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Article
July 22, 1992

Selling the Medical Practice: The Physicians' and Surgeon's Guide

Author Affiliations

Sacramento, Calif

 

by Madeleine Pelner Cosman and Thomas Russell Lang, 271 pp, $39.95, ISBN 0-916491-22-7, Tenafly, NJ, Bard Hall Press, 1988.

JAMA. 1992;268(4):544. doi:10.1001/jama.1992.03490040128040

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Abstract

Medical Equity, a medical practice brokerage firm servicing clients all over the United States, was started in 1980. The authors have worked with this firm selling practices, solving practice management problems, and negotiating or arbitrating disputes and contracts.

This book relates their experiences in selling the practices of these clients, fictionalized to maintain a confidential professional relationship. Formulas for determining sales price, explicit instructions for assessing the value of saleables, examples of complete practice sales contracts, step-by-step advice on how to negotiate and conclude an ethical and beneficial sale, and the data and method needed to make an informed decision to sell are basically what this book is all about. Medical Equity's fee for arranging a sale is 12% of the selling price, and the going rate in this market is 10% to 18%.

This book is of value to any physicians who contemplate selling their practices. It will acquaint

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