The Steps of Acquisition or Start-up

The Bulletproof Dental Podcast Episode 342 HOSTS: Dr. Peter Boulden GUESTS:  Dr. Trey Tippit and Dr. Dwight Peccora   TAKEAWAYS

• Understanding the differences between acquisitions and startups is crucial in making informed decisions.
• Financial factors such as revenue, debt-to-revenue ratio, and cash flow play a significant role in acquisitions.
• Operational efficiencies and utilization rates are key metrics to consider in underperforming practices.
• Determining the purchase price based on body count can help in evaluating the value of an acquisition. Body count, or the active patient count, is an important metric to consider when evaluating an acquisition.
• Different metrics, such as average production per patient visit, can provide insights into the efficiency of a practice.
• Addressing attrition and periodontal disease is crucial in maintaining patient retention and improving overall oral health.
• Using effective verbiage and communication techniques can help navigate uncomfortable conversations with patients and team members.
• A letter of intent (LOI) is a non-binding agreement that outlines the terms and conditions of an acquisition, and it is important to clearly communicate expectations and components in the LOI. Negotiating the deal involves discussing important components such as non-compete clauses.
• Due diligence is crucial and should include reviewing financial data, evaluating equipment and IT systems, and assessing the team and culture of the practice.
• Using memorandums of understanding (MOUs) and letters of intent (LOIs) can help facilitate the acquisition process.
• Phasing in changes after the acquisition can help build trust and retain the team.
• Learning from mistakes and continuously improving the acquisition process is essential.

  CHAPTERS 00:00 - Introduction and Overview 00:58 - The Importance of Understanding Acquisitions 08:08 - Factors to Consider in Acquisitions 11:50 - Identifying Acquisitions 14:46 - Analyzing Financials in Acquisitions 23:31 - Utilization Rate as a Key Metric 28:35 - Determining Purchase Price Based on Body Count 31:14 - Different Metrics for Evaluating Efficiency 34:13 - Evaluating the Value of a Practice 36:08 - The Impact of Attrition in Acquisitions 45:33 - The Importance of Verbiage in Uncomfortable Conversations 51:29 - The Significance of a Letter of Intent (LOI) 57:34 - Negotiating the Deal 58:33 - Important Components to Include 01:02:07 - Using MOUs and LOIs 01:03:12 - Due Diligence Overview 01:05:18 - Day One Priorities 01:06:19 - Phasing in Changes 01:12:20 - Continuing the Discussion 01:19:09 - The Learning Process     REFERENCES Bulletproof Summit Bulletproof Dental Practice