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“Thank you for steering us in the right direction. Neither of us has an understanding of business but, with your help, we anticipate a positive future for her practice.”

The Spouse of a Peoria
Arizona Family Practitioner

A Good Listener Practices LARSEN

 

 

 

Looks At Speaker

 

 

 

Asks Questions When Necessary

 

 

 

Responds Regularly And Frequently

 

 

 

Stays On Subject

 

 

Emotions Under Control

 

 

Never Interrupts

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< Back To News What are the Components of Selling a Professional Practice By Craig Heiser

 

VALUATION

  • Establish Fair Market Value (Amount agreed by Buyer and Seller when both have all relevant knowledge)

Ownership Benefits – Today’s Value of Future  Benefits (Discounted Cash Flow)

Comparison to Similar Practices Sold Recently (Comparable Sales)

   

  • Verify Key Intangible Assets (Due Diligence)

 Background

 History

 Location

 Market

 Business Components

 

 Patients

 Payer Contracts

 Source of Business

 Staff

 Marketing Programs

 

  • Data Requirements

 Federal Income Tax Returns – 5 Years

 Financial Statements – 6 Years

 Management Reports – 3 Years

 Practice Data Questionnaire

 

  • Cost-Fixed Price Paid in Advance

 

SALE

  • Marketing Program

 Advertising

 Letter to Community Physicians

 Networking

 Hospitals

 Medical Schools/Residency Programs

 

  • Transaction Process

Prospect Qualification

Financing

Negotiation

Documentation

Attorney Reviews

Closing

 

  • Data Requirements – None

 

  • Cost – Percent of Sales Price Paid at Sale Completion

 

 

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