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some of the strategies that people are using in mergers and acquisitions in the market today are to use an earn out as a potential way to bridge valuation gaps where the sellers might think that the business is going to perform well in the post-close period but the buyer isnt convinced as much an earn out is a structure whereby a portion of the purchase price is not paid up front it is paid post-closing at designated points in time and its contingent upon the business meeting certain pre-prescribed performance metrics whether that be the achievement of certain ebitda goals revenue goals margin or other financial performance indicators i think the types of companies that this works best for or where we see this come up most often are companies that have seen fluctuations in performance particularly recently which means that the buyer is less certain about the sellers projections post-closing its common to see earn outs used for more newly established companies where they dont have
