Negotiations Do Not Have to Be Logical. Negotiating Rules and Tactics. Common Negotiating Mistakes. Managing and Generating Alternatives. Summary: Is Negotiating an Art? CHAPTER 9: The Challenges and Opportunities of Selling. Roadblocks, Obstacles, and Deal Killers. Shareholder and Management Issues. Problems on the Buyers Side. Why Companies Do Not Sell. Responding to an Unsolicited Offer. Summary. CHAPTER 10: The Problem with CEOs. Founder Leaves $50 Million on the Table. Common Issues. 18 Reasons Why a CEO Should Not Sell His or Her Own Company. A Tale of Tech Hubris. Summary. CHAPTER 11: Structuring the Transaction. Selling Assets. Selling Stock. Forms of Payment. Creative Structuring. Consulting Contracts and Noncompete Agreements. A Few Other Issues. Buyer Accounting for the Acquisition. Summary. CHAPTER 12: Documenting the Deal. Crafting the Letterof Intent. Navigating the Due Diligence Process. The Purchase Agreement. The Preclosing Period. Summary. CHAPTER 13: Earnouts. When Earnouts are Appropriate. When Earnouts are Not Appropriate. Structuring Tips. Summary. CHAPTER 14: Using Investment Bankers and Third Parties. Making the Decision to Work with anIntermediary. Choosing the Right Size Investment Banker for Your Transaction.A Word about Fees. Problem Bankers. Working Effectively with an Investment Banker. Critical Deal Skills for Investment Bankers. Finding the Right Attorney and Accountant. Summary. Afterword. APPENDIX A: The Beauty of Small Acquisitions. Looking Outside for Growth. A Window into Niche Markets. Criteria Can Be Limiting. The Trouble with Small Acquisitions. How Small Deals are Different. APPENDIX B: Notes on International Deals. Foreign Buyers. Language. Culture. Negotiating Styles. Time Zones. Dollar versus Euro. APPENDIX C: How to Select anInvestment Banker. The Three Cs. 16 Good Questions. About the Author. Index.

• ISBN: 978-0-470-26137-8
• Editorial: John Wiley & Sons
• Encuadernacion: Cartoné
• Páginas: 352
• Fecha Publicación: 03/12/2008
• Nº Volúmenes: 1
• Idioma: Inglés