Mastering Practice Acquisitions

Buying a dental practice remains one of the most reliable paths to clinical autonomy, financial independence, and long-term wealth. But acquiring the right practice—and building it into a high-value asset—requires more than just strong production numbers and a loan approval. Too many dentists make costly mistakes early on that delay their progress and erode the long-term value of their investment.

This blueprint outlines a smarter approach to practice acquisition—one that helps you not only avoid common pitfalls but also position your practice for growth and future exit opportunities, including potential DSO partnerships.

Start With Your Long-Term Vision

One of the most common—and expensive—mistakes dentists make is jumping into ownership without clearly defining what they want from their practice. Without a long-term vision, short-sighted decisions follow.

Before evaluating any opportunity, clarify your goals:

• What kind of lifestyle do you want?
• How involved do you want to be clinically and operationally?
• What level of income are you aiming for?
• Where do you want your practice to go in 5, 10, or 15 years?

Getting crystal clear on these questions will help you identify the right opportunities—and avoid the wrong ones.

Know What Problems to Avoid—and Which Ones to Embrace

Not all struggling practices are bad acquisitions. Some challenges are actually opportunities in disguise.

Learn to distinguish between true red flags—like poor leadership culture, unsustainable overhead, or an unstable patient base—and areas with growth potential, such as underutilized hygiene departments, limited procedures, or minimal marketing efforts.

The best acquisitions often come with room to improve. The key is knowing which problems can be fixed—and which ones will hold you back.

Don’t Let Deal Terms Distract You from What Matters Most

It’s easy to get caught up in the deal: EBITDA multiples, seller compensation, holdbacks, earnouts. But these surface-level metrics can distract from what truly matters—whether the practice sets you up for clinical success and business growth.

Instead of obsessing over short-term numbers, ask:

• Does the patient flow support future expansion?
• Is the payor mix aligned with your goals?
• Will the team and systems help or hinder your leadership?
• Is there real upside post-closing?

Great terms won’t fix a fundamentally poor acquisition. Focus on the foundation, not just the financials.

Acquire a Practice That’s Positioned to Grow

The most successful owners buy practices that aren’t just stable—they’re scalable. Practices with strong fundamentals and built-in growth potential offer greater returns and stronger positioning should you choose to sell later.

Characteristics of a “ready-to-grow” practice often include:

• Consistent, increasing revenue and EBITDA
• Multiple providers (to reduce risk)
• Streamlined operations and infrastructure
• A healthy EBITDA margin (typically 20–25%)
• Post-acquisition growth opportunities

These practices are not only easier to grow—they’re also more attractive to future buyers, including DSOs and private equity groups.

Build with the End in Mind

Even if you’re years away from thinking about a transition, the decisions you make now can dramatically impact your outcome later.

To maximize future value:

• Position your practice like a Class A asset
• Choose the right time—not just the right offer—to take it to market
• Create competition among buyers when it’s time to sell
• Control the narrative around your practice’s EBITDA
• Pay close attention to deal structure and alignment of incentives

A well-positioned practice not only commands a premium valuation—it also gives you more leverage, flexibility, and options for the future.

The Bottom Line

Whether you’re preparing for your first acquisition or expanding your footprint, the smartest path forward begins with a clear strategy. From selecting the right opportunity to building a practice with scalable systems and strong financial performance, this blueprint is your guide to making confident, informed decisions.

Make the right move today—so your practice can support the future you’ve envisioned.

Media Contact:

Scott V. Mortier
President of Scott Leune Education
[email protected]
773-255-4095