[EP 306] - The Biggest Mistakes Doctors Make When Selling a Medical Practice

Summary for practice owners

The Deal Room podcast interviews healthcare transaction adviser Kristen Carney about preparing a medical practice for sale. Drawing on experience on the corporate side of transactions, Carney describes the imbalance a small practice owner may feel when negotiating with a large organization that has extensive resources and specialist teams. Preparation is presented as both a financial and personal process. Owners need to understand due diligence, work effectively with legal and accounting advisers, and be clear about what they want for employees and the owner's role after a transaction. The interview cautions against treating the sale purely as a headline price. A result that protects the practice's identity and supports a workable transition may be more valuable than an offer that leaves the seller dissatisfied on day one. It also shows the importance of having an advocate who understands how corporate buyers operate and can help the owner make informed choices through negotiations. For an OB-GYN practice, the advice applies whether a sale is near or still a future possibility: keep business and operational records organized, understand the practice's strengths and risks, and start conversations with advisers early enough to preserve options. The episode is positive about corporate partnerships while encouraging owners to enter them with preparation and realistic expectations. Its most useful contribution is the reminder that transaction readiness should include the human consequences of a sale, such as continuity for employees and alignment with the owner's professional priorities. The discussion provides a framework for thinking about readiness. It is not a step-by-step legal or valuation manual.

Owner takeaways

• 3:22 Get independent advice that represents the owner's interests in a potential sale.
• 4:24 Prepare to protect staff, services and practice legacy alongside financial terms.
• 5:32 Define what a successful transition should feel like for the owner before negotiations advance.
• 7:39 Recognize the resource gap between a small practice and a corporate buyer and plan accordingly.

Why it made the list

The interview gives practice owners a useful framework for sale readiness, negotiation support and transition priorities. It has 53 views.

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This video is published by Aspect Legal on YouTube. Obstetricians.com is not affiliated with the creator, and inclusion is not an endorsement by either party. Watch it on YouTube.