The dental practice sales market has always been dynamic, but recent trends suggest it’s entering one of its most competitive phases yet. In a recent Business of Dentistry podcast Cathy Murphy, Senior Business Agent in the dental team at Christie & Co, shared her insights into the state of the market.
The past year has seen significant shifts in buyer behaviour, regional hotspots, and the types of practices attracting attention. Here are some of the advice and trends Cathy shared that may be of help to anyone considering buying or selling a dental practice in 2026.
2025: A year of strong activity
According to Cathy, 2025 was an exceptional year for dental practice sales, particularly in the North of England. Areas such as Manchester, Liverpool, Cheshire, and Lancashire saw intense buyer interest, with some practices attracting dozens of viewings and multiple offers. One standout example she cited was a Manchester practice that received 37 viewings and 27 offers, highlighting just how competitive the market has become.
So, what’s driving this surge? Cathy shared that the answer lies in profitability. Many practices in these regions are charging private treatment fees comparable to London rates but without the high overheads associated with the capital city. Lower rents, reduced staffing costs, and manageable NHS contracts mean these practices boast strong EBITDA which is a key metric for buyers assessing profitability.
Why EBITDA matters
EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortisation) is essentially the true profitability of a practice.
With many owners underestimating the importance of EBITDA, Cathy emphasises that understanding and optimising it is critical if you’re looking to sell. There are often legitimate costs within a business, such as personal course expenses, indemnities or motoring expenses that will vary from owner to owner and won’t necessarily be a cost to the business post-sale. Providing a thorough set of profit and loss accounts allow for a clearer picture of the practice’s financial health, ensuring maximum EBITDA upon sale.
For sellers, Cathy stresses early preparation is vital. She advises that the ideal time for an owner who ultimately wants to sell their practice to engage with a broker is three to five years before their intended sale to maximise value. By making tweaks to the business such as assessing staffing costs, renegotiating supplier contracts, and improving operational efficiency, the business owner can significantly boost EBITDA, making the practice more attractive and valuable when it hits the market.
First-time buyers dominating
One of the most striking trends is the rise of first-time and independent buyers. In 2025, 80% of Christie & Co’s sales went to these types of purchasers. However, these buyers are not usually newly qualified dentists. Many have more than a decade of experience and are ready to take the next step from Associate to practice owner. Far from starting small, some are even purchasing high-value practices worth £1–2 million. These are often funded through bank loans, personal assets, or family support.
Notably, partnerships and husband-and-wife teams are becoming more common. These buyers often bring complementary skills, such as one partner specialising in orthodontics or cosmetic dentistry, while the other focuses on general dentistry, which creates a strong foundation for growth.
Corporates and NHS practices
While corporate buyers remain active, Cathy has noticed they are being more selective than in previous years. Unlike the period immediately post-COVID where the emphasis was on increasing the number of sites in a group, many are consolidating their existing sites or creating hubs rather than expanding. Practices reliant on a single high-earning clinician are less attractive to corporates than ones with diversified income streams as this increases the level of risk.
When it comes to NHS practices, their dominance has waned slightly. Tight margins and rising UDA rates for Associates have made fully NHS-led models less attractive. Instead, mixed practices—private-led with an NHS element—are currently the most desirable as they offer greater stability and flexibility in a changing market.
Northern Ireland: a unique challenge
Cathy also gave an overview of the state of the dental market in Northern Ireland. The province presents its own set of challenges. Recruitment difficulties mean Associates often command higher levels of remuneration, with some earning more than practice owners. Although this squeezes margins, Cathy notes that desirable practices with strong EBITDA still attract buyers looking for long-term security. Even if Associates currently enjoy higher earnings, practice ownership remains an appealing option.
Looking ahead
So, what does the future hold? Cathy predicts the rest of 2026 will be extremely active, with many sellers who’ve been planning an exit for the past two years finally bringing their practices to market. Buyer demand remains strong, and in certain areas, Cathy believes that as in 2025, some practices could sell within a week of listing. However, whether this level of activity is sustainable is hard to predict. For now, though, the market is hot and sellers who act quickly stand to benefit.
Key takeaways for sellers and buyers
- Start early: If you’re considering selling in the next three to five years, begin preparing now to optimise EBITDA
- Location matters: High-demand areas like Manchester and Cheshire are seeing fierce competition
- Mixed practices rule: Private-led practices with an NHS element are currently the most attractive to buyers
- First-time buyers are strong: Experienced dentists are driving demand, often with significant financial backing.
With motivated buyers, competitive bidding, and strong regional performance, 2026 looks set to be another healthy year for dental practice sales. Whether you’re planning to sell or buy, Cathy’s advice is to seek expert advice as early as possible to position yourself for success.
