{"id":15939,"date":"2024-07-01T22:58:24","date_gmt":"2024-07-01T20:58:24","guid":{"rendered":"https:\/\/www.fbm.nl\/how-does-an-earn-out-work\/"},"modified":"2026-06-18T15:33:32","modified_gmt":"2026-06-18T13:33:32","slug":"how-does-an-earn-out-work","status":"publish","type":"post","link":"https:\/\/www.fbm.nl\/en\/how-does-an-earn-out-work\/","title":{"rendered":"How does an earn-out work?"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"15939\" class=\"elementor elementor-15939 elementor-13300\" data-elementor-post-type=\"post\">\n\t\t\t\t<div class=\"elementor-element elementor-element-acd0503 e-flex e-con-boxed e-con e-parent\" data-id=\"acd0503\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-9a0a17e elementor-widget elementor-widget-text-editor\" data-id=\"9a0a17e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>When selling a business, an earn-out arrangement is often one of the negotiating points. An earn-out arrangement is an agreement whereby a portion of the sale price of the business is made contingent on financial results in the coming years.  What are reasons to include an earn-out arrangement and what should you look out for as a selling party?<\/p><h3>Reasons to agree on an earn-out arrangement<\/h3><p>Reasons for agreeing to an earn-out could include:<\/p><ul><li>Ensuring commitment of the selling entrepreneur to the business in the first years after the sale.<\/li><li>If the <a href=\"https:\/\/www.fbm.nl\/en\/business-valuation\/\">valuation<\/a> is based on future growth, then parties can agree that if these results are actually realized a part of the price will be paid for these yet to be realized results; the earn-out.<\/li><li>If the buyer cannot finance the acquisition price all at once, part of the amount can be paid from future cash flows or profits.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-49258d6c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"49258d6c\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-4f6bf399\" data-id=\"4f6bf399\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-51d968b9 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"51d968b9\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-2519f7ec\" data-id=\"2519f7ec\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5c6e8cce elementor-widget elementor-widget-heading\" data-id=\"5c6e8cce\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Are you ready to exit?<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-efed2d6 elementor-widget elementor-widget-text-editor\" data-id=\"efed2d6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p style=\"text-align: left;\">Is your business ready for a sale? And are you ready for an exit? Take our short quiz\u2014just 11 questions\u2014and you\u2019ll find out if you\u2019re ready to sell. Or where there might still be work to be done.   <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-22ebab18\" data-id=\"22ebab18\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2679010c elementor-align-center elementor-widget elementor-widget-ld_button\" data-id=\"2679010c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"ld_button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\n\t\t\t<a\n\t\t\t\thref=\"https:\/\/www.fbm.nl\/exit-readiness-test\/\"class=\"elementor-button btn btn-solid btn-icon-shaped btn-has-label\"\t\t\t>\n\t\t\t\t\t\t\t\t\t<span data-text=\"Take the exit test!\" class=\"btn-txt\">\n\t\t\t\t\t\tTake the exit test!\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t<div class=\"elementor-element elementor-element-9e3a01f e-flex e-con-boxed e-con e-parent\" data-id=\"9e3a01f\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-fba39cc elementor-widget elementor-widget-text-editor\" data-id=\"fba39cc\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h3>Points to consider in an earn-out arrangement<\/h3><p>There are many logical reasons to include an earn-out. Especially for the buyer, it can offer significant advantages. It is therefore often one of the conditions that the buyer attaches to an offer. However, there are also important points of attention associated with an earn-out construction.   <\/p><ul><li>Earn-outs are often based on future financial results, such as profit and revenue targets. However, profit can be determined in a variety of ways and is affected by such things as depreciation periods, revenue allocation to periods, reserves and internal transfer pricing with other companies within a group. <\/li><li>Earn-out arrangements can be calculated most cleanly when the business continues stand-alone and when administration continues in the same way. But often the very purpose of a sale is to integrate companies with each other. Just then, the earn-out calculation will become open to multiple interpretations.  <\/li><li>Deferred payments always involve collection risks. If the buyer&#8217;s liquidity fails in the future, the seller runs the risk that the earn-out cannot be paid. <\/li><\/ul><h3>Negotiation points in an earn-out arrangement<\/h3><p>Despite these drawbacks, an earn-out will often be part of a sale. In the negotiation, it is important to ensure that: <\/p><ul><li>Proper definitions, calculation examples and scenarios are created to avoid ambiguities as much as possible.<\/li><li>The proportion of the total purchase price made contingent on the earn-out is acceptable.<\/li><li>The term of the earn-out arrangement is in line with the reason to include an earn-out and is not unnecessarily long.<\/li><li>Guarantees are included with respect to collection risks.<\/li><\/ul><h3>The right advisor<\/h3><p>When <a href=\"https:\/\/www.fbm.nl\/en\/selling-a-business\/\">selling your business<\/a>, choosing the right advisor who is a good fit is very important. FBM Corporate Finance has guided many business sale and purchase processes. We know the process well and have a broad network for sale and purchase. The advisors of FBM Corporate Finance assist entrepreneurs in a personal manner.   <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-18cedef elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"18cedef\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-54cc9b74\" data-id=\"54cc9b74\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-5d65a9d5 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5d65a9d5\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-57ab1ead\" data-id=\"57ab1ead\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2e74a60f elementor-widget elementor-widget-heading\" data-id=\"2e74a60f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Paper: 10 steps to a successful sale of your business<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-29c3017 elementor-widget elementor-widget-text-editor\" data-id=\"29c3017\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div> <\/div><p style=\"text-align: left;\">The decision has been made. You want to sell your business. But how does that work? Drawing on our extensive experience, we\u2019ve put together this step-by-step guide outlining the 10 steps to a successful business sale. This will give you a better idea of what to expect. Drawing on our extensive experience, we\u2019ve put together this step-by-step guide outlining the 10 steps to a successful business sale. This will help you better understand what to expect.      <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-7472aed8\" data-id=\"7472aed8\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-40fe2445 elementor-widget elementor-widget-heading\" data-id=\"40fe2445\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Download<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-613cbcd7 elementor-widget elementor-widget-hubspot-form\" data-id=\"613cbcd7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"hubspot-form.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\n\t\t\t\t\t\t<script>\n\t\t\t\t\t\t\twindow.hsFormsOnReady = window.hsFormsOnReady || [];\n\t\t\t\t\t\t\twindow.hsFormsOnReady.push(()=>{\n\t\t\t\t\t\t\t\thbspt.forms.create({\n\t\t\t\t\t\t\t\t\tportalId: 144760600,\n\t\t\t\t\t\t\t\t\tformId: \"28c966ca-40f1-4dc3-8c67-e644782af69f\",\n\t\t\t\t\t\t\t\t\ttarget: \"#hbspt-form-1782564565000-7978824539\",\n\t\t\t\t\t\t\t\t\tregion: \"eu1\",\n\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t})});\n\t\t\t\t\t\t<\/script>\n\t\t\t\t\t\t<div class=\"hbspt-form\" id=\"hbspt-form-1782564565000-7978824539\"><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d4221fb elementor-widget elementor-widget-text-editor\" data-id=\"d4221fb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>This form is subject to our privacy policy.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>When selling a business, an earn-out arrangement is often one of the negotiating points. An earn-out arrangement is an agreement whereby a portion of the sale price of the business is made contingent on financial results in the coming years. What are reasons to include an earn-out arrangement and what should you look out for [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":15354,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","footnotes":""},"categories":[97,105],"tags":[89],"class_list":["post-15939","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog-en","category-selling-a-business","tag-sell-business"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How does an earn-out work? - FBM Corporate Finance<\/title>\n<meta name=\"description\" content=\"What are reasons to include an earn-out arrangement and what should you look out for as a selling party?\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.fbm.nl\/en\/how-does-an-earn-out-work\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How does an earn-out work? 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