Marcus Wendt

A sale can be a launchpad or a trap. Get clear on your role, autonomy, and life plans before you negotiate, not after you cash the check. #dsostrategy #dentalexit #practicevaluation

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Thinking about launching your OWN supplements? 👀 …you might want to hear THIS first. Allie Chandler breaks down what to do, what not to do, and the mistakes providers make before they even get started. Because it’s not just about having a product… It’s about doing it RIGHT. This one could save you a lot of time (and money) 💥 #FunctionalMedicine #Supplements #HealthcareBusiness #UpsellHealth #ProviderTips

ManyMedical, Inc. partnered with a Qualified Medical Evaluator clinic in Laguna Beach to deploy an omni‑channel AI strategy that targeted attorneys and referral sources across Orange County and Los Angeles. The result: clearer lead qualification for workers’ comp and personal‑injury workflows, stronger attorney relationships, and a measurable uptick in booked exams. Clinic leadership reported higher‑quality referrals, faster conversion from contact to scheduled evaluation, and improved tracking of med‑legal pipelines — outcomes that translate to predictable growth for medical directors and practice managers focused on med‑legal services. 📈Learn how this approach can scale your referral network: 🌐 manymedical.com/marketing #MedicalPractice #MedLegal #HealthTech

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Most practice owners we talk to are excited about growth. They want to expand, add locations, build something bigger. But here’s what we see all the time at Polaris Healthcare Partners : growth plans built on shaky foundations. Subtle inefficiencies in current operations get overlooked—and those gaps only get wider as you scale. In this short video, I walk through how a run-rate analysis can help uncover those blind spots. It’s not about slowing down—it’s about making sure you’re growing with clarity, not just momentum. We’ve helped hundreds of dentists and physicians navigate this exact challenge. Scaling isn’t just about more—it’s about being ready. Operationally, financially, strategically, and clinically. I’m curious—how do you define readiness in your practice? What do you look for before making the leap? Contact us : [https://lnkd.in/g2RkDxGm] Adin Bradley, MBA | Mark Flock, MBA | Justin Sbrogna | Elise Esasky | Vivek Solanki, DDS | Steve Giannoutsos, DDS | Zac Williams | Kyle Carmody, CPA | Jamie West Falasz

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How to Structure Your DME for a Clean Sale A clean sale doesn’t happen by accident — it starts with how you structure your DME today. Buyers pay more for businesses that are easy to take over, easy to operate, and easy to scale. Here’s what matters most: ✅ Tight financials — clear books, separated expenses, and documented revenue streams ✅ Solid compliance — accreditation, licenses, policies, and updated manuals ✅ Defined roles & SOPs — so the business doesn’t fall apart when you step away ✅ Reliable billing & auditing processes — reduces buyer risk and boosts valuation ✅ Contracts and supplier agreements — the cleaner and more organized, the stronger your leverage When your DME runs like a machine, buyers feel confident — and confidence increases your purchase price. 👉 Want help preparing your DME for a clean, high-value exit? Book a Call with us: https://lnkd.in/eZGp-9Ya #DME #DMEBusiness #DurableMedicalEquipment #MergersAndAcquisitions #DMEConsulting #BusinessExit #ExitPlanning #BusinessValuation #HealthcareBusiness #SellYourBusiness #AcquisitionReady #BusinessConsulting #FortuneConsultants #DMEGrowth #BusinessOptimization

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The lending environment in dentistry has changed—and most dentists have not caught up. In this week’s episode of The Dental CEO Podcast, Dr. Scott Leune sits down with Tom Angeloni of Bank of America to break down what is really happening in today’s startup and acquisition market. The reality is that capital is still widely available, banks are lending aggressively, and startup funding is increasing, but the acquisition market is tightening. Limited quality inventory and increased competition are driving prices up, often forcing dentists to overpay or take on practices that require significant fixes. At the same time, lenders are shifting their focus beyond production to cash flow, debt structure, and long term viability. This episode breaks down: • What banks are actually looking for right now • Why startups are becoming more attractive again • How lending decisions are really made • What makes a dentist highly lendable • The financial realities behind scaling to multiple practices If you are thinking about buying, starting, or scaling, this is not optional listening. 🎧 Listen and Subscribe - https://lnkd.in/ezZ-Rr75 Scott Leune Scott V. Mortier Scott Leune Education The Dental CEO Podcast Private Dental Alliance Bank of America Tom Angeloni Lauren Camacho DentalMarketing.com Lean Dental Design Dental Health Products, Inc. (DHP) #DentalCEO #DentalPodcast #DentalPractice #DentalStartup #DentalAcquisition #DentalBusiness #PracticeOwnership #DentistryEntrepreneur #DentalFinance #DentalGrowth #DentalIndustry #PracticeManagement

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"What the heck is a platform?" Platforms leverage scale and expertise while leaving control to those with true dental knowledge. They offer both clinical and operational command while still allowing for a valuation that exceeds what a solo practitioner can manage standing alone.  But the KEY component? True partnership. It's about putting like-minded practitioners together to form a real support system and a necessary, organized and functional ecosystem to manage and grow.

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Preparing for the 2026 tax season starts long before filing deadlines. In our newest DDSmatch blog with Blue & Co., LLC , dental practice owners can find actionable guidance on record-keeping, equipment purchases, and retirement planning. Dentists who plan early often see the biggest benefits. Read the blog to learn more at DDSmatch.com/blog/

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If you're operating a PE-backed dental group, the board conversation about EBITDA improvement comes around every quarter and the pressure to show margin growth doesn't just pause while you figure out where to find it. The obvious levers get pulled first, like renegotiating supplier contracts, tightening labor costs, pushing case acceptance, or investing in marketing to drive new patient volume, but most of those either take time to show results or have diminishing returns because they've already been optimized once or twice since the acquisition. The lever that almost never gets pulled is the revenue that's already inside the operation but not being captured. The beauty is that this revenue drops almost entirely to the bottom line because the overhead is already absorbed, the chairs already exist, and the staff is already on payroll. The patients already said yes to treatment at some point, so there's no customer acquisition cost attached to any of it, which means every dollar recovered flows through to EBITDA in a way that new patient marketing never will. The math on this is what makes it hard to ignore once you've seen it. A group running 8 to 10 locations with the typical operational gaps is usually sitting on $200K to $500K in annual recoverable revenue that nobody is systematically tracking. Even just capturing a portion of that in two quarters changes the trajectory of the EBITDA story in a way that's concrete and defensible because it's built on actual patient data, not projections or assumptions about what marketing might produce. The CFO or COO who walks into the next board meeting with a specific number quantified by location and category and a recovery plan that's already 60 days into execution is having a fundamentally different conversation than the one who's presenting another growth initiative and asking for patience. One of those is showing the board that there was money already inside the operation that nobody was capturing and that it's now being captured systematically. The other is asking for more budget, more time, and hoping the numbers move

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I built my $7M virtual orthodontic clinic using this decision-making framework - it transformed my life. If you’re a dentist, apply it to your practice. ↓ I've spent years developing systems to grow my business while creating true freedom, and helping dentists do the same for their practices. The most powerful tool wasn't a clinical technique or marketing strategy, it was a decision-making framework. Dentists make hundreds of decisions daily, from treatment plans to team issues to business investments. This constant decision-making leads to mental fatigue and becomes the primary bottleneck in practice growth. When every decision requires your input, your practice can only grow as fast as you can decide. The first question in my framework is simple: "Does this align with my core practice values?" I've defined 5 non-negotiable values for my business. If a decision contradicts any of these values, it's an automatic no, regardless of potential profit. This single filter eliminates 30% of decisions immediately, saving mental energy for what truly matters. For decisions that pass the values filter, ask: "Am I the only person who can make this decision?" Most dentists default to making every decision themselves, creating a practice that's completely dependent on them. Freedom comes from systematically expanding what others can decide. Create decision rights for each team role, clearly outlining what they can decide independently, what needs consultation, and what requires my approval. For decisions that only you can make, use a simple matrix based on two questions: "How big is the long-term impact?" "How difficult is it to reverse?" High impact, difficult-to-reverse decisions get dedicated time blocks for consideration. Low impact, easily reversible decisions get quick responses or delegated entirely. This prevents decision paralysis on minor issues while ensuring choices with consequences get well thought-out. Implementing this framework can transform your relationship with your practice: You’ll reduce your workload, team members will become more engaged, and you’ll create space for high-level strategic thinking that’s essential for long-term growth. Most importantly, you’ll create freedom, through systems that keep your practice functioning while you’re not there. Start by tracking every decision you make for three days. Note their impact, and whether someone else could have made them with proper training and guidelines. You'll likely discover that few decisions truly require your unique expertise, while the rest could be systematized or delegated. Join my newsletter to receive the best free systems for dentists to build thriving practices, and lives with happiness and freedom. 💌 https://lnkd.in/gep4TQZb?

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💡 Regional GTM or National Play? As we’ve been refining our go-to-market approach for our dental product, one big question kept surfacing: “Which states should we prioritize?” With 50 states and countless cities, this isn’t an easy decision. But sometimes, the market leaves clues if you’re willing to spot them. I stumbled upon this recent roundup from Becker’s—and it just might offer a proxy for where the DSO industry is most active (and possibly where future growth is heading). Here are the 12 states with the highest DSO activity since 2022 (affiliations, openings, acquisitions): 🔹 California 🔹 Connecticut 🔹 Florida 🔹 Illinois 🔹 Indiana 🔹 Massachusetts 🔹 New Jersey 🔹 New York 🔹 Ohio 🔹 Pennsylvania 🔹 Texas 🔹 Virginia No surprises—but plenty of confirmation. For anyone selling into DSOs, crafting partnerships, or expanding footprint, this list might be a good starting point. Curious: 👉 Are you seeing similar patterns in your own DSO outreach or client growth? 👉 Is anyone here focusing their GTM on any of these states—and why? Would love to hear your thoughts. #DSO #DentalIndustry #GoToMarket #HealthcareMarketing #GTM #DENTISTRY

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A $5,000 campaign can be profitable—or a quiet leak. Most dental clinics track leads, but not treatment value. So they celebrate 40 inquiries while ignoring that only two accepted a plan. That is how “busy” marketing hides poor ROI. The solution: ✅ Track source from first call to paid treatment ✅ Separate hygiene leads from high-value treatment cases ✅ Review cost per accepted plan every month I’ve seen practices cut ad spend and grow revenue simply by moving budget from low-intent campaigns to implant, orthodontic, or emergency pages that already converted better. Your best success case is not the campaign with the most clicks. It is the one that brings patients who show up, accept treatment, and return. Marketing ROI is measured in chair revenue, not dashboard activity. Which metric do you trust most when deciding whether a dental campaign is working? #DentalMarketing #DentalROI #DentalPracticeGrowth #PatientAcquisition

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Top 3 Tips for a Smooth New Owner Transition Match Philosophies When the new owner shares the seller’s approach to patient care, the transition is smoother. Shadowing the seller and using familiar language helps maintain trust. Seller Endorsement Matters If the seller stays briefly to introduce the new owner and offer support—e.g., “I chose Dr. ___ because I trust them to care for you like I have”—patients are more likely to stay. Keep Communication Open Encourage honest, two-way conversations with the team. They often hear valuable patient feedback that can guide improvements and reinforce what’s working. #dentalpractice #dentalpracticemanagement #dentaloffice #dentalclinic #dentalconsultant #dentalpracticeconsulting #dentistry #dentists #dentistlife

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Dental clinics that spend heavily on marketing to attract patients often see an immediate surge in patient volume and revenue. However, this momentum is entirely driven by marketing spend, requiring a constant injection of energy to sustain. On the other hand, focusing on internal marketing through consistent patient management allows a dental clinic to maintain sustainable income without exorbitant costs. Given the nature of dental treatment, it shouldn't end with merely treating pain or structural abnormalities. By identifying, advising on, and managing functional issues proactively, patients will inevitably return to the dental clinic that holds their longitudinal health data. This is the pathway to transitioning from '#Labor Income' to '#Value-based Income.' The most critical element here is early #screening—identifying issues before they manifest as structural damage—much like sowing seeds for a fall harvest. Systematically storing, managing, and analyzing that data is the priority. One cannot expect a #harvest without #seeds. Instead of spending money for short-term gains, finding ways to retain patients marks the shift from a '#passive farmer' waiting for fruit to fall, to a '#proactive farmer' who creates the harvest. This is precisely why we must pursue #Value-Based Dental Clinic Management. #QBLISS #AIOBIO #Linkdens aiobio.com

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One fact I will stand by: The easiest—and most **impactful—area to automate with AI in any dental office is payments. Here’s why: After reviewing insights across multiple AI companies, it’s clear—patients prefer automated payment reminders over human phone calls when it comes to outstanding balances. Why? Because patients feel less judged, less awkward, and more in control when they can pay through a secure text or link—rather than speaking directly with a team member. That’s why the ROI on tools like VoiceCare AI is so high. 💬 Voicecare AI takes it one step further with a warm, empathetic voice named Joy, designed to help patients feel cared for while completing payments—without the pressure of a live call. ✨ A big thank you to VoiceCare AI for sponsoring the Dental Operations Symposium 2025 — a powerful event focused on Smart Systems, Leadership, and AI for Business Growth. 📢 Hear a message from VoiceCare AI—how CEO Parag Jhaveri about this powerful AI solution to transform dental and healthcare operations. 📢 Please check out their product—it’s transforming the way dental teams collect payments, improve revenue, and build trust with patients. Book demo here: https://lnkd.in/essu6eQM If you're looking for a smart, high-impact place to start with AI—start with automating payments.

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STATE OF THE DENTAL INDUSTRY: MID-2025 SNAPSHOT + WHAT’S NEXT **Opinion** Whether you’re a private practice owner or leading a multi-site DSO, the dental landscape is shifting…..fast. Here’s what we’re seeing today: ⏱️ Private Practices are feeling the squeeze. Rising overhead, staffing shortages, and insurer pressure have made profitability harder to maintain - yet many are thriving by doubling down on niche services, local brand loyalty, and patient experience. ⚖️ DSOs are entering an inflection point. The era of “growth at all costs” is giving way to operational discipline, clinical integration, and technology ROI. PE-backed groups are now prioritizing margin expansion, payer strategy, and platform efficiency. But this isn’t a doom-and-gloom story - it’s a call to adapt with intention. 🗓️ Here’s where the next 6–12 months are headed (again, just my humble opinion): 💠 Consolidation will continue - but expect smarter M&A, not just bigger. Synergy and scalability will matter more than size alone. That said, still wouldn’t be surprised to see a large deal similar to Smile Docs acquisition of MyOrthos. 💠 Reimbursement will become the #1 boardroom conversation. DSOs and private practices alike must learn how to negotiate, justify, and win payer increases - or risk margin erosion. Any thoughts Teresa Duncan, MS or Roy Shelburne ? 💠 Tech adoption will separate the contenders from the pretenders. AI, 3D printing, predictive analytics, and RCM automation will stop being “nice-to-haves.” Any thoughts McKenzie Fagan, John D. Cox, Matthew McGaw, or Amber Day? 💠 Hygiene, once considered a break-even service, will re-emerge as a strategic driver - when paired with diagnostics, education, and optimized scheduling. Probably should’ve put this one at the top! Any thoughts Jeremy Smith, BSDH, RDH? 💠 Recruiting and retaining talent will remain a top threat - and a top opportunity. The best teams won’t just be hired, they’ll be developed and inspired. Any thoughts Dawn Rajkowski? This isn’t the end of private practice nor is it the DSO gold rush, either. It’s the era of performance, partnership, and purpose. If you’re in the thick of this shift, LI would love to hear: 👀 What are YOU seeing in the field? 📈 Where are you doubling down to grow smarter?

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“Owners behave differently.” That’s the core theme of my conversation with Jean Moncrieff on The Freedom Experience Podcast. Dentistry is changing quickly. Consolidation is real. And for many doctors, it can feel like selling is the only exit—or private equity is the only growth path. I don’t believe that’s true. In this episode we talk about: ✅ what “clinical autonomy” actually looks like in real life ✅ why most dental partnerships fail ✅ the difference between transactional deals and true, values-aligned partnerships ✅ how to scale with intention (not ego) while protecting culture and long-term legacy If you’re thinking about ownership, succession, or partnership—this is an important conversation. 🎧 Listen to the episode: https://lnkd.in/eFw-Nt6E

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