Selling the Intangible Company: How to Negotiate and Capture the Value of a Growth Firm

Intangible Value Is the Heart of the Deal

For many growth companies, the most valuable assets never appear on a balance sheet. Customer relationships, intellectual property, specialized talent, and market momentum can make a business attractive—and also make its sale much harder to evaluate. This guide focuses on exactly that problem: how to identify, position, and negotiate around the intangible qualities that define a company’s worth.

A Negotiation Road Map for Owners and Advisors

The book walks through the full process of selling a growth business, from understanding what makes the company valuable to structuring a transaction that captures that value. It addresses valuation, marketing the business, managing buyer perceptions, and navigating the interests and biases of everyone involved.

What You’ll Find Inside

• Guidance on valuing businesses with limited tangible assets
• Strategies for presenting intangible strengths to serious buyers
• Insight into the motivations and concerns of investors, executives, and advisors
• Practical negotiation techniques for maximizing final sale value

A Practical Resource for Serious Sellers

Entrepreneurs, chief executives, and their key advisors will find the discussion grounded in real deal dynamics. Rather than offering a narrow formula, the book encourages a broad understanding of the sale process—so readers can approach the table with clearer priorities and stronger positioning.