Dentaltown July 2022 - 72

be your only opportunity to sell your business. There will
always be other independent owners interested in buying
practices that are profi table and growing. Wait for the time
and circumstances that are right for you based on how long
you need income, then make an educated, well-informed
decision without succumbing to fear tactics.
be your only opportunity to sell your business. There will
always be other independent owners interested in buying
practices that are profi table and growing. Wait for the time
always be other independent owners interested in buying
practices that are profi table and growing. Wait for the time
and circumstances that are right for you based on how long
you need income, then make an educated, well-informed
practices that are profi table and growing. Wait for the time
decision without succumbing to fear tactics.
" We optimize practice management. " DSO marketing
materials claim to expertly handle all administrative functions,
such as billing, marketing, recruiting and hiring, general
business and fi nancial management. They know many
doctors would rather be free to treat patients, which could
bait them into giving up what they might consider to be
pain points. Do your own fact-fi nding. Be seen as a patient
materials claim to expertly handle all administrative funcmaterials
claim to expertly handle all administrative funcdoctors
would rather be free to treat patients, which could
bait them into giving up what they might consider to be
pain points. Do your own fact-fi nding. Be seen as a patient
eral business and fi nancial management. They know many
to get an idea of the culture and attitudes, and assess the
look and feel of the offi ce. DSOs use a cookie-cutter aplook
and feel of the offi ce. DSOs use a cookie-cutter approach
to minimize costs. Is that what you want for your
patients and your staff, especially if the offi ce will continue
to have your name on the door?
" You will receive X dollars when you sell. " DSOs can
mislead practice owners with statements that make them
think they'll receive the agreed-upon price in one payment
at the time of sale. That's never the case. As an example, a
$3 million deal would typically be structured so the seller
would receive half up front, plus an amount in shares of
stock and another amount in fi ve years. Unfortunately for
72 JULY 2022 // dentaltown.com
sellers, if the DSO is resold within that period, the new owners
may have no legal obligation to fulfi ll terms of previous
sellers, if the DSO is resold within that period, the new owners
may have no legal obligation to fulfi ll terms of previous
agreements, and they might never see that fi nal payment.
ers may have no legal obligation to fulfi ll terms of previous
agreements, and they might never see that fi nal payment.
Learn how to take control
Whether you want to keep your practice for a lifetime
of income or eventually sell, the most fundamental strategy
is the same-learn and then execute what it takes to put the
business on a profi table growth trajectory.
is the same-learn and then execute what it takes to put the
pain points. Do your own fact-fi nding. Be seen as a patient
in one or more of their offi ces. Talk to the doctors and staff
in one or more of their offi ces. Talk to the doctors and staff
to get an idea of the culture and attitudes, and assess the
Train your team how to deliver an end-to-end patient
experience that generates scads of referrals. Show them how
to capture every potential new patient who calls. Learn how
to cost-effectively expand your capacity to accommodate
growth. Avail yourself of coaching so you learn the skills
needed to lead and run your practice better than a DSO
could. These are the characteristics that will attract reputable
independent buyers who are interested in a deal that also
benefi ts you, your patients, your staff and your community.
In the meantime, protect yourself against the welldisguised
and misleading tactics of DSOs that would have
you selling at a time and under terms that are in only their
best interests. Learn how to take control by understanding
the value of what you have, being knowledgeable about every
detail of the buyout and payout process with the benefi t
of expert legal advice, and knowing who you're selling to in
the long term. ■
business on a profi table growth trajectory.
experience that generates scads of referrals. Show them how
Train your team how to deliver an end-to-end patient
Train your team how to deliver an end-to-end patient
to capture every potential new patient who calls. Learn how
to cost-effectively expand your capacity to accommodate
growth. Avail yourself of coaching so you learn the skills
needed to lead and run your practice better than a DSO
could. These are the characteristics that will attract reputable
independent buyers who are interested in a deal that also
benefi ts you, your patients, your staff and your community.
In the meantime, protect yourself against the welldisguised
and misleading tactics of DSOs that would have
needed to lead and run your practice better than a DSO
the value of what you have, being knowledgeable about evWhether
you want to keep your practice for a lifetime
of income or eventually sell, the most fundamental strategy
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Dentaltown July 2022

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