Waiting to Sell Your Practice Could Cost You Everything You've Built
Why waiting too long can kill your valuation
When it comes to selling your healthcare practice — whether veterinary, dental, or medical — timing is everything. Many owners believe they can wait “just a few more years” to build value, only to discover too late that the market, or their own business fundamentals, have shifted against them.
At Wicklow Healthcare Advisory, we see this every day. This post will help you spot the hidden risks of waiting too long — and show you how a proactive plan can protect your legacy, your team, and your financial future.
What Does ‘Peak Value’ Actually Mean?
Most practice owners think peak value means “my revenue is the highest it’s ever been.” But true peak value is a combination of:
Strong, consistent revenue with stable or growing visits
A balanced team (without over-reliance on one provider)
A facility that doesn’t scare off a buyer with deferred maintenance
Market conditions that align with your practice type
Waiting a year or two without addressing issues like associate turnover, visit declines, or facility upgrades often means you’ll miss your window — or your buyer pool will shrink.
The Three Silent Value Killers
We always advise our clients to watch for these three often-overlooked factors that can quietly erode your practice value over time:
Associate and Key Staff Turnover
Losing a key provider or key member(s) of the team before or during your sale can dramatically reduce a buyer’s confidence — and therefore your price.
Declining Visits
Even if revenue looks stable, a drop in patient visits signals future revenue loss. Buyers pay close attention to trends, not just last year’s top line.
Deferred Capital Expenditures (CapEx)
Old equipment, tired interiors, or a facility needing big updates can become leverage for buyers to negotiate your price down — or walk away entirely.
A Quick Self-Check: Are You Waiting Too Long?
Ask yourself:
- Do you rely heavily on one or two associates who, if they left, would have a major impact to your business?
- Are your client / patient visits stable or trending down?
- When was the last time you invested in your facility, equipment, and technology?
- Are you counting on “future growth” that may not materialize?
If you answered “yes” to any of these, it’s time to build a plan — not a wish.
Wicklow’s Forward-Looking Approach
At Wicklow Healthcare Advisory, we don’t just broker deals. We help you make smart, realistic decisions based on your practice’s real position in the market today — and where you want to be tomorrow.
Whether you’re thinking about selling in six months or six years, our value check and timeline planning session helps you:
Understand where you stand now
Identify the real levers to increase value (and the ones that are just wishful thinking)
Create a roadmap to transition on your terms
Let’s Talk — Before the Market Talks for You
Don’t wait for the market to make the decision for you. If you’re wondering whether now is the right time to sell, reach out to our team at info@getwicklow.com. We’ll give you the honest, data-backed answer most owners don’t get until it’s too late.
Thank you for your interest in Wicklow!
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