Selling Your Physiotherapy Business: A UK Owner’s Guide to a Successful Exit

Introduction to Selling Your UK Physiotherapy Business

Selling your UK-based physiotherapy business is likely the biggest financial decision you'll ever make as a clinic owner. Whether you’re approaching retirement, seeking a new challenge, or responding to buyer interest, getting it right means careful planning.

In this guide, we outline the key steps to a successful exit, from understanding your valuation to managing negotiations and minimising stress. This is written specifically for UK-based physio business owners and draws on our experience advising on the sale of healthcare businesses across the country.

1. Know What It’s Worth

Before taking any steps, you’ll need a realistic idea of your group’s value. This will shape your expectations and strategy.

Valuation is typically based on EBITDA — but scale, service mix, geography, reliance on you as the founder, and contract stability all matter. If you haven’t already, start by reading our detailed guide:👉 How to Value a Physiotherapy Business in the UK.

2. Decide What You Want From a Sale

Every owner’s priorities are different. Think about:

• Do you want a clean exit or are you open to staying involved post-sale?

• Are you looking for maximum cash upfront, or happy to accept an earn-out if the total price is higher?

• Would you prefer selling to a group with a good clinical reputation or purely financial buyers?

Getting clarity early on helps shape who you should be speaking to.

3. Prepare the Business for Sale

Start this at least 6–12 months in advance if possible. Focus on:

• Reducing reliance on you: Delegating patient caseloads and key relationships

• Tidying the books: Make sure financials are clean, accurate, and easy to understand

• Securing contracts: Ensure any key commercial or NHS agreements are up-to-date and transferable

• Documenting processes: Build a simple operations manual so the business is easier to hand over

• Strengthening your clinical team: Reduce key person risk with a stable, experienced team

4. Find the Right Buyer

Buyers might include:

• Corporate physiotherapy groups

• Occupational health providers

• Private equity-backed consolidators

• Local operators expanding into your area

An experienced advisor can help identify credible buyers and handle approaches confidentially.

5. Run a Competitive Process (Not a Casual Chat)

Many owners are tempted to deal with a buyer directly, often someone who’s reached out informally.

This can lead to lower offers, one-sided deal terms, and extended exclusivity. Running a structured process helps:

• Generate competitive tension

• Keep timelines tight

• Drive a better deal (and often a smoother experience)

6. Understand Deal Structures

Most deals will be structured with some combination of:

• Cash at completion

• Earn-out: a performance-linked deferred payment

• Deferred consideration: a time-based payment not tied to performance

• Equity roll: retaining a minority stake or "rolling" value into equity in the buyer if selling to PE-backed platforms

Make sure you understand the risk and reward of each - not all offers are created equal.

7. Negotiate Heads of Terms Carefully

This is where key commercial points are agreed before lawyers are instructed:

• Purchase price and structure

• Employment terms (if you’re staying)

• Lease arrangements

• Timing

• Warranties and indemnities

Get advice early - once Heads are signed, it’s hard to walk back.

8. Get the Right Advisors Around You

Selling a healthcare business is specialist. Choose:

• A corporate finance advisor who knows the sector

• A solicitor with experience in healthcare M&A

• A tax advisor who can model net proceeds and structure things efficiently

These professionals will help you keep control, stay informed, and maximise value.

Conclusion

Selling your physiotherapy practice can be life-changing, but only if done on your terms.

The best exits are planned, structured, and supported by experienced advisors who understand your business.

If you're starting to explore your options, we’re always happy to offer a confidential conversation.

Contact us today to discuss your plans or learn more about how we support physiotherapy clinic owners through a successful sale.