In dental acquisitions, buyer advocacy is often misunderstood. Too many so-called advocates obsess over immediate savings. They celebrate shaving $50,000 off a deal while quietly destroying goodwill.
The Goodwill Equation
Goodwill = Seller Trust + Patient Loyalty + Staff Stability
Why Goodwill Matters
In most dental practice acquisitions, the seller remains involved for a period of time post-sale to support a smooth transition. This involvement is critical to minimizing staff turnover and patient attrition.
When trust is damaged during the negotiation process, the cost can far exceed any short-term savings.
⚠️ Consider This
- A healthy practice with 2,000 active patients
- A 10% drop in patient retention
- ≈ $100,000 in lost annual collections
When a seller’s trust and endorsement are compromised, staff uncertainty and patient attrition often follow.
Negotiating a $50,000 reduction at the expense of the seller’s trust and continued support may feel like a win on paper — but it can quietly destroy far more value over time.
A true buyer’s advocate isn’t focused on winning individual concessions.
They’re playing chess — thinking two to three moves ahead — and helping you negotiate like an owner who understands how to preserve legacy, stability, and long-term value.
TransitionOne’s Approach to Buyer Advocacy
At TransitionOne, buyer advocacy isn’t about extracting the last dollar — it’s about helping you make disciplined decisions and execute like an owner.
1) Education
We teach you how to:
- Understand the practice metrics that determine value
- Calculate true cash flow (including hidden add-backs)
- Conduct disciplined due diligence
- Identify red flags (know when to negotiate or walk away)
- Build a strong advisory team to guide you across the finish line
⚠️ Not every deal is meant to be negotiated — and not every opportunity is the right one.
Our role is to help you cut through the noise, avoid false leverage, and determine whether a practice truly fits your long-term goals.
2) Execute Like a CEO (Not a Transactional Buyer)
Closing a deal is not the finish line — it’s the handoff.
The most fragile moment of the acquisition happens after the ink dries. Deals don’t fail at LOI. They fail:
- 30 days post-close
- When staff disengages
- When the seller mentally checks out
- When patients quietly disappear
This is where poor advocacy shows its true cost. Their approach optimizes for “winning” negotiations. Ours optimizes for retaining goodwill, preserving momentum, and protecting reputation.
What Our Buyer Advocate Program Includes
- Proprietary valuation and risk frameworks
- Clean legal and financial structuring
- Transition planning that prioritizes continuity
- Credentialing and day-one readiness support
With the right knowledge and the right tools, you don’t just win a deal — you inherit a legacy built to last.