{"id":12610,"date":"2026-04-06T12:45:52","date_gmt":"2026-04-06T17:45:52","guid":{"rendered":"https:\/\/www.cainwatters.com\/digitalblogs\/?p=12610"},"modified":"2026-04-17T11:46:14","modified_gmt":"2026-04-17T16:46:14","slug":"what-drives-dso-buyers","status":"publish","type":"post","link":"https:\/\/www.cainwatters.com\/digitalblogs\/what-drives-dso-buyers\/","title":{"rendered":"What Drives DSO Buyers Today | Cain Watters"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"12610\" class=\"elementor elementor-12610\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-57fb6e40 elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"57fb6e40\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-760727f6 ae-bg-gallery-type-default\" data-id=\"760727f6\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-685251a8 elementor-widget elementor-widget-heading\" data-id=\"685251a8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Insight Into Which Dental Specialties Are Seeing Growth <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-39ed0710 blue-box elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"39ed0710\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-31757d11 ae-bg-gallery-type-default\" data-id=\"31757d11\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-52565fa2 elementor-widget elementor-widget-text-editor\" data-id=\"52565fa2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Key Takeaways<\/strong><\/p><ul><li><div>DSO buyers typically evaluate dental practices through five core risk factors.<\/div><\/li><li>Buyer interest and value drivers vary by specialty.<\/li><li>While DSO consolidation continues, private practice dentistry remains a strong path.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-42c0c9ea elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"42c0c9ea\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-3866c009 ae-bg-gallery-type-default\" data-id=\"3866c009\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2cee959c elementor-widget elementor-widget-text-editor\" data-id=\"2cee959c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>If you are <a href=\"https:\/\/www.cainwatters.com\/digitalblogs\/selling-to-a-dso\/\" target=\"_blank\" rel=\"noopener\"><span style=\"text-decoration: underline; color: #33cccc;\">considering selling to a Dental Service Organization<\/span><\/a> (DSO), understanding what drives corporate buyer decisions is the fastest way to strengthen your practice\u2019s value. The DSO market continues to grow across general and specialty dentistry, but corporate buyers remain selective.<\/p><p>According to <a href=\"https:\/\/www.7pillarsadvisory.com\/\" target=\"_blank\" rel=\"noopener\"><span style=\"text-decoration: underline; color: #33cccc;\">7 Pillars<\/span><\/a> Chief Development Officer <a href=\"https:\/\/www.7pillarsadvisory.com\/about\/team\/\" target=\"_blank\" rel=\"noopener\"><span style=\"text-decoration: underline; color: #33cccc;\">Brian Christensen<\/span><\/a>, CFA, every DSO begins by evaluating a practice\u2019s risk profile. This assessment shapes both your valuation and your likelihood of receiving a strong offer, which is why knowing these criteria in advance gives you an advantage when preparing for a transition.\u00a0<\/p><p>DSOs typically assess five core risk factors:<\/p><ul><li>Geography (urban or rural)<\/li><li><a href=\"https:\/\/www.7pillarsadvisory.com\/why-clean-accounting-is-an-asset\/\" target=\"_blank\" rel=\"noopener\"><span style=\"text-decoration: underline; color: #33cccc;\">Clean financials<\/span><\/a> and practice management data<\/li><li>Payer mix<\/li><li>Case mix<\/li><li>Staff turnover<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-6eee0856 elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"6eee0856\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2b505212 blue-box ae-bg-gallery-type-default\" data-id=\"2b505212\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2e9e0dae elementor-widget elementor-widget-text-editor\" data-id=\"2e9e0dae\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>\u201cThere will always be transitions from doctor to doctor because there are doctors who just philosophically disagree with selling to a DSO,\u201d says Brian. \u201cThe DSO market will operate side by side with private practice dentistry.\u201d<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-4f43150a elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"4f43150a\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-fb6c29f ae-bg-gallery-type-default\" data-id=\"fb6c29f\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7373aa46 elementor-widget elementor-widget-text-editor\" data-id=\"7373aa46\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h5><strong>SPECIALTY INTEREST AND WHAT MATTERS TO DSO BUYERS<\/strong><\/h5><p>Although these core risk factors shape every DSO transaction, the characteristics that drive value differ by specialty. Each discipline has its own market dynamics, demand patterns and strategic appeal. Understanding how DSOs evaluate your specific area of practice can help you identify strengths, address gaps and better position your practice before a potential sale.<\/p><p><strong>General Dentistry<\/strong><br \/>In general dentistry, DSO buyers look for practices with clear growth potential that they can scale and improve. Geography, size and payer mix all factor in.<\/p><p>The DSO movement started in general dentistry. Most DSOs still focus on general dentistry acquisitions, often within a defined geography. Roughly 20\u201325% of general dentistry practices are consolidated into DSOs today.<\/p><p>\u201cI don&#8217;t think it&#8217;ll ever get to 100% consolidated,\u201d says Brian. \u201cSome practices are too small, too remote to recruit a successor, or the owner prefers private practice. The space will continue consolidating. It&#8217;ll probably get to 50% roughly.\u201d<\/p><p><strong>Oral Surgery<\/strong><br \/><a href=\"https:\/\/www.7pillarsadvisory.com\/oral-surgery-top-dso-specialty\/\" target=\"_blank\" rel=\"noopener\"><span style=\"text-decoration: underline; color: #33cccc;\">Oral surgery<\/span><\/a> remains one of the strongest and most resilient specialties in dentistry, making it one of the most attractive. Long-term capital is flowing into the specialty. Younger surgeons often prefer stability and support over owning a solo practice. Complex surgical work is difficult to replace and referral patterns favor surgeons over general dentists for intensive cases.\u00a0<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-2afd417b elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"2afd417b\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-45c7d177 blue-box ae-bg-gallery-type-default\" data-id=\"45c7d177\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-65b3005f elementor-widget elementor-widget-text-editor\" data-id=\"65b3005f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>In a market where many dental specialties compete primarily on price and volume, oral surgery sets itself apart by combining high complexity with an irreplaceable value to patients. These are qualities buyers and investors continue to value at a premium.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-158bd7be elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"158bd7be\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-54630a51 ae-bg-gallery-type-default\" data-id=\"54630a51\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-40a361ea elementor-widget elementor-widget-text-editor\" data-id=\"40a361ea\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Pediatric Dentistry<\/strong><\/p><p><a href=\"https:\/\/www.7pillarsadvisory.com\/how-the-financial-market-views-pediatric-dentistry\/\" target=\"_blank\" rel=\"noopener\"><span style=\"text-decoration: underline; color: #33cccc;\">Pediatric dentistry<\/span><\/a> is attracting strategic buyers and private equity because of the lifetime value of a patient.\u00a0<\/p><p>\u201cPediatric dentists control the clinical outcome of that patient for at least 18 years,\u201d says Brian.<\/p><p>Because parents are deeply motivated to protect their children\u2019s health and well-being, and dental care is often viewed as medically necessary, patient demand tends to stay steady even during economic ups and downs.<\/p><p>In addition, pediatric dentists often influence subsequent care choices such as general dentistry, orthodontics, or oral surgery.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-3a297431 elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"3a297431\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-4700b83d blue-box ae-bg-gallery-type-default\" data-id=\"4700b83d\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4f770b4b elementor-widget elementor-widget-text-editor\" data-id=\"4f770b4b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>\u201cThat referral power has driven higher valuations and made pediatric dentistry a key target,\u201d says Brian.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-308eca65 elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"308eca65\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2f343aba ae-bg-gallery-type-default\" data-id=\"2f343aba\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3391f754 elementor-widget elementor-widget-text-editor\" data-id=\"3391f754\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Orthodontics<\/strong><\/p><p>Orthodontic practices attract corporate buyers selectively, since their value often depends on economic sensitivity, patient mix and the strength of established referral channels.<\/p><p>Orthodontic practices tend to <a href=\"https:\/\/www.cainwatters.com\/digitalblogs\/managing-practice-cash-flow\/\" target=\"_blank\" rel=\"noopener\"><span style=\"text-decoration: underline; color: #33cccc;\">ebb and flow<\/span><\/a>, especially those with an adult-heavy patient mix that relies on discretionary spend. Practices with a child-heavy mix tend to be more resilient because parents prioritize their children\u2019s care.<\/p><p>Brian says some DSOs are choosing to hire in-house orthodontists after acquiring pediatric practices rather than buying adjacent ortho groups.<\/p><p>\u201cThat&#8217;s why we&#8217;ve noticed ortho become a little bit more consumer-facing with their marketing. It&#8217;s historically been a very referral-based specialty where they rely on pediatric dentists and GPs to send them cases, but now ortho practices are doing more digital marketing,\u201d says Brian.<\/p><p>Preparing for a potential DSO transition begins with understanding what buyers value and how your specialty fits within the broader market. 7 Pillars offers a\u00a0<a href=\"https:\/\/www.7pillarsadvisory.com\/contact\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"text-decoration: underline; color: #33cccc;\">complimentary, confidential one-hour conversation<\/span><\/a> that includes a high-level review of your practice.\u00a0<\/p><p>For advice on optimizing your practice before a potential transition or questions about business and personal wealth, <a href=\"https:\/\/www.cainwatters.com\/contact\/\" target=\"_blank\" rel=\"noopener\"><span style=\"text-decoration: underline; color: #33cccc;\">schedule a free consultation<\/span><\/a> with the CWA team.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-ee7878f elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"ee7878f\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7a51ac61 blue-box ae-bg-gallery-type-default\" data-id=\"7a51ac61\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7ad8243b elementor-widget elementor-widget-text-editor\" data-id=\"7ad8243b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Learn More<\/strong><\/p><p>Whether you\u2019re planning your next move or exploring what\u2019s possible, 7 Pillars\u2019 new podcast <a href=\"https:\/\/www.7pillarsadvisory.com\/the-advisors-table-podcast\/\" target=\"_blank\" rel=\"noopener\"><span style=\"text-decoration: underline; color: #33cccc;\">The Advisor\u2019s Table<\/span><\/a> gives you a seat at the table and shows you how informed decisions begin.\u00a0<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Insight Into Which Dental Specialties Are Seeing Growth Key Takeaways DSO buyers typically evaluate dental practices through five core risk factors. Buyer interest and value drivers vary by specialty. While DSO consolidation continues, private practice dentistry remains a strong path. If you are considering selling to a Dental Service Organization (DSO), understanding what drives corporate [&hellip;]<\/p>\n","protected":false},"author":7,"featured_media":12611,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[16,41,43],"tags":[],"ppma_author":[48],"class_list":["post-12610","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-digital-news-feature","category-featured","category-practice-transition"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.0 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>What Drives DSO Buyers Today | Cain Watters<\/title>\n<meta name=\"description\" content=\"Selling to a Dental Service Organization? 7 Pillars says DSOs typically assess five core risk factors. 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