Signing a Letter of Intent (LOI) is an exciting milestone in the process of choosing a dental partnership. It often represents years of hard work, practice growth, and careful consideration about what comes next – not just financially, but for your team, your culture, and the long-term future of your practice.
But while most dentists spend significant time evaluating valuation, deal structure, and financial terms, many overlook something equally important: what the partnership will actually feel like after the LOI is signed?
A successful partnership isn’t defined by the transaction itself. It’s defined by what happens in the weeks, months, and years that follow. The right partner should be able to clearly explain how they will support your team, preserve your culture, and help your practice thrive long after closing day.
Before signing an LOI, use these five checkpoints to evaluate whether the partnership will support your practice not only at close, but in the months and years that follow.
What is a letter of intent?
A Letter of Intent (LOI) is a preliminary agreement that outlines the major terms of a dental partnership or practice transition. It establishes the framework for due diligence, negotiations, and final contracts.
While financial terms are important, it’s equally important to evaluate the partner behind the proposal. Understanding their approach to integration, culture, and long-term support can help you make a more informed decision before signing.
Checkpoint 1: Understand the Integration Roadmap
A common misconception in dental M&A is that integration means immediate change. In reality, integration should be a structured planning process that prepares both parties for long-term success. The problem is that not every group has a clearly defined roadmap.
Ask prospective partners:
- Is your integration process documented?
- Who leads it?
- What happens before close, during close, and after close?
- What milestones should I expect?
A well-developed integration process should provide clarity, accountability, and a roadmap for what comes next. Rather than relying on assumptions, you should leave every conversation with a clear understanding of how your practice will move from transaction to partnership.
Checkpoint 2: Clarify What Changes on Day One
One of the biggest concerns dentists have when considering a partnership is whether they’ll lose control of the practice they’ve worked so hard to build.
That’s why it’s essential to understand exactly what changes are required and what aspects of your practice will remain intact.
Ask direct questions about:
- Clinical autonomy
- Team structure
- Office branding
- Scheduling processes
- Technology systems
- Operational decision-making
The most successful transitions tend to prioritize stability while providing access to additional resources and support. Understanding these expectations before signing an LOI can prevent surprises later and help ensure alignment between your goals and the group’s philosophy.
Checkpoint 3: Plan the Team Conversation
For many dentists, the hardest part of the process is not signing the LOI. It is telling the team.
For many practice owners, announcing a transition is the most emotionally challenging moment of the entire process. Your team has invested years helping build the practice. How you communicate the news can directly impact retention, morale, and trust.
Ask potential partners:
- Will you help me prepare for team conversations?
- Is there a communication plan?
- How do you address employee concerns?
- Will your team be involved in those discussions?
The best organizations understand that a transition is ultimately about people, not paperwork. They recognize that team members will have questions about job security, compensation, leadership, and the future of the practice. Those concerns deserve thoughtful answers, not scripted talking points.
As Susan Huff, Chief of Staff at MB2 Dental, describes it, successful integration starts with a “Warm Hug” approach: listening first, answering questions, and addressing concerns through conversation rather than presentation.
“Trust is built emotionally long before it’s built operationally.”
Checkpoint 4: Define the First 90 Days
The closing date may mark the end of the transaction, but it marks the beginning of the partnership.
One of the most important questions you can ask is what support will be available during the first 30, 60, and 90 days after close.
Ask specifically:
- Who will be my primary point of contact?
- What resources become available?
- What responsibilities shift to the support team?
- How often will we communicate?
- What does success look like during the first few months?
The answers will reveal a great deal about how the organization approaches partnership. The strongest support models aren’t focused on creating more work for the doctor. They’re designed to create stability, reduce administrative burdens, and allow owners to focus on patient care, leadership, and growth.
Checkpoint 5: Align on the Meaning of a ‘Partnership’
Every dental group talks about partnership, but not every organization defines it the same way.
That’s why this may be the most important question of all.
Ask prospective partners what a successful relationship looks like three to five years down the road. Learn how they approach autonomy, decision-making, growth opportunities, and long-term support.
Beyond systems and processes, you’re evaluating whether your philosophies align.
The right partnership should feel like an extension of the practice you’ve built, not a replacement for it. It should provide resources, expertise, and support while preserving the culture, leadership style, and patient experience that made your practice successful in the first place.
Final Thoughts
An LOI is more than a financial agreement. It’s the beginning of a relationship that will shape the future of your practice, your team, and your patients.
Before making a decision, take the time to look beyond valuation and ask deeper questions about integration, autonomy, communication, and support.
The answers will tell you far more about what life looks like after the transaction than the LOI itself ever could.
Because the best partnerships are not built solely on numbers. They are built on trust, alignment, and a shared vision for what comes next.
