Dental and Medical Counsel Blog

Selling a veterinary practice is a significant decision, and many owners are increasingly considering corporate buyers. While these deals can be lucrative, they come with unique complexities. Understanding the process, evaluating offers, and negotiating the right terms are crucial to ensuring a successful sale.

Understanding Corporate Buyers in Veterinary Medicine

Corporate buyers are large organizations, often backed by private equity, that acquire veterinary practices to expand their network. These buyers typically seek well-established, profitable clinics with strong client bases. They offer practice owners financial incentives, streamlined operations, and exit strategies that may not be available with private buyers.

Comparison: Corporate Sale vs. Private Sale

When deciding between selling to a corporate buyer or a private buyer (such as an independent veterinarian or a small group of practitioners), there are several key differences to consider:

Pros of Selling to a Corporate Buyer:

• - Higher Valuations: Corporate buyers often pay a premium due to their financial backing and long-term investment strategies.
• - Structured Exit Plans: Many corporations offer gradual transitions, allowing owners to stay on for a set period before fully exiting.
• - Administrative Support: Corporate buyers typically handle HR, payroll, marketing, and other administrative tasks, easing the operational burden on the seller.
• - Financial Stability: Sellers receive a lump sum or structured payments, reducing financial risk compared to private buyers who may require financing.

• - Loss of Autonomy: Owners may have to follow corporate policies and protocols, which could limit decision-making power.
• - Potential Staff & Culture Changes: Employees may experience shifts in workplace culture, benefits, and management styles.
• - Contractual Obligations: Corporate buyers often include non-compete clauses and earn-out provisions that could impact the seller’s future career.
• - Patient & Client Perception: Some pet owners prefer independently owned practices and may be wary of corporate-owned clinics.

• - Preserving Practice Legacy: Selling to an independent vet allows the practice to maintain its original culture and personalized service.
• - More Negotiation Flexibility: Private buyers may be open to customizing agreements based on the seller’s needs.
• - Greater Continuity for Clients & Staff: Employees and clients may experience fewer changes in how the practice operates.

• - Lower Purchase Price: Private buyers may not be able to match the financial offers of corporate entities.
• - Financing Challenges: A private buyer may require loans or seller financing, increasing the risk of delayed payments or deal complications.
• - Longer Transition Process: Without a corporate structure in place, the handover period can be more complex and time-consuming.

Key Legal & Financial Considerations

Selling to a corporate buyer involves a range of legal and financial considerations that practice owners must carefully evaluate.

1. Non-Compete & Restrictive Covenants
Most corporate buyers include non-compete clauses in their contracts, restricting the seller from opening or working at a competing practice within a certain geographical area for a specific time. These terms can significantly impact future career opportunities, so it’s important to negotiate reasonable limits.

2. Earn-Out Agreements & Payment Structures
Some deals include earn-out provisions, where a portion of the sale price is contingent on the practice meeting certain financial targets post-sale. While this can increase the total payout, it also means the seller must stay involved in the practice and ensure continued performance.

3. Employment Agreements & Transition Period
Corporate buyers often require sellers to remain with the practice for a transitional period—sometimes as an employee or consultant. Reviewing the terms of continued employment, compensation, and responsibilities is essential to avoid unexpected obligations.

4. Tax Implications
The structure of the sale (asset sale vs. stock sale) affects tax liabilities. Consulting with a tax professional can help optimize the financial benefits and minimize tax burdens.

5. Due Diligence & Financial Transparency
Corporate buyers conduct extensive due diligence, reviewing financial records, contracts, and compliance history. Ensuring financial transparency and legal preparedness can prevent delays or complications during negotiations.

Making the Right Decision for Your Practice

Selling to a corporate buyer can be a great opportunity, but it’s not the right choice for everyone. Weighing the financial benefits against the long-term implications for staff, clients, and career goals is crucial. Working with legal and financial advisors can help practice owners navigate the process and secure the best possible deal.

If you’re considering selling your veterinary practice, take the time to explore all options, ask the right questions, and ensure you’re making the best decision for your future.

The Importance of Hiring a Veterinary Attorney

Navigating the sale of a veterinary practice to a corporate buyer requires expert legal guidance. A veterinary attorney ensures that:

• - The purchase agreement protects your interests
• - You understand and negotiate non-compete clauses and other restrictive covenants
• - Tax implications and financial structures are optimized for your benefit
• - Employee rights and transition plans are clearly outlined
• - Due diligence processes are handled efficiently

Selling a practice is a significant decision that impacts your financial future, career, and legacy. A skilled veterinary attorney will safeguard your interests, ensuring a smooth and profitable transition while minimizing legal risks.

Contact Dental & Medical Counsel for Guidance on Selling to a Corporate Buyer  

Selling your veterinary practice to a corporate buyer is a significant decision that requires careful legal and financial planning. At Dental & Medical Counsel, we specialize in helping veterinary practice owners navigate the complexities of corporate sales. Our experienced veterinary attorneys provide industry-specific knowledge and strategic guidance to protect your interests and secure the best possible outcome. Contact us today to ensure a smooth and successful transition for your practice.

Frequently Asked Questions

Q: What are the benefits of selling my veterinary practice to a corporate buyer?
A: Selling to a corporate buyer can provide financial security, a structured transition plan, and reduced management responsibilities. Corporations often offer competitive purchase prices and resources to support staff and operations.  

Q: How does selling to a corporate buyer differ from selling to an individual veterinarian?
A: Corporate buyers typically have a standardized acquisition process, offer structured deals with earn-outs or equity options, and may require non-compete agreements. In contrast, individual buyers may have more flexibility but face financing challenges.  

Q: Will I still have control over my practice after selling to a corporate buyer?
A: In many cases, corporate buyers require the seller to stay on as an associate veterinarian for a transition period. However, decision-making authority often shifts to the corporate management team.  

Q: How is my veterinary practice valued by a corporate buyer?
A: Corporate buyers assess your practice based on financial performance, EBITDA (earnings before interest, taxes, depreciation, and amortization), client base, location, and growth potential. A professional valuation is essential to understanding your practice’s worth.  

Q: What legal considerations should I be aware of before selling to a corporate buyer?  
A: Key legal factors include negotiating the purchase agreement, understanding earn-out structures, reviewing non-compete clauses, and ensuring proper transfer of licenses and contracts. Consulting a veterinary attorney is crucial.  

Q: What are common mistakes practice owners make when selling to a corporate buyer?
A: Common mistakes include undervaluing the practice, not fully understanding contract terms, failing to prepare financial records, and overlooking post-sale employment terms. Proper planning and legal guidance can help avoid these pitfalls.  

Q: How long does the process of selling to a corporate buyer take?
A: The timeline varies but generally takes six months to a year. The process involves valuation, due diligence, contract negotiation, and transition planning.  

Q: Will my staff be affected when I sell to a corporate buyer?
A: Corporate buyers may have policies regarding staffing, benefits, and workflow changes. While they often retain staff, there could be changes in management structure or employment terms. It’s important to clarify this during negotiations.  

Q: Can I negotiate the terms of the sale with a corporate buyer?
A: Yes, while corporate buyers may have standard acquisition terms, key aspects such as purchase price, earn-out terms, and post-sale employment agreements can often be negotiated with the help of an attorney.  

Q: Why do I need a veterinary attorney when selling to a corporate buyer?
A: A veterinary attorney ensures your legal and financial interests are protected. They help with contract negotiations, review non-compete clauses, and clarify tax implications, ensuring a smooth and fair transaction.

About the Author

At Dental & Medical Counsel, we've been instrumental in realizing the practice goals of countless veterinarians. Whether you're looking to purchase, launch, or sell a veterinary practice, our expertise is your guide. Beyond the initial stages, we're committed to ensuring your veterinary practice remains legally compliant.

We provide comprehensive support, including employment law protections, veterinary contract reviews, and assistance with veterinary employment agreements. Additionally, we specialize in incorporating veterinary practices and securing trademarks. And for long-term planning, our services extend to helping veterinarians with succession and estate planning. Trust us to be your partner in every step of your veterinary practice journey.

About Ali Oromchian, Esq.

Your Veterinary Lawyer

Ali Oromchian, JD, LL.M. is the founding attorney of the Dental & Medical Counsel, PC law firm and is renowned for his expertise in legal matters

Ali Oromchian, JD, LL.M., is a leading legal authority in dental law and the founding attorney of Dental & Medical Counsel, PC, with over two decades of experience. His deep connection to dentistry comes from his wife's nearly two-decade-long career as a pediatric dentist. 

This personal insight fuels his dedication to empowering dentists to navigate their legal challenges and achieve their practice goals. In doing so, Ali has helped thousands of doctors open their practices while maintaining legal compliance. 

Ali is frequently quoted and contributes articles to dental publications, including the California Dental Society, Progressive Dentist, Progressive Orthodontists, Dentistry Today, Dentaltown, and The New Dentist magazines, further showcasing his commitment to the dental community.