n the fourth episode of The Dental Amigos’ fifth season, “Assembling a Group Practice,” Rob and Paul discuss key differences between growing a DSO “de novo” (as a start-up) and by acquiring existing practices. They dive into pros and cons of both strategies, such as how branding is often more consistent in a DSO that grows its practice “de novo” and how a DSO acquiring existing practices benefits from having an existing patient database. Then, the Amigos discuss external factors, like the economy and region, that may factor into a DSO’s decision as to whether to pursue a “de novo” or acquisiti ..read more

In the third episode of The Dental Amigos’ fifth season, “Assembling a Group Practice," Rob and Paul discuss the logistics of offering an associate equity in a DSO. The Amigos begin by explaining the reasons why DSOs frequently offer associates equity, such as to increase associate retention and to garner associate loyalty. Then, they discuss considerations that associates should weigh prior to accepting an equity deal. Which type of equity is being offered? Is the compensation worth the restrictive covenant that accompanies it (which is likely more restrictive than the covenant in a non-equit ..read more

In the second episode of The Dental Amigos fifth season, Assembling a Group Practice, Rob and Paul discuss different strategies that DSOs employ to acquire financing for their group practice ventures. The Amigos identify different factors that lenders consider when reviewing loan requests such as liability, risk of default and success with prior dental practice acquisitions. Finally, they discuss unique challenges that DSOs may face when searching for financing. Listeners who want to reach Paul can do so at Paul@DentalNachos.com and those who want to reach Rob can do so at Rob@RMontgomery-Law ..read more

In the first episode of The Dental Amigos’ fifth season, Assembling a Group Practice, Rob and Paul explain the logistics of a dental support organization (“DSO”), and discuss the variety of ways that group practices are formed. Understanding that DSOs may seem complex and difficult to understand, the Amigos kick-off the season with a breakdown of what group practices are, which services they provide, and how to form them. Finally, Rob and Paul finish the episode with a discussion of the pros and cons of dentists working with DSOs and the role DSOs may play in the future of dentistry. Listeners ..read more

In the final episode of The Dental Amigos’ fourth season on buying a dental practice, Rob and Paul discuss critical issues buyers should consider when buying a dental practice and planning for the transition of the practice following the purchase. First, the Amigos outline strategies to help new owners facilitate a smooth transition for the remaining staff. Then, Rob and Paul elaborate on the seller’s role post-closing and during this transition period. Finally, they caution listeners on common mistakes they see first-time and veteran buyers make when creating a game-plan for their practice tr ..read more

In this episode of The Dental Amigos' fourth season on buying a dental practice, Rob and Paul discuss how a buyer can create a healthy working relationship with a practice seller, the importance of establishing the seller’s role after closing, and the implications of certain terms that the seller may request or demand in a purchase agreement . How long should a seller stay on after the practice is sold? Will the seller come back after the sale of a practice to finish work that the seller has already started? How much of the purchase price should be allocated to goodwill? The Amigos will discus ..read more

In this episode of The Dental Amigos, Rob and Paul help listeners understand how to conduct due diligence when buying a dental practice. The Amigos know that due diligence can seem daunting to buyers and that it may be difficult for buyers to know where to start. With this in mind, Rob and Paul break due diligence down into three main categories: financial, operational, and legal. Using these three categories, The Amigos explain what to look out for during each stage of due diligence, identify who buyers need on their team and discuss when buyers should on-board these key players. Listeners wh ..read more

Rob and Josh Salzer FTC Restrictive Covenants Q&A by The Dental Amigos ..read more

In the third episode of Season 4, the Dental Amigos discuss common misconceptions about the negotiation process and establishing a letter of intent when buying a dental practice. Rob and Paul give a working definition of a letter of intent and emphasize the importance of buyers having strategic communications with sellers during the initial stages of negotiating the purchase of dental practices. The Amigos also explain to listeners how to navigate the non-binding nature of a letter of intent. Listeners who want to reach Paul can do so at Paul@DentalNachos.com and those who want to reach Rob ca ..read more

In this episode of The Dental Amigos, Rob and Paul discuss the logistics of finding a dental practice to purchase. The Amigos start this episode by explaining the importance of bringing a broker onto the buyer’s team as early in the process as possible, and then they focus on how to leverage key networking strategies to help find a dental practice. They propose a realistic timeline for potential buyers to expect when buying a practice and expand on how long buyers should anticipate each step of the process taking. Finally, they caution listeners on different reasons deals can die and ways to p ..read more