The Date and the Number: rethinking your Dental Practice exit strategy - a new book for 2026

Watch out for The Date and The Number in the New Year

Most dental practice owners wait too long to think about selling their business. This is not because they are careless but because exit planning is often seen as something to do only when ready to leave. The truth is the quality of your exit depends on decisions made years before you actually sell.

Over the past year, I have led workshops across the UK asking a simple but powerful question: how do you decide when to exit your practice and for how much? The answers revealed that many owners have never clearly defined either. This insight inspired a new book, The Date and the Number, coming in the New Year.

This book is not about selling quickly or chasing the highest possible price. Instead, it explores how exit value is created and destroyed in dentistry. It draws on real UK market experience and explains why some practices sell well even in tough markets while others struggle in good ones. It also shows why EBITDA matters whether you like it or not and why relying too much on the principal suppresses value.

Many dentists focus on running their practice and improving patient care, which is natural. But waiting until you want to leave before planning your exit means missing years of opportunity to build value. The decisions you make today affect your practice’s worth tomorrow.

For example, practices that depend heavily on the principal dentist for revenue often struggle to attract buyers or get a good price. Buyers want a business that can run smoothly without the owner. Building a strong team and systems early increases your practice’s appeal and value.

EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortisation) is a key financial measure buyers use to value dental practices. It shows how profitable your business is before accounting for non-operational costs.

Many owners dislike focusing on EBITDA because it feels like a numbers game. But ignoring it can cost you thousands or even hundreds of thousands of pounds at sale time. Improving EBITDA by controlling costs and increasing revenue streams makes your practice more attractive and valuable.

Having a clear exit date and target sale price simplifies decision-making. When you know when you want to leave and how much you want to achieve, you can make choices that support those goals.

For example, if your target sale price requires a certain EBITDA multiple, you can focus on improving profitability and reducing risks that lower multiples. If your exit date is five years away, you have time to build systems, train staff, and grow your patient base.

One practice owner I worked with wanted to exit in three years but had no clear financial target. After setting a realistic number based on market multiples, they focused on reducing reliance on themselves and improving profitability. When they sold, they achieved a price 20% higher than initially expected.

Another owner waited until retirement age to think about selling. Because the practice depended heavily on them, the sale took longer and the price was lower. This case shows how delaying exit planning can reduce value and create stress.

Building The Extreme Business Exit Planning System©

Exit planning is not a one-time event but a system. It involves regular reviews of your practice’s financial health, team strength, and market conditions. It means making intentional decisions every year that move you closer to your exit goals.

This system helps you avoid surprises and gives you control over your future. It also improves your practice now, not just at sale time, by encouraging better management and growth.

If you plan to own your dental practice for several years, start the exit conversation now.

Define your ideal exit date and the number you want to achieve. Assess your current EBITDA and identify areas to improve. Build a team and systems that reduce dependence on you.

The Date and the Number will provide practical guidance and real examples to help you create a strong exit plan. Watch for its release in the New Year.

Taking control of your exit strategy today means a smoother, more profitable sale tomorrow. Don’t wait until it’s too late to start planning.

p.s. did I mention - the book will be free of charge?