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Indiana University Select Career Opportunities Orientation Program September 16, 2003 Presented by: Mike Newell Jeff Brown www.intecap.com Financial Opportunities in Consulting
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1 Introduction to InteCap First consulting firm to launch an integrated practice dedicated to helping companies manage and extract value from their intellectual property Over 140 consultants with backgrounds in accounting, economics, engineering, finance, marketing and statistics Offices located in Chicago, New York, Los Angeles, Silicon Valley, Boston, Washington D.C., Houston and London Clients include leading corporations, high-tech start- ups, and providers of capital involved in “IP-rich” transactions
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2 Presenter Backgrounds Mike Newell, Director °Graduated with a B.S. in Mechanical Engineering from University of Notre Dame (1990) °Worked as a Capital Project Manager in the Refining & Marketing Departments of Amoco Oil Company °MBA from University of Chicago’s Graduate School of Business in Finance, Strategy, and Operations Mgmt (1996) °Principal of Tangram Partners, a private equity firm °Joined InteCap in February 2001 Jeff Brown, Associate °Graduated with a B.S. in finance and accounting from Indiana University (2000) °Joined InteCap as an Analyst °Promoted to Associate in 2003
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3 Introduction to Financial Consulting Who are financial consultants? What do financial consultants offer their clients? In what types of projects are financial consultants engaged? What are typical tasks performed during the course of an engagement? Self-assessment Financial consulting as a career platform
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4 Financial Services Litigation Support Investment Consulting Services Intellectual Asset Management Who are Financial Consultants?
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5 What do Financial Consultants Offer Their Clients? Specialized expertise Outsourcing/resources Fresh perspective and objective third-party opinion Quick turn-around and focused attention Structured solutions to unstructured problems The “why” behind the numbers
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6 Valuation Strategy Strategy Litigation What the value is What the value should have been What the value could be In What Types of Projects are Financial Consultants Engaged?
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7 Valuation Strategy Strategy Litigation Written report, analysis, and presentation Expert report, analysis, and testimony Written assessment, recommendation and implementation What are the Results/Deliverables of These Projects?
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8 What is the economic injury to the patent owner? Depressed Prices Lost Sales Opportunity Cost The Infringers Infringer 1 Infringer 2 Infringer 3 The Patent A Better Mousetrap! = Litigation Case Study Patent Infringement Damages
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9 Litigation Case Study The Role of an Analyst Participate in team meetings to discuss overall approach to assignment Review client documents Perform industry research Research and compare established royalty rates Build financial models Perform quality control Create trial exhibits
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10 Valuation Case Study Trademark Valuation for Tax Purposes Retained by a global manufacturer of household appliances to perform a trademark portfolio valuation Total Enterprise Value 100% Total Value of Intangibles 56% Other Intangibles Value 32% Fair Market Value 24% 56%
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11 Valuation Case Study The Role of an Analyst Participate in brainstorming discussions with team members Customize questionnaires for client interviews Research comparable companies in the industry Forecast cash flows and prepare a cost of capital analysis Prepare a valuation report/narrative Create graphical presentations of financial analysis
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12 Client dilemma How can we commercialize How can we commercialize our intellectual property? Strategic Options Form a NEWCO? Exclusively License? Non Exclusively License? Partner? Strategy Case Study Commercialization of Early Stage Technology
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13 Strategy Case Study The Role of an Analyst Participate in initial kick-off meetings with client Research potential technology applications and markets Develop valuation analysis Participate in commercialization strategy brainstorming discussions with team members Assist in communication of findings with client
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14 Self-Assessment Would you Enjoy Being a Financial Consultant? Do you prefer... Other financial career Financial consultant Finance only? Finance, marketing, economics, accounting? Concentrate in a single industry? Variety of industries? Compartmentalized work? Team work? Project work? Functional work? Corporate culture? Consulting culture? Unstructured environment? Structured environment?
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15 Consulting as a Career Platform Various skills acquired as a financial consultant CPA, CFA, MBA opportunities Client contact and industry exposure Foundation for many other careers
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16 Consulting: Managing Director, InteCap Investment Banking: Managing Director, Bear Stearns Marketing: Brand Manager, Procter & Gamble Sales: Account Executive, Warner Lambert Graduate School: MBA - Kellogg, Chicago, UCLA, Columbia, etc. Law - Michigan, UVA, Wisconsin, etc. Consulting as a Career Platform Examples of InteCap Careers
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17 Financial consultants provide: Clients with… expertise and objectivity creative solutions clarity and structure Consultants with… use and development of a wide range of skills broad career platform In Summary...
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