Most veterinary practice owners think about selling only when they are ready to walk away. By then, it is often rushed, reactive, and full of regrets. A real veterinary practice exit strategy is not something you build in your final year. It is something you prepare for while your clinic is still strong.
If you want to exit on your terms, with peace of mind and the financial outcome you deserve, you need a plan. And not just a plan for selling the practice — a plan for timing, positioning, negotiation, and what comes after.
Here is how to build a smart exit strategy that puts you in control.
Start thinking at least two to three years in advance
You do not need to know your exact timeline today. But once you are within three years of a potential sale, it is time to get serious. That window gives you time to improve your financials, reduce owner dependence, and address anything that might lower your valuation.
Waiting until you are burned out to plan an exit almost always leads to rushed decisions and weaker deals.
Get a clear picture of your EBITDA
Your EBITDA is what buyers care about. Not your top-line revenue, not your equipment list, not how long you have been in the community. Your earnings before interest, taxes, depreciation, and amortization are what determines your valuation multiple and deal structure.
If you do not know what your real EBITDA is, start tracking it now. Get your books cleaned up, separate personal expenses, and look at the last three years of profitability. That number becomes your starting point.
Reduce owner dependence
Buyers want a business that runs without you. If you are the only vet, the only decision-maker, and the only reason clients stay, your practice is not as valuable as you think. To exit well, you need to build systems and a team that can carry the business without you.
That might mean hiring an associate, training your manager to run more of the day-to-day, or stepping back slowly while keeping margins healthy.
Decide what kind of exit you want
There is more than one way to leave. Some owners want a full sale and clean break. Others want to stay on part-time or take on a consulting role. Some want to sell to a corporate buyer. Others want to transition the practice to an associate or independent buyer over time.
Your exit strategy should match your lifestyle goals, your financial goals, and your clinic’s reality. There is no one right answer, but there is a right answer for you.
Understand what buyers are looking for
If you are building toward a sale, build for the buyer. That means steady EBITDA, documented processes, loyal staff, clean contracts, and stable lease terms. It also means showing growth potential without making the business feel risky.
Buyers want to step into something that is predictable. The more you can prove that your clinic will keep running smoothly after you are gone, the stronger your offer will be.
Prepare emotionally, not just financially
Selling a practice is not just about the money. For most owners, it is tied to their identity. That is why some of the hardest parts of the exit have nothing to do with negotiation — they have to do with letting go.
Part of a real exit strategy is figuring out what you want after the sale. Whether that is more time, a second career, or simply the freedom to do less, you need to know what you are stepping toward. Not just what you are walking away from.
Get professional guidance early
You do not need to wait until you are listing the practice to get help. In fact, the earlier you bring in a valuation expert or transition advisor, the more value you can unlock before the deal even happens.
They can help you understand what your practice is worth, what buyers care about, and how to position your clinic so it stands out.
Final word
A smart exit does not happen by accident. It happens when you step back early, look at the business like a buyer, and take the time to get everything in place.
Your veterinary practice is more than a business. It is your life’s work. The way you exit should reflect that.