How Your Facility Impacts the Value and Marketability of Your Practice
When most owners start preparing to sell their practice, they focus on the big three: production, collections, and profitability. And yes, those numbers are critical. But there’s another piece that can quietly make or break your deal—before a buyer even opens your books: your facility.
At Wicklow Healthcare Advisory, we like to remind sellers: Buyers aren’t just buying your practice. They’re buying the experience of walking into it.
If your space feels dated, cluttered, or neglected, it doesn’t just reflect poorly on the building—it sends a message about how the entire practice might be run. On the flip side, a clean, modern, and well-maintained space instills confidence, shows pride of ownership, and hints at strong future potential.
Why Your Facility Matters More Than You Think
First impressions are powerful. Whether your buyer is a DSO, a corporate group, or another independent doctor, their opinion starts forming the moment they walk through the door, or even when they scroll through listing photos.
If your facility feels tired, it might suggest:
Deferred maintenance and hidden capex risks
A lower-quality patient experience
A need for immediate renovations and investment
A disconnect between clinical quality and the surrounding environment
Even if your numbers are strong, a poor facility can drag down your valuation or cause your listing to sit on the market longer than it should.
The Real ROI of Strategic Upgrades
Here’s the good news: you don’t need a full renovation to make a real impact.
Thoughtful, incremental upgrades can dramatically improve your curb appeal and market positioning.
Here’s why it’s worth it:
✅ Improved Buyer Confidence:
A clean, updated facility tells buyers the practice has been well-run, and that major surprises are unlikely.
✅ Higher Patient Retention (and Revenue):
Patients notice things like fresh paint, updated waiting rooms, and clean operatories. A positive patient experience today makes them more likely to stay loyal through a transition tomorrow.
✅ Better Lending and Transition Support:
Banks and SBA lenders are much more comfortable financing deals when the facility is in good condition. Clean books + clean spaces = faster, easier approvals.
✅ Faster Sales & Less Negotiation:
If a buyer doesn’t have to budget for immediate upgrades, they're less likely to nitpick—and more likely to offer full value.
What to Upgrade and When
If you're planning to sell in the next 1–5 years, here’s where your investment will have the biggest impact:
1. High-Visibility, High-Traffic Areas
Fresh paint, updated flooring, and modern lighting in reception and waiting areas
New seating, artwork, or updated branded signage
ADA compliance updates, if needed
2. Operatories or Exam Rooms
Replace visibly worn cabinetry or countertops
Make sure all equipment is clean, functional, and up to date
Consider upgrading one operatory to “showcase” technology like digital X-ray, CBCT, or imaging
3. Backend Efficiency
Improve breakrooms and kitchen areas to boost staff morale and support recruiting
Modernize IT systems, networking, and digital records management
4. Curb Appeal and Entry
Fresh landscaping, new exterior signage, and clean front entryways
Organized, well-maintained parking areas
Remember: Buyers can imagine putting their own brand and décor on your space. What they don’t want to imagine? A long, expensive to-do list the day after closing.
Doctor-to-Doctor vs. Corporate Buyers: Who Cares More?
Short answer: both. But they care in slightly different ways.
Doctor-to-Doctor Sales:
First-time buyers often don't have the capital or the appetite to take on major facility projects after closing. A dated or neglected space can be a dealbreaker.
Corporate Buyers:
They might have the capital to renovate, but they’ll still factor the costs into their offer. If your space isn’t up to their standards, expect them to lower the purchase price or adjust the deal structure.
Bottom line:
If you tackle facility improvements before you go to market, you’ll face fewer surprises—and stronger offers—later.
Final Thought: Your Facility Tells a Story. Make It a Good One.
You’ve built a practice that patients trust.
You’ve built a team that delivers care with skill and integrity.
Your facility should reflect that same level of excellence.
At Wicklow Healthcare Advisory, we help owners assess and prioritize facility improvements that move the needle without overcapitalizing or overbuilding. The goal isn’t perfection. It’s presenting a practice that feels cared for, modern, and ready for its next chapter.
Because when a buyer can picture themselves working in your space, they’re a lot more likely to picture themselves buying it.
Thinking about selling in the next few years and wondering what’s worth updating?
Let’s walk the space together. We’ll help you focus your investment where it matters—and make sure your facility sells the story your numbers are already telling.
Thank you for your interest in Wicklow!
Our team understands how to help you find the right opportunity that fits your specific needs, and we’re committed to helping you succeed. Should you have any questions, fill out the form below with your details, and we'll get back to you as soon as possible. Your information is secure and will only be used to assist you.
