Frequently Asked Questions

Common questions about practice acquisitions, consulting services, and working with Tanner Management.

Practice Acquisition Questions

How do I know if buying a practice is right for me?

The best way to know is to have a conversation with a consultant who can understand your goals, timeline, and financial situation. Some dentists should buy; others should start their own or work as associates. A consultant can help you think through this decision.

How long does the acquisition process take?

From identifying a target to closing typically takes 3-6 months. Some acquisitions are faster; complex transactions can take longer. Timeline depends on how quickly you identify a practice, how quickly you move through due diligence, and how complex financing is.

How much does a dental practice cost?

Practices typically sell for 60-70% of annual gross revenue. A $500,000 revenue practice might sell for $300,000-$350,000. But this varies significantly based on profitability, growth rate, team stability, and location. Some practices sell for less; others command premiums.

What if I've already identified a practice I want to buy?

You can engage us at any phase. Even if you've already started negotiations, we can help evaluate the practice, conduct due diligence, and protect your interests before closing.

Do you work with brokers?

Yes. Brokers provide valuable service in identifying opportunities and managing transaction mechanics. Our role is to ensure you have independent evaluation separate from the broker's motivation to close the deal.

Consulting Services Questions

How much does consulting cost?

Consulting fees vary based on scope, complexity, and duration. We use project-based fees for specific projects, monthly retainers for ongoing relationships, and hourly rates for flexible arrangements. We discuss fees transparently before you commit.

How much time do you need from me?

This varies by engagement. For acquisitions, you might need 10-15 hours. For growth consulting, typically 4-6 hours per month. For ongoing management consulting, 6-8 hours monthly. We're intentional about not wasting your time.

Can you help if I'm struggling financially?

Yes. Many struggling practices have fixable operational or strategic problems. We help assess what's causing the struggle and develop a recovery plan. Some situations require more dramatic changes than others.

What if I don't see results in 6 months?

We establish clear metrics at the start. If you're not seeing progress, we reassess. Sometimes strategies need adjustment. Sometimes execution is the issue. We'll help you diagnose and correct course.

Do you provide coaching after we're done consulting?

Many clients continue working with us long-term. Some engage for an acquisition and then continue with growth consulting. Others work with us for ongoing management consulting. It's your choice.

Growth and Management Questions

Is practice growth just about working harder?

No. Most growth comes from working smarter: better case acceptance, improved operational efficiency, and better team performance. You don't need to work more hours to grow.

Can you help if my case acceptance is low?

Yes. Low case acceptance is usually a communication issue, not a selling issue. We help you restructure how you discuss treatment so more patients understand why treatment matters and feel confident in their decisions.

What if I have team problems?

Team problems are often fixable. High turnover, low morale, or performance issues usually stem from clarity, leadership, or culture issues. We help you address root causes and build a stronger team.

How do I measure practice success?

Different dentists define success differently. Some prioritize profitability. Others prioritize work-life balance or clinical quality. We help you define what success means for you and establish metrics that track progress toward your definition of success.

Insurance Strategy Questions

Should I drop Delta Dental?

That depends on your specific situation. For some practices, Delta represents profitable volume aligned with their model. For others, Delta participation limits profitability. We help you analyze your specific situation.

How do I know if my insurance contracts are fair?

Know what you're actually being reimbursed for major procedures. Compare to market rates. If you're significantly below market, reimbursement isn't fair. We help you analyze this and develop negotiation strategy.

Can I renegotiate insurance contracts?

Sometimes. Your leverage depends on the plan and your market. Large plans are less negotiable. Smaller plans and markets where you represent significant volume are more negotiable. Renewal time is your best leverage point.

About Tanner Management

Why are you different from other consultants?

We focus on operational reality and clinical assessment, not just financial analysis. We're invested in your long-term success, not just transaction completion. We work directly with you, not through junior staff.

How experienced is JoAnne?

JoAnne has 30+ years of direct dental practice consulting experience. She's personally guided over 100 dentists through successful acquisitions. She's published in Dental Economics on practice acquisitions.

Do you work nationally or just locally?

We work with dentists nationwide. We have no physical office, which means faster response times and lower costs. You work directly with our team via phone and video conference.

How do I get started?

Schedule a free initial consultation. We'll discuss your situation, goals, and how we might help. No obligation, just a chance to see if we're the right fit.