HMRC steps up scrutiny of founder deal structures
HMRC has intensified its focus on how founders structure the sale of their businesses, in particular earn-outs, equity rollovers, and other deferred, share-based or performance-linked payments that have been standard practice in deals for years. The central question HMRC is increasingly asking: are these payments genuinely a capital gain, or are they employment income linked to the founder's continued involvement?
Proceeds from a sale have traditionally been treated as a capital gain, taxed at lower rates. But where payments are tied to the founder staying on and continuing to work, HMRC is increasingly challenging whether they should instead be taxed as employment income, at higher income tax rates plus National Insurance, collected through PAYE. For some founders, this could significantly increase the tax due on an exit they spent years building towards.
- This is not necessarily a change in the rules, but a change in how closely existing rules are being applied. Structures that were waved through for years may now attract closer examination.
- If you are planning a sale, or have an earn-out or equity rollover in place, early and robust tax advice is essential. Getting the analysis right from the outset is far less costly than a reclassification dispute after completion.
- It is part of the same direction of travel seen across Making Tax Digital and the Companies House reforms: more scrutiny, more data, and far less room for “the way it has always been done.”