I am sharing this because I don’t think this owner is unusual. I think this is a pattern, and I think it comes from a place most of us recognize: not wanting to overpromise, not being sure what the right answer is yet, not wanting to close a door before we have had time to think. Those are understandable instincts. But they have a cost. And clinicians, practicum students, interns, and clients are the ones paying it.

Because the 10 factors buyers evaluate are not really sale-specific concepts. They are the building blocks of a well-run, sustainable, transferable business and that is relevant to every group practice owner I work with, whether they are 3 years in or 20.