Medical Series: Preparing Your Clinic for Sale (Even If You're Not Selling)

In this kickoff episode of our special series for medical entrepreneurs, host Clayton Achen is joined by Gord McFarlane—founder of McFarlane Transition Advisors and former Managing Director of Corporate Development at FYI Health Group. Together, they dive into the foundational question every clinic owner must ask: “Have you built a business, or just a job?”

Gord brings insights from hundreds of clinic acquisitions across Canada to reveal:

• Why being unprepared for a sale is the #1 deal killer
• The dangers of personal goodwill and how to build transferable value
• Why your strategic plan (or lack thereof) matters more than you think
• The key timeline: why it takes 2–5 years to truly get sale-ready
• The “hit by a bus” test for practice resilience
• Lessons from deals that succeeded—and those that didn’t

Whether you’re selling in 6 months or 10 years (or not at all), this episode will change how you think about your practice. It’s not just about exit strategy—it’s about building a stronger, more valuable business now.

🔗 Read the full blog

🔗 Connect with Gord:
🌐 transitionadvisors.ca
📧 [e-mail]

https://www.achenhenderson.ca/