ThE “ENhANcEd PROcESS” OF SEllING hEAlThcARE SERvIcE cOmPANIES

Chapter 20

the “h en AnCeD PRoCess”

oF sellIng heAlthCARe

seRvICe CoMPAnIes

By paUl Martin

The sale of your healthcare services business will probably represent
one of the most important financial decisions of your entire life, and,
if properly structured, will allow you to achieve financial freedom for
you and your family. The “sale” process is extremely complex and is
filled with major decisions and roadblocks. I firmly believe that you as
the business owner need professional guidance, and the process should
be what we consider, an “Enhanced Process.” An Enhanced Process for
the sale of your company will ensure that your business has been confi-
dentially exposed to all potential acquirers; it will leverage the specific
values that the acquirer will receive; and it will promote structure over
simply price. This process will get you the business owner, more money
for your business than simply finding a single buyer and selling your
business. Why is this process absolutely necessary and so successful?

1. Buyers in the healthcare services industry are “pros” at buying
   companies; you, as a business owner, are not. They buy multi-
   ple companies per year; you will do this once in a lifetime. You
   must put a “pro” on your side and apply a process and systems
   to your approach.