The concept of goodwill in a business sale is familiar to most business owners. The more the better, right? Personal goodwill (versus enterprise goodwill) on the other hand is less familiar, and trickier to deal with. If your company is structured as a C-Corporation, you should know about personal goodwill and how its existence could put more money in your pocket when it’s time to sell. Here’s how this works.
The C-Corp Dilemma
Sellers of C-Corps prefer to sell the stock of their companies because it is more tax efficient than selling assets; yet the reality is that most business sales are structured as asset transactions. Why? Because, for buyers, buying assets reduces their tax bill, improves their cash flow, and reduces potential legal liabilities. Astute buyers that are asked to forgo these important benefits (i.e. when they are asked to buy stock) will expect a substantial price discount. Some will just walk away.
With an S-Corp on the other hand, which is a pass-through entity, selling assets (vs. stock) usually isn’t a much of problem from a tax perspective. In some cases, selling assets can even be to a seller’s advantage.
But for C-Corps, selling assets is a big disadvantage. Here’s a simple example. Assume that the combined federal and state C-Corp income tax rate is 29%, and that the combined individual capital gain tax rate is 28%. In an asset sale, for every $1.00 of transaction price (above book value of assets), C-Corp shareholders net only 51¢. Could this happen to you?
Exit Planning Tip:
If you own a C-Corp and your expected holding period is 5 years or more, talk to your CPA about electing S-Corp status so that you can avoid the possibility of being double taxed when you sell.
Does the Goodwill Go Home at Night?
Goodwill value is that portion of a business purchase price that exceeds net tangible asset value. Personal goodwill (“PGW” for short) differs from enterprise goodwill in that PGW represents the value of an owner’s personal service to that enterprise, and is considered an asset owned by that person, not the business. PGW value is usually the result of an individual’s outstanding reputation and close personal relationships with customers or suppliers, or exceptional rainmaking or technical mastery, and other unique abilities that produce economic benefit for the business.
When PGW is present, the success and value of a business are largely dependent upon one or two individuals, usually the owner(s) in a small business. Without the key individual(s), the business may have little value. In other words, the goodwill goes home at night.
Personal Goodwill Presents a Tax Savings Opportunity
In asset sales of small owner-operated corporations, there can often be two sellers: (a) the business entity, and (b) an individual selling his or her personal goodwill. Selling PGW creates a tax savings opportunity for C-Corp owner-operators.
Using the same tax rates as above, for every $1 of purchase price that can be allocated to personal goodwill, the seller’s tax savings is 21¢. This is because the $1 allocated to PGW does not get taxed at the C-Corp level (is not “double taxed”). Suppose that in a $2 million transaction, $800K can be allocated to personal goodwill. This reallocation puts $168K more in the seller’s pocket.
NOT an Afterthought
Allocating part of the purchase price to personal goodwill has been an arrow in our quiver for the past decade or so; however, it cannot simply be a post-closing purchase price allocation. Rulings in multiple tax court cases demonstrate that PGW is under attack by the IRS.
When a C-Corp seller is considering allocating a portion of a purchase price to personal goodwill, these are some of the norms for supporting the existence of PGW apart from enterprise goodwill, and making it hold up to IRS scrutiny:
- There should be a separately negotiated PGW purchase agreement. As brokers, we plan for this with the seller and buyer, before an offer is made, and coordinate with the parties’ attorneys, CPA’s and lenders.
- The amount allocated to PGW should be based in economic reality. An independent personal goodwill valuation should be obtained to finalize the amount. This could cost $6-10k.
- There should be a significant and separately paid for covenant not to compete with the seller personally.
- The buyer should have a written employment/consulting agreement with the seller, for an extended term (say 18-24 months) with reasonable compensation. Otherwise, how could the seller’s PGW be transferred?
Selling any business with high personal goodwill is challenging. When goodwill goes home at night, valuation and marketability are generally reduced. Having a C-Corp structure adds yet another layer of difficulty and expense because of double taxation. Working with an experienced M&A broker, transaction attorney and CPA is extremely helpful when buying or selling this type of business.
Exit Strategies Group’s professionals dedicate themselves to staying abreast of tax strategies and potential pitfalls for private business owners as they plan and carry out business sale, merger and acquisition transactions. Don’t hesitate to call — the earlier we are involved the more impact we can have.
Al Statz is founder and President of Exit Strategies and is based in Sonoma County California. He can be reached at firstname.lastname@example.org or 707-781-8580.