Whether you’re planning to sell your dental practice in the next two years or 10, one goal remains the same: you’ll want to achieve the best possible price. No matter the size, clinical focus or structure of your business, building value takes time – and the earlier you start, the stronger your position will be when the right buyer comes along.
Keep a foot on the pedal
When you’re thinking about selling, it’s easy to ease off. After years of running a practice, the idea of gradually winding down can be tempting – but buyers will notice any drop in momentum.
Maintaining (or ideally increasing) revenue in the lead-up to a sale helps demonstrate a healthy, resilient business. Think of this period as your final sprint, not the cool-down lap. The stronger your numbers look when you go to market, the better the offers you’ll attract.
Focus on smart growth
A solid growth strategy isn’t about doing everything at once – it’s about focusing on key areas that offer the biggest return. For principals preparing to sell, this often starts with optimising what you already have: your systems, equipment and processes.
Make sure you’re fully utilising technology such as CBCT scanners or 3D printers, and that administrative or decontamination workflows are efficient and consistent. Even small adjustments can free up staff time, reduce stress, and increase overall productivity.
Then consider opportunities to expand your offering. Could an existing associate train in orthodontics? Would a visiting endodontist or implantologist help bring referrals in-house? Diversifying services can attract new patients, strengthen loyalty and grow revenue – all of which boost appeal to potential buyers.
If you’ve got the time and appetite, physical improvements can also make a difference. Adding a new surgery or modernising the space could open the door to new patient groups and help your practice stand out in a competitive market.
Optimise your EBITDA
EBITDA – Earnings Before Interest, Tax, Depreciation and Amortisation – is a key metric that underpins your valuation. Understanding and optimising it early can have a significant impact on the eventual sale price.
You can increase EBITDA by raising income (for example, reviewing patient fees, introducing a new service or growing your patient base) or by reducing outgoings. Renegotiating lab costs, bulk-buying consumables or changing suppliers can all make a meaningful difference.
To illustrate: a practice valued at 7× EBITDA with profits of £100,000 would be worth £700,000. A 5% increase in profit would raise the value to £735,000, while a 10% uplift would take it to £770,000 – all without major structural change.
If you’re a principal-led practice, adding another associate can also boost income and make your business more attractive to buyers by reducing dependency on one clinician.
Start early, stay informed
Even if selling feels a long way off, it’s never too early to prepare. You’re probably monitoring performance already, so use that data to drive growth and strengthen profitability over time.
One of the most effective ways to begin is by requesting a free practice ‘health check’. Dental Elite offers this service to help principals assess their current position and identify realistic opportunities to increase value ahead of a sale. Our experienced team provides clear, practical advice tailored to your business – so when the time comes, you’re ready.
Whether your next step is two years away or ten, every improvement you make now strengthens your practice for the future.
Author: Luke Moore, Founders and Directors of Dental Elite
For more information on Dental Elite, visit www.dentalelite.co.uk, email info@dentalelite.co.uk or call 01788 545 900.
