You’re Not Selling a Practice—You’re Selling a Transition

A team of doctors and nurses standing together in a medical hallway, representing collaboration and support during a healthcare practice transition.

At Wicklow, we talk to practice owners every week who are ready to sell — or at least, they think they are.

They’ll say things like:
"The numbers are solid."
"We did $1.3 million last year."
"Everything’s turnkey."

But when we start digging, we ask:

  • Who’s covering your production after you leave?

  • What’s the staff dynamic like?

  • Is the associate planning to stay?

  • What’s your plan for introducing the buyer to the client base?

That’s when it hits them:
You’re not just selling a practice — you’re selling a transition.

The Hard Truth Most Sellers Miss

Buyers aren’t just buying a P&L and your equipment.
They’re buying confidence — confidence that they can step in, keep things going, and not lose half the clients or team in the process.

A clean transition can make or break a deal — and it can absolutely impact your value.

What Buyers Actually Want

Here’s what serious, qualified buyers are looking for when evaluating your practice:

  • A stable team that’s planning to stay post-close

  • An owner who’s willing to stick around for a few weeks or months to smooth the handoff

  • A clear schedule — who's producing what, and how that changes after closing

  • Systems that are documented, digital, and not just in your head

  • A lease that’s assignable, clean, and not set to expire in 8 months

Buyers Pay More for Confidence

We’ve seen it time and again:
Practices with good numbers and a clear, cooperative transition plan command stronger offers and close faster.
Practices with mystery, ego, or instability? They either sit on the market, sell at a discount, or don’t sell at all.

Want to Sell? Ask Yourself These Questions:

  • Am I replaceable — and how quickly?

  • What will my staff say about me to the buyer?

  • Can I explain my practice to someone in under an hour?

  • Do I have a plan for what happens after the buyer wires the funds?

If those questions make you squirm a little, that’s okay — that’s what we’re here for.

At Wicklow, we don’t just help you list.
We help you prepare, position, and transition your practice — because the deal doesn’t close when you sign the LOI… it closes when the buyer feels like they can carry your torch.

Let’s get you ready to do that well.


 
 

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.

 
 
 
 

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