Selling your integrated Speech and Occupational Therapy practice is a significant decision. The Charlotte market presents a unique opportunity, with a growing demand for therapy services and an active environment for healthcare transactions. To capitalize on this, you need to be prepared. This guide walks you through the current market, how practices like yours are valued, and what to expect during a sale. It is designed to give you clarity on the path ahead.
Not sure if selling is right for you? Our advisors can help you understand your options without any pressure.
A Market Primed for Growth
The timing for therapy practice owners in Charlotte could not be better. Nationally, the demand for your services is surging. The occupational therapy market alone is projected to grow at 10.1% annually, while speech therapy is expanding steadily. This national energy is felt strongly in North Carolina. ZipRecruiter calls the job market for Occupational Therapists in Charlotte “very active,” signaling a robust local need. Furthermore, the widespread adoption of teletherapy has opened new revenue streams and models for patient care, making integrated practices with digital capabilities especially attractive to buyers. This combination of high demand, local growth, and technological evolution creates a powerful tailwind for practice owners considering an exit.
Positioning Your Practice for a Successful Sale
Beyond broad market trends, sophisticated buyers will look closely at the specific attributes of your practice. Getting these details right is how you move from a good price to a great one. You should focus on a few key areas.
The Power of Integration
Your practice isn’t just an OT clinic or an ST clinic; it’s an integrated care model. This is a significant strength. Be prepared to explain how your cross-referral process works, the benefits for patient outcomes, and how this operational synergy creates a more defensible business.
Your Team and Technology
A strong team of qualified therapists is one of your most valuable assets. Buyers look for practices that are not solely dependent on the owner. Similarly, if you have established teletherapy systems and a strong digital presence, this is a major selling point that speaks to future growth.
Confidentiality Is Critical
Exploring a sale should never disrupt your day-to-day operations or alarm your staff. The entire process, from initial valuation to final closing, must be managed with absolute confidentiality. This is a non-negotiable part of a professionally managed transaction.
Who Is Buying Practices Like Yours?
The buyers interested in a Charlotte-area therapy practice are more diverse and sophisticated than ever. They include private equity groups (PEGs) building regional or national platforms, established multi-site operators (MSOs) looking to expand their footprint, and local health systems seeking to broaden their service lines. These buyers are looking for well-run practices with strong growth potential. You cannot find specific sale prices online. This information is private. The key to maximizing your value is not just finding a buyer, but creating a competitive environment where multiple qualified parties are interested. A structured process ensures you are negotiating from a position of strength, not reacting to a single unsolicited offer.
Navigating the Path to a Sale
A successful practice sale follows a structured, confidential process. Each stage builds on the last and requires careful attention to detail. Understanding the roadmap helps you prepare for what is ahead.
| Stage | What It Means For You |
|---|---|
| Preparation | We work with you to gather financials, normalize your earnings, and prepare a confidential marketing package that tells your practice9s story. |
| Confidential Marketing | We identify and discreetly approach a curated list of qualified buyers from our network, gauging interest without revealing your identity. |
| Negotiation | We field initial offers, create competitive tension to improve terms, and help you select the best partner for your financial and personal goals. |
| Due Diligence & Closing | We manage the buyer’s deep dive into your operations and financials, navigate legal documentation, and guide you through to a successful closing. |
The due diligence process is where many practice sales encounter unexpected challenges.
What Is Your Practice Really Worth?
Valuation is more than a simple formula. While buyers often use a multiple of your earnings to determine a price, the key is understanding what “earnings” truly means. The most important metric is Adjusted EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization). This figure starts with your net income and adds back owner-specific personal expenses and any above-market owner salary. For example, if your practice has a $500k net income but you pay yourself $150k more than the market rate, a buyer sees that as $650k in true earning power. An expert can help identify these adjustments to present your practice’s maximum profitability. The final multiple applied to that number depends on your size, staff stability, payer mix, and growth story.
A comprehensive valuation is the foundation of a successful practice transition strategy.
Life After the Sale: Planning Your Transition
Selling your practice is not the end of the story. A successful transition requires planning for what comes next, both for you and for the team you built. Thinking about these factors early in the process ensures your goals are met.
- Your Role as a Seller. Most deals involve a transition period where you stay on to ensure a smooth handover. The length and terms of this period are a key point of negotiation. You need a plan that works for you.
- Protecting Your Team. Your staff is crucial to the practice’s continued success. The right buyer will recognize this. Structuring the deal to protect your team’s future is a critical part of protecting your legacy.
- Structuring Your Proceeds. Your deal may include more than just cash at closing. An “earnout” can provide you additional payments if the practice hits future performance targets. An “equity rollover” allows you to retain a stake in the new, larger company, offering potential for a second, often larger, payout down the road.
Your legacy and staff deserve protection during the transition to new ownership.
Frequently Asked Questions
What is the current market outlook for selling a Speech & Occupational Therapy Integration practice in Charlotte, NC?
The market in Charlotte is very favorable for therapy practice owners right now. There is a growing demand for therapy services nationally, with occupational therapy projected to grow at 10.1% annually. The local job market for Occupational Therapists is described as very active, and the adoption of teletherapy has opened new revenue streams, making integrated practices particularly attractive to buyers.
How is an integrated Speech & Occupational Therapy practice valued in the Charlotte market?
Valuation primarily depends on Adjusted EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization), which reflects true earning power by adjusting net income for owner-specific expenses and salary. The final sale price multiple depends on factors like practice size, staff stability, payer mix, and growth potential. Expert advisors can help identify these adjustments to maximize value.
Who are the typical buyers for integrated Speech & Occupational Therapy practices in Charlotte?
Buyers include diverse groups such as private equity groups building regional or national platforms, multi-site operators expanding their footprint, and local health systems looking to broaden services. These buyers seek well-run practices with strong growth potential and value practices that can create competitive bidding environments.
What are important considerations to position my practice for a successful sale?
Key factors include highlighting your integrated care model, explaining the synergy and patient benefits, showcasing a strong team not solely dependent on the owner, and demonstrating established teletherapy systems and digital presence. Confidentiality during the sale process is crucial to avoid disrupting operations or alarming staff.
What should I plan for after selling my practice?
Post-sale planning involves negotiating your role in the transition period to ensure a smooth handover, protecting your staff and their future with the new owner, and structuring proceeds which may include cash, earnouts for performance targets, or equity rollovers to retain a stake and potential future payouts. Thoughtful transition planning protects your legacy and supports your team.