Dear Reader,

You’ve probably noticed the rumblings by now. Conversations at conferences, articles in the industry journals, whispers from colleagues who’ve “made the leap.” Dental Service Organizations—DSOs—are no longer just a growing trend; they’re transforming the entire industry. And if you’re a private practice dentist, this isn’t something you can afford to ignore. But what does it really mean for you and your practice?

Let’s get clear on the facts. Today, roughly 20% of dental practices in the U.S. are affiliated with DSOs. That number is projected to grow to 50-65% in just a couple of years. This shift isn’t about hype; it’s driven by cold, hard economics and industry realities. Wall Street has taken notice, with investors seeing DSOs as a steady, profitable bet. And here’s the kicker: new dentists, saddled with astronomical student loans, are opting for salaried positions over ownership. The result? More DSOs, fewer solo practices.

Now, before you tune out and think, “This doesn’t apply to me,” let’s get personal. If you own a practice generating $1 million or more in revenue and you’re wondering how to compete with these large, corporate-backed entities, you need to understand the opportunity at your doorstep.

Here’s what DSOs mean for you:

More Cash, Fewer Headaches
When you sell to or partner with a DSO, you’re tapping into a valuation structure that’s miles ahead of traditional dentist-to-dentist sales. While the latter is constrained by how much a bank is willing to lend—typically 60-80% of top-line revenue—DSOs use an entirely different metric: EBITDA, or earnings before interest, taxes, depreciation, and amortization. In simple terms, DSOs are willing to pay 3 to 7 times your bottom-line profit. This could mean doubling the cash you’d see in a private sale.

But it’s not just about the money, though it’s a lot of money. With a DSO, you can sell a chunk of your practice, retain equity, and continue to earn chairside income without the administrative, marketing, and operational headaches that eat up your time. Imagine doing what you love—dentistry—and leaving the rest to the suits.

Control and Autonomy—Yes, You Can Keep It
I know what you’re thinking. “I didn’t spend decades building this practice just to lose control.” Fair point. Not all DSOs are created equal. Some are rigid, offering zero flexibility after a sale. Others? They let you maintain your clinical autonomy while benefiting from their operational muscle. The key is knowing how to find the right partner and structuring the deal on your terms.

This is where I come in. I’ve been in the trenches, building DSOs from scratch, negotiating deals, and making sure everyone—seller, buyer, and everyone in between—walks away happy. I’ve structured deals that keep doctors practicing on their terms, with paychecks and terms that bring peace of mind. This isn’t a one-size-fits-all scenario. Your vision, your terms—that’s the goal.

Avoid the Landmines
Let’s get real. Not every DSO deal is a fairytale ending. Some deals go south because of misaligned expectations, poorly structured agreements, or simple lack of knowledge. Selling your practice is a life-altering decision; it needs to be done right. I’ve seen too many dentists walk into these negotiations blindfolded, only to regret it later.

That’s why you need to understand what DSOs really want: profitability, efficiency, scalability. Knowing how to package your practice accordingly could mean millions more in your pocket. It’s also why you need to know how to negotiate. A “good” offer might make you smile. A “great” offer—well, that’ll have you celebrating for years.

Why Now Matters
The market is ripe. Investor money is flowing, DSOs are growing, and opportunities abound. But these windows don’t stay open forever. With large corporate-owned practices becoming the rule rather than the exception, now is the time to explore your options—whether you plan to sell next month, next year, or five years down the line.

So, what’s your next step? If you’re even a little bit curious about how much your practice could be worth in today’s market, let’s talk. No strings, no pressure—just a conversation that could change the course of your future.

Because when it comes to your practice, your legacy, and your future—only the best-informed decisions will do.

Sincerely,

Stan Kinder

and Your Team at Everything DSO