05/12/2026
Five preparation steps that actually move the needle when a concierge practice approaches a transaction.
These aren't theoretical. I evaluated dozens of practices from the buyer's seat at MDVIP.
These are the things that changed the outcome.
1. 𝗖𝗹𝗲𝗮𝗻 𝗘𝗕𝗜𝗧𝗗𝗔. Normalize the financials before the buyer does it for you. Know your add-backs. Know your adjusted number. The buyer will have their own version — you want to be close.
𝟮. 𝗠𝗲𝗺𝗯𝗲𝗿𝘀𝗵𝗶𝗽 𝘀𝘁𝗮𝗯𝗶𝗹𝗶𝘁𝘆. A practice holding 94–96% retention over three years tells a fundamentally different story than one that dropped from 96 to 89. Trend matters as much as the current number.
𝟯. 𝗥𝗲𝗱𝘂𝗰𝗲 𝗸𝗲𝘆-𝗽𝗲𝗿𝘀𝗼𝗻 𝗿𝗶𝘀𝗸. Every buyer asks: what happens if you leave? Build the answer to that question before they do.
𝟰. 𝗗𝗼𝗰𝘂𝗺𝗲𝗻𝘁 𝘆𝗼𝘂𝗿 𝗶𝗻𝗳𝗿𝗮𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲. Onboarding, billing, patient communication, vendor relationships, staff workflows. The less a buyer has to assume, the less they will discount.
5. 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝘆𝗼𝘂𝗿 𝗯𝘂𝘆𝗲𝗿 𝘁𝘆𝗽𝗲𝘀. Strategic acquirers and PE groups underwrite practices differently. Knowing who's likely to be in the room changes how you tell your story.
Preparation does not mean you are selling. It means you are in control.
𝗖𝗼𝘃𝗲𝗿𝗶𝗻𝗴 𝗮𝗹𝗹 𝗼𝗳 𝘁𝗵𝗶𝘀 𝗶𝗻 𝗮 𝗳𝗿𝗲𝗲 𝗽𝗵𝘆𝘀𝗶𝗰𝗶𝗮𝗻-𝗼𝗻𝗹𝘆 𝗯𝗿𝗶𝗲𝗳𝗶𝗻𝗴 — 𝗠𝗮𝘆 𝟮𝟮, 𝟭𝟮 𝗣𝗠 𝗘𝗧.
𝗚𝗲𝘁 𝘁𝗵𝗲 𝗹𝗶𝗻𝗸 𝗵𝗲𝗿𝗲: https://olympicma.com/concierge-medicine-webinar/
