Black out picture in the Earn Out Agreement

Aug 6th, 2022
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Earn-Out Risk Factors In a Business Sale Owner influence. Sales concentration. Instability. Inconsistent earnings.
Buyer and seller protections during an earnout The SPA should contain protections for the seller that define how the relevant earnout target is to be calculated, and how the buyer should conduct business during the earnout period.
Earnout structures involve seven key elements: (1) the total/headline purchase price, (2) the % of total purchase price paid up front, (3) the contingent payment, (4) the earnout period, (5) the performance metrics, targets, and thresholds, (6) the measurement and payment methodology, and (7) the target/threshold and
Tax: Purchase Price or Compensation Expense? Generally, an earn-out will be treated for tax purposes as part of the purchase price. However, if the selling shareholder will continue to provide services to the company, it is possible that the amount will be considered compensation for services.
The earnout eliminates uncertainty for the buyer, as they only pay a portion of the sale price upfront and the remainder based on future performance. The seller receives the benefits of future growth. Key contractual considerations include earnout recipients, accounting assumptions used, and an agreed-upon time period.
Cons of Earn-Out Payments Additionally, there may be disagreements between the buyer and seller regarding the interpretation of the metrics used to determine the earn-out payment. Lack of Control: Earn-out payments can also result in a lack of control for sellers.
An earn-out provision typically requires the buyer to make one or more contingent payments after closing, which are payable if and when specified targets are satisfied within specified periods.

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