{"id":9724,"date":"2021-02-01T00:00:54","date_gmt":"2021-02-01T08:00:54","guid":{"rendered":"https:\/\/todaysveterinarybusiness.com\/?p=9724"},"modified":"2022-06-15T17:47:45","modified_gmt":"2022-06-15T17:47:45","slug":"consolidator-practice-sale-advice","status":"publish","type":"post","link":"https:\/\/navc.sitepreview.app\/todaysveterinarybusiness.com\/consolidator-practice-sale-advice\/","title":{"rendered":"Know When to Walk Away"},"content":{"rendered":"

Remember when veterinary practice buyers were scarce and hospital owners were concerned about finding one \u2014 or they expected the pool of buyers to be small? Then along came the consolidators, who used outside money to cherry-pick the best of the best practices. Today, as the inventory shrinks, the competition to buy practices has intensified. Independent veterinarians might have difficulty finding a clinic to buy because a large and diverse group of consolidators is aggressively marketing to almost every companion animal, mixed animal, equine and beef cattle practice.<\/p>\n

Most consolidators are honest and genuinely want to reach mutually beneficial agreements with practice owners. Others, however, might say things that are dubious at best to attract sellers and close deals<\/a>. Beware of the following.<\/p>\n

\u201cAct Now! Time Is Running Out!\u201d<\/h3>\n

Some sales tactics reported to me by clients, friends and colleagues make me shake my head or leave me angry.<\/p>\n

The worst behavior I\u2019ve heard recently came from a long-time client who was told that waiting until the spring of 2021 to sell would be too late. Consolidators would stop buying practices, she was told, because by then they would have as many as they wanted. Oh, please! That\u2019s nonsense, and a sales rep who says that should be embarrassed. Perhaps the buying group is nearing capacity, but dozens of others are not. As I\u2019ve said repeatedly, buyers can always be found for good practices. Do not let anyone tell you that no one will buy your practice if you don\u2019t \u201csell it now.\u201d<\/p>\n

There is a big difference between \u201cnow or never\u201d and being encouraged to close quickly. At certain times of the year, the private equity firms behind many consolidators must recapitalize. That means the original firm might wish to sell its interest or invest additional money in the consolidator. During certain periods, consolidators can\u2019t buy more practices until the private equity decisions are made. If you haven\u2019t sold before this analysis period, you might need to wait a month or longer. This is a legitimate cause of delay and one the representative should be willing to share with you.<\/p>\n

\u201cTrust Me\u201d<\/h3>\n

Another tactic high on my list of annoyances is this one: If you hire a consultant to review the purchase offer, the consolidator will walk away. Seriously? Anyone who says such a thing knows that the purchase offer isn\u2019t as good as it could be and might be downright terrible. Those reps play on your fear that the offer will evaporate.<\/p>\n

If you hear \u201cTrust me,\u201d immediately walk away. Do not do business with someone who wishes to prevent you from getting needed advice. Reputable consolidators want you to feel good about the offer. They will not balk when you need to confer.<\/p>\n

\u201cThe More, the Merrier\u201d<\/h3>\n

A consolidator sometimes will encourage or require you to hire more veterinarians. This might be a prerequisite to extending an offer, or the offer could be contingent on you hiring more doctors before the sale closes. What isn\u2019t fair is to suggest that the consolidator will lose interest if you don\u2019t hire a doctor within the next three to six weeks.<\/p>\n

How many of you could hire another doctor that fast? Associate veterinarians are in high demand and short supply. Unless you are in the middle of final interviews, recruiting, interviewing and hiring<\/a> a doctor will take longer than three to six weeks. Just like you, consolidators are having a hard time finding doctors to fill open positions. By shifting the hiring burden to you, they make their lives easier.<\/p>\n

Many consolidators want you to participate in hiring your replacement, but since your employment agreement will cover a minimum of one year, you have time to find someone. If you need to replace a doctor who left because you can\u2019t handle the cases coming through your door, selling to a consolidator isn\u2019t going to make the problem disappear. Consolidators don\u2019t have a pool of doctors eagerly waiting to be assigned to your hospital.<\/p>\n

On the other hand, if your practice is doing fine with your current doctors, why recruit another one? If you aren\u2019t leaving or expecting a drastic cut in the hours you work, push back. Ask why another veterinarian is necessary and object if the explanation doesn\u2019t make sense.<\/p>\n

\u201cYou\u2019re the Problem\u201d<\/h3>\n

Perhaps a requirement of the agreement is for you to work less before the sale. Of course, to work less, you need doctors with enough empty slots in their schedules to accommodate some of your appointments. If you plan to remain with the practice after the sale, why do you need to cut back? Maybe because:<\/p>\n

The less you work, the less of a bind the buyer will be in if you leave suddenly. If you plan to skip town once the sales proceeds hit your bank, preparing your practice \u2014 and your associates \u2014 is the right thing to do.<\/p>\n

A consolidator might want to reduce the risk related to the loss of your professional goodwill. The more the practice revolves around you, the harder it is to replace you and what you represent to clients and the community. If you produce 75% of the revenue, the risk is high that clients will leave if you aren\u2019t there. But if you generate only 35%, clients are used to seeing other doctors. If they can\u2019t see you, it\u2019s not a crisis.<\/p>\n

If you\u2019re working 80-hour weeks, then, yes, you need to cut back and take care of yourself. But if you carry a typical schedule, force the issue. You shouldn\u2019t have to produce less unless you carry an unusually heavy load.<\/p>\n

The Decision Rests With You<\/h3>\n

Again, the majority of consolidators are honest, honorable and worthy of your trust. A consolidator that respects the relationship with you as a partner will not issue ultimatums or use scare tactics to coerce you into selling. Yes, they will encourage you to decide quickly, but they will never resort to \u201cnow or never\u201d threats.<\/p>\n

If you are considering selling to a consolidator, remember this: You are always in control. You have the power to ask for changes, take more time to decide or even walk away.<\/p>\n

Every buyer, whether a consolidator or private veterinarian, will ask for considerations. Some requests will be reasonable and others might border on the absurd. Work with experienced advisers to understand what is realistic.<\/p>\n

\n

NEED AN ADVISER?<\/span><\/h3>\n

Where do you find experts who understand the veterinary profession? VetPartners is a nonprofit organization made up of hundreds of business specialists dedicated to serving the veterinary industry. Experts include practice valuators, brokers, attorneys, accountants, website designers, social media and marketing professionals, and operations whizzes. Check out the membership directory at bit.ly\/371DTmC<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"

Reputable consolidators want you to feel good about the offer.<\/p>\n","protected":false},"author":53,"featured_media":9725,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"iawp_total_views":0,"footnotes":""},"categories":[329],"tags":[],"class_list":["post-9724","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-february-march-2021","column-money-matters","clinical_topics-practice-ownership"],"acf":{"hide_sidebar":false,"hide_sidebar_ad":false,"hide_all_ads":false},"yoast_head":"\nKnow When to Walk Away | Today's Veterinary Business<\/title>\n<meta name=\"description\" content=\"If you\u2019re an independent veterinary practice owner, don\u2019t rush into a sale to a consolidator. 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