Finding the value of intangibles in business: In Part I of this review, I introduced the notion that in a past life, I had often had the discussion of “the financial risk of adding a salesperson” to a territory to grow revenue and market share. It seemed there were too many variables to consider and, being overwhelmed with possibilities, we …

Finding the value of intangibles in business: Many times throughout my career, I’ve been confronted with the difficulty of presenting a business case for one project or another to colleagues or management. I suspect many of you have had similar experiences. Perhaps the most frequent reason for failing to win the approval of “my project,” was that I had not …