Selling an Intensive Care Service – But How?

Selling an Intensive Care Service – But How?

Selling an intensive care nursing service is a process that requires a particularly delicate touch. The complete reliability of staff — always being available 100% of the time, especially when administering medication, maintaining focus during personal care, and upholding integrity — carries exceptional weight in this process. In order to guarantee a good working environment even after the sale, the selection of the buyer is crucial.

Why buyers who want to retain you for at least one year are a sign of a responsible buyer

There are many different models a buyer can choose. Whether it is the immediate release of the seller and the appointment of a PDL (nursing service manager) as a replacement, or retaining the seller for a smooth transition of at least one year — possibly combined with the parallel onboarding of a new managing director. Regardless of the model: it always has an impact on the purchase price.

A somewhat longer transition period also signals that the buyer genuinely cares about the clients and staff and is thinking long-term. Anyone willing to take this path demonstrates a sense of responsibility and a genuine interest in the stable continuation of the business — and that is precisely what sellers should value.

Starting preparation 3 years before the business sale — is that too much?

No, quite the opposite. A good transition should be "practised". The earlier you begin planning the sale, the better. Especially with sensitive business models such as intensive care nursing, a transition period — or an authorised signatory already in place within the company — should support you through the sale process.

I want to sell my intensive care nursing service – but how?

Let us now address the core question that brought you to this article: How do I actually sell my nursing service?

It's quite straightforward: Start by clearly structuring your finances. Gather up-to-date monthly financial reports (BWA) with annual overviews and — most importantly — make sure the most recent annual financial statements are completed. Without the current annual accounts, a sale becomes very difficult.

Write down all the information relevant to your business and — as the book Authentic Leadership describes well — know what you wanna say.

Ask yourself:

• What do I want to do after the business sale?
• What happens to my employees after the sale of my business?
• What value do I estimate my business to have?

And then the final question: What kind of buyer do I want for my business — and how do I actually find that buyer?

How do I find the right buyer for my intensive care nursing service?

There are two routes:

1. Independent research and direct outreach
2. Engaging an M&A advisor who specialises in care sector businesses

Going it alone has the advantage that you do not have to pay for an M&A advisor. However, it also means you will not know your company's true value, will struggle to assess which buyers are genuinely reliable and credible, and may need to find a suitable lawyer — who in the M&A field are often not inexpensive.

This means: more stress — and often less money, because you do not know exactly what your business is worth.

Why an M&A advisor is so important

Finding buyers is one thing — negotiating the right purchase price is another. An M&A advisor knows the true value of your business and ensures that this is properly reflected throughout the sale process. They also bring multiple prospective buyers to the table simultaneously. This not only leads to better negotiations, but also increases the likelihood of ultimately achieving a significantly higher purchase price.

A specialised M&A advisor brings not only the necessary expertise to realistically assess your company's value, but also a robust network of potential buyers. They understand the specificities of the care sector, know what documents investors expect, and can guide you professionally through the entire sale process.

Studies show that businesses sold with the support of an experienced M&A advisor typically achieve a higher purchase price. The reason: the advisor knows the true value of the business and can represent it more effectively in the market. They also frequently bring multiple buyers to the table at the same time, resulting in a stronger negotiating position and increased competition for your business.

Note: This article is part of our healthcare sector series. Contact us at valuation@adamsstrategy.de for advisory services on M&A in the care sector.