Free guide for Australian GP practice owners

Best practice: the GP's guide to business

A strategic approach to practice optimisation, valuation and successful exit.

Best practice: the GP's guide to business covers practice performance benchmarking, financial optimisation and exit preparation for Australian GP practice owners. It addresses billing model economics, payroll tax compliance, EBITDA normalisation and the due diligence requirements applied by buyers.

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Best practice: the GP's guide to business - book cover

What the guide covers

Preparing a GP practice for sale involves three areas: benchmarking current performance against industry standards, improving the financial metrics buyers assess, and completing the compliance and documentation work a sale process requires. The guide addresses each in turn.

Performance benchmarking

Understand where your practice stands today using real Australian KPIs including billings per hour, CCM percentages, EBITDA ratios and digital maturity metrics to identify opportunities for improvement.

Financial optimisation

Strategies to increase maintainable EBITDA through billing model evolution, cost control, technology leverage and revenue diversification, with guidance on the financial metrics buyers use to assess practice value.

Exit readiness

Practice valuation, buyer preparation, legal compliance and transition planning, supported by checklists and a structured 24-month timeline for the exit process.

Why read this book?

Preparing a GP practice for sale requires a different set of decisions and documentation than running it clinically. Practice owners who begin the process early have more control over timing, buyer selection and deal structure than those who begin under time pressure.

GP practice valuation covers more than financial multiples. Buyers assess payroll tax compliance, succession planning, patient retention and EBITDA, among other factors. The business readiness required for a sale process is distinct from clinical and operational performance.

Buyer selection is part of the decision. The corporate aggregator, the local doctor group and the high-net-worth investor want different things and offer different things. For a discussion of how those trade-offs work in practice, see Choosing the right buyer for your GP practice: legacy vs financial optimisation.

Key sections

Preparing for change - personally & professionally

Assessing practice performance & valuation

Who are the buyers & what are they looking for?

Legal & tax essentials you can't afford to ignore

Authors

Dr Bruce Willett

General practitioner with over 30 years' experience and former owner of a successful network of practices in South Brisbane. Former Vice President of the RACGP and Rose-Hunt Award recipient, Immediate Past Chair of the RACGP Queensland Faculty, and former Chair of General Practice Supervisors Australia. Specialises in practice quality improvement, medical education and using practice data to drive decision-making and optimal patient outcomes.

Kate Marie

Principal of Medius Global, working with health operators and sector organisations on business development, growth strategy, go-to-market planning and M&A advisory. Her clients span medical colleges, GP corporate operators, medtech providers, government agencies and charities. She has 20+ years in health sector communications and is co-author of Fast Living, Slow Ageing (25,000+ copies sold).

Who should read this

GP clinic owners considering succession or sale in the next 1-5 years, particularly those aged 45 and above seeking to maximise practice value.
Financial and legal advisors supporting GP transitions who need up-to-date guidance on valuations, compliance requirements and deal structures.
Practice managers and healthcare investors assessing acquisition opportunities and requiring benchmarks for due diligence processes.
Australian GPs seeking strategic clarity rather than simple valuation numbers, who want to optimise performance whilst protecting their legacy.