According to BNA, Delaware Chancellor Leo Strine pithly dismissed a claim airing under the covenant of good faith and fair dealing by observing that:
“The implied covenant of good faith and fair dealing is not a license for a court to make stuff up, which is what [the plaintiff] seeks"
The timing of the opinion is quite opportune as I was working on the earnout section of the forthcoming third edition of my Mergers and Acquisitons text last week. As a taste of what's to come, here's the updated section as further revised to include this latest Strine opinion:
Using Earnout Clauses to Adjust the Price Ex Post: Because valuation is such an inexact science, the parties may not be able to agree on a definitive price. In such cases, the deal may still be able to go forward if the parties include ex post price adjustments in the merger agreement. In LaPoint v. AmerisourceBergen Corp.,[1] for example, the merger agreement between acquirer AmerisourceBergen Corporation (“ABC”) and target Bridge Medical, Inc. (“Bridge”) included an earnout clause pursuant to which the former bridge shareholders would receive additional compensation in the event that Bridge met certain financial targets during the first two years after the merger closed. Specifically, the agreement contemplated “sliding scale of earnout payments depending upon the Adjusted EBITA achieved by Bridge in 2003 and 2004. EBITA was to be calculated according to GAAP and adjusted according to the provisions of the merger agreement. In 2003, former Bridge shareholders would receive no earnout payments if Adjusted EBITA fell below $2.31 million, and would receive a maximum earnout of $21 million if Adjusted EBITA exceeded $4.29 million. In 2004, former Bridge shareholders were to receive no earnout if Adjusted EBITA did not reach $5.46 million, and would receive a maximum of $34 million if Adjusted EBITA exceeded $11.83 million.”[2]
The trouble with these sort of ex post price adjustments, of course, is that they create an incentive for the acquirer to hold down earnings during the earnout period and only take full advantage of its newly acquired business once the earnout period ends. Typically, the agreement will contain certain provisions designed to prevent the acquirer from doing so. In LaPoint, for example, the agreement obliged ABC to “exclusively and actively promote [Bridge's] current line of products and services” and to refrain from “any products, services or companies that compete either directly or indirectly with [Bridge's] current line of products and services.” In addition, ABC agreed to “act in good faith during the Earnout Period and” to “not undertake any actions during the Earnout Period any purpose of which is to impede the ability of the [Bridge] Stockholders to earn the Earnout Payments.” When ABC allegedly violated those agreements, former bridge shareholders successfully brought suit seeking damages.
The disadvantage of earnout clauses should be obvious; how do the target’s former shareholders monitor the acquirer’s compliance with its obligations? Earnout clauses are most effective in sales of closely held businesses in which the target’s former shareholders remain affiliated with the company as officers, board members, or some other capacity. The resulting access to inside information is invaluable in monitoring the acquirer’s efforts.
The acquisition of closely held Advanced Bionics Corp. (“Bionics”) by publicly held Boston Scientific Corp. provides a good example of the kinds of provisions that can be used to make an earnout clause more effective.
Under the merger agreement, Bionics shareholders received $742 million in cash at closing and the right to receive additional compensation through earnout payments contingent upon Bionics's sales growth. Approximately 800 former Bionics shareholders and option holders had a right to receive earnout payments with a projected value of $3.2 billion.
The merger agreement contained provisions outlining a system of joint control of Bionics designed to protect the interests of the earnout recipients. The officers of Bionics would be responsible to a six-person executive board comprised of three representatives appointed by Boston Scientific and three representatives appointed by the earnout recipients. A multi-step dispute resolution process was provided to deal with deadlock. The disputed matter would first be referred to Mann and the chief executive officer of Boston Scientific (or their successors). If they were unable to resolve the dispute jointly, the chief executive officer of Boston Scientific was entitled to resolve it unilaterally, provided that if Mann or his successor disagreed with Boston Scientific's decision, Mann could refer the matter to a committee of three independent business people jointly selected by Mann and the Boston Scientific chief executive officer to propose a nonbinding resolution. Ultimately, if the Boston Scientific chief executive officer made a decision over the objection of Mann and the executive board, the Bionics stockholders' representative, acting on behalf of the earnout recipients, was entitled to challenge the decision in a court proceeding.
The merger agreement also specifically provided that: “for the benefit of the Earn Out Recipients, without the approval of the Executive Board,” Boston Scientific was prohibited from replacing Mann or Jeffrey Grenier (“Grenier”), the co-chief executive officers of Bionics, and that if either ceased to be a co-chief executive officer, Mann and the Boston Scientific chief executive officer were required to agree jointly on the appointment of a successor.[3]
In effect, the merger agreement turned Mann and the earnout recipients’ representatives on the executive board into monitors of Boston Scientific’s compliance with the earnout clause. The case thus “illustrates the importance of addressing in detail in an acquisition agreement what corporate governance and other business restrictions will be imposed on the operation of the target company during the earnout period.”[4]
Winshall v. Viacom International Inc. further illustrates the importance of contractual specificity in drafting earnout clauses.[5] Vicaom effected a triangular merger with a company called Harmonix Music Systems, Inc., which manufactured two highly popular music video games, “Rock Band” and “Guitar Hero.” As a result of the merger, Harmonix became a wholly owned Viacom subsidiary and the former Harmonix shareholders got a total of $175 million in cash and an earnout clause granting them contingent rights to additional payouts based on Harmonix’s performance in 2007 and 2008. Prior the merger Harmonix had entered into a distribution agreement with Electronic Arts Inc. After the merger, EA asked to renegotiate the distribution contract so as to get broader distribution rights to Rock Band and its sequels. In return for granting EA the broader rights, Harmonix could have bargained for an immediate reduction in the distribution fees it paid EA, which would have increased the earnout payments to the former shareholders. Instead, at Viacom’s direction, Harmonix negotiated a reduction in those fees for future years, after the earnout period ended.
The selling Harmonix shareholders knew about the deal with EA and could have protected themselves contractually against the possibility that that deal might be improved during the earnout period. But the contract failed to do so.
The former Harmonix shareholders nevertheless sued, claiming a breach and the covenant of good faith and fair dealing. Delaware Chancellor Leo Strine dismissed, pithily opining that the “implied covenant of good faith and fair dealing is not a license for a court to make stuff up.” Chancellor Strine elaborated that the covenant does not give the court “a license to rewrite contractual language just because the plaintiff failed to negotiate for protections that, in hindsight, would have made the contract a better deal. Rather, a party may only invoke the protections of the covenant when it is clear from the underlying contract that “the contracting parties would have agreed to proscribe the act later complained of . . . had they thought to negotiate with respect to that matter.”
All the implied covenant of good faith and fair dealing requires in the context of an earnout clause thus is that the buyer refrain from arbitrary or unreasonable conduct that deprives the former target shareholders of the fruits of its bargain. The buyer has no duty to give the former target shareholders the benefit of a better deal than the one for which they bargained. The take home lesson once again is for target shareholders to devote considerable attention to drafting an earnout clause that takes into account foreseeable future changes in this business that could affect the target’s profitability.
Update: There's more analysis at Francis Pileggi's blog.
Another update. There's a very interesting new paper by Brian J.M. Quinn, Putting Your Money Where Your Mouth Is: The Performance of Earnouts in Corporate Acquisitions (November 12, 2011), which argues that:
Recently available data suggests that actual target company performance post-closing often falls short of the expectations of both buyers and sellers – even when those expectations have been discounted for risk. The consistent failure of sellers to meet earnout targets of all types and the declining values of contingent earnout payment suggests that the earnout provision may not be an adequate response to the dual problems of adverse selection and moral hazard. Rather than be an effective contractual tool to overcome information asymmetries, earnouts may be more modestly credited with the distribution of the costs of uncertain adverse outcomes between the parties, thereby insuring buyers against the risk of overpayment without necessarily the benefit of the revelation of private information. Consequently, the earnout mechanism may not have the level of utility ascribed to it by academics studying transactional law. These conclusions with respect to the utility of earnouts have implications for the larger normative project for transactional lawyering, which seeks to provide a conceptual framework to guide the study and teaching of transactional law.
I'll be working some of his key points into the draft.