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Presented by Michael Oleksak (Intangible Capital co-author) at McLane, Graf, Raulerson, and Middleton law firm in their Woburn, MA offices on April 13, 2011
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Trek-1
Michael Oleksak
Getting Paid
Twice
Trek-2
1. Maximize performance today2. Build realizable value for tomorrow
How to get paid twice?
Focus on the intangibles…
Trek-3Research: Ned Davis
Components of
-
2,000
4,000
6,000
8,000
10,000
12,000
14,000
1973 1975 1977 1979 1981 1983 1985 1987 1989 1991 1993 1995 1997 1999 2001 2003 2005
Market Premium
Intangible Book Value
Tangible Book Value
Components of S&P 500® Market Capitalization
-
2,000
4,000
6,000
8,000
10,000
12,000
14,000
1973 1975 1977 1979 1981 1983 1985 1987 1989 1991 1993 1995 1997 1999 2001 2003 2005
S&P 500 Market Cap ($ billions)
Market Premium
Intangible Book Value
Tangible Book Value
Intangible portion of corporate value
now >80%
Trek-4
0.00
0.50
1.00
1.50
2.00
2.50
3.00
3.50
4.00
4.50
HumanCapital
StructuralCapital
RelationshipCapital
StrategicCapital
Management Processes Customers Biz Model
Employees Mktg/Sales Network External
Technology Brand
Intangible Capital
Trek-5
Human Capital
Stories
• Staff to match growth
• Hire smart people and let them go!
• Train to prepare for future
Management
Employees
Profits today Value tomorrow
Trek-6
AA BBB A BBB
BBB
Customers
A
BBB
Human Capital
BBB AA BB A
Bus. Recipe
Intellectual Capital
Relational
I.P Process Management Employees Network Brand
Organisational
Bus. Recipe
Intellectual Capital
Relational
I.P Process Management Employees Network Brand
Organisational
BBB
Customers
BB
BBB
Human Capital
BB CC B AA
BBB BBB CCC BBB
R R R R
No value R
Customers
R
Human Capital
RR R RR R
Bus. Recipe
Intellectual Capital
Relational
I.P Process Management Employees Network Brand
Organisational
Current strength
Preparation for future
Risk
Trek-7
Structural Capital
Stories• Technology and IP
make revenue scalable
• Systems and processes key to scaling operations
• Make them visible
Profits today Value tomorrow
Processes
Marketing/Sales
Technology/IP
Trek-8
Motivating Referral
Closing Sale
Developing Program
Relationships
Developing HCO Relationships
ID four core processes
Trek-9
Relationship Capital
Stories• Finding the right
customers • Leverage partners• Reputation supports
pricing
Profits today Value tomorrow
Customers
Network
Brand
Trek-10
Visualization of a six- inch methodology
notebook
Trek-11
Strategic Capital
Stories• Listen to your
customers when they ask for more
• Watch your market and adapt to changes
Profits today Value tomorrow
Business Model
External Factors
Trek-12
Human Structural Relationship Strategic
Low
Average
Best 8x
4x
2x
Map value multiples against IC
Trek-13
• Use IC as a lens for improving performance today
• Use IC visuals to communicate what you are doing internally and externally
• Pull it all together when you are ready to transition ownership
Profits today Value tomorrow
Trek-14
ResourcesBook IntangibleCapitalBook.com
Blogs TheEndGameBlog.com
SmarterCompaniesBlog.com
Community XPXBoston.com
ICKnowledgeCenter.com
Mike Oleksak 781-729-1008
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