Strategic Planning and Team Alignment Are Central to Successful Practice Sales
Selling a dermatology practice requires long-term planning, financial analysis, and careful alignment between physicians, staff, and investors, according to Ellen Marmur, MD, during her session, “Selling Your Practice: How to Know When You’re Ready,” presented at Music City SCALE 2026. The session focused on practical considerations for physicians evaluating whether—and when—to pursue a practice sale.
Dr Marmur framed practice transitions as deeply personal and strategic decisions rather than purely financial transactions. “It’s like any big decision,” she noted, encouraging physicians to evaluate their professional and personal goals well in advance of a potential sale.
A central theme of the presentation was future-oriented planning. Physicians were encouraged to “look 5, 10, 15 years ahead” and envision both their professional trajectory and personal life after a transition. Succession planning was identified as a key component of this process, particularly for practices seeking continuity of care and operational stability.
The presentation emphasized the importance of understanding the marketplace before entering negotiations. Dr Marmur advised practice owners to meet with multiple investment groups, assess practice valuation, and learn how acquisition models differ. Rather than moving quickly into a deal, physicians were encouraged to narrow options thoughtfully and identify organizations aligned with their long-term vision.
Financial modeling was also highlighted as an important decision-making tool. The session recommended evaluating multiple transaction scenarios, including varying equity structures and earn-out arrangements, using Monte Carlo analysis to better understand long-term outcomes and financial risk.
Operational preparation was another major focus. Physicians were advised to maintain organized documentation, including signed letters of intent and legal agreements, while assembling a team of trusted advisors. Legal, financial, and operational expertise were described as essential to navigating the complexity of practice sales.
Staff engagement was presented as equally important to transaction success. Dr Marmur emphasized the need to “ensure your team is excited” and encouraged practices to implement long-term incentive structures for key employees and managers. Providing staff with time to review agreements and consult advisors was framed as an important component of maintaining trust and stability during transition.
Dr Marmur also stressed the importance of maintaining flexibility throughout negotiations. Physicians were encouraged to preserve an “exit strategy at every step” if the process no longer aligned with their goals or values.
Ultimately, Dr Marmur emphasized that successful transitions depend on preparation, trust, and adaptability. “Learn to trust—yourself and your team,” she advised.
For more meeting coverage, visit the Music City SCALE newsroom.
Reference
Marmur E. Selling your practice: how to know when you’re ready. Presented at: Music City SCALE Symposium; May 13–17, 2026; Nashville, TN.
