The Practice Sales Podcast

In this episode of the TUSK Practice Sales Podcast, Kevin Cumbus sits down with Kara McClanahan, CEO and Executive Consultant at Aesthetic Practice Partners, to unpack the operational playbook behind elite aesthetics practice performance and sale readiness. They underscore the importance of building a business that’s ready to sell—even if you never plan to—tightening SOPs and culture for operational excellence, and aligning marketing with today’s patient behavior. From best practices in hiring and onboarding, to full-funnel tracking, and tuning EBITDA ahead of a sale, Kevin and Kara share practical moves that growth-minded owners can use to stand out and build a more valuable practice.

In this episode of the TUSK Practice Sales Podcast, Kevin Cumbus is joined by Jonathan Eskow, Founder of Eskow Law Group, Justin Marti, Founder of Marti Law Group, and Craig Woods, member of Dykema's Dental Service Organizations Group, to discuss the crucial role legal documents play in building, scaling, and selling medical aesthetic practices. The conversation dives into the often-overlooked challenges of structuring partnerships, drafting accurate operating agreements, securing enforceable employment contracts, and navigating equity in transactions—critical steps that determine whether a practice is protected, scalable, and ultimately attractive to buyers. Kevin, Justin, Jon, and Craig share insights on what it takes to safeguard value, avoid costly pitfalls, and position a practice for long-term success.

In this episode of the TUSK Practice Sales Podcast, Kevin Cumbus is joined by Kipper Doughty, Founder of JobSnob and Jon Fidler, Founder of Fidler & Associates to tackle one of the biggest challenges in healthcare and medical aesthetics: hiring and retaining top talent. They discuss why culture, leadership development, and strong management training often matter more than pay, how private equity is driving growth and demand for executives, and the rise of equity incentives for both injectors and executives. The conversation also highlights the importance of employment contracts and how missing agreements can jeopardize valuations. Packed with practical insights, the episode gives practice owners strategies to protect value, build sustainable teams, and navigate a rapidly evolving industry. Have Questions? Contact Us! www.TuskPracticeSales.com Info@TuskPracticeSales.com 704.302.1043

In this episode, we’re recapping insights from the Vegas Cosmetic Surgery conference and offering an exclusive preview of The Aesthetic Show, where industry experts Mike White of CLA, Christin Trujillo of Maven Financial Partners, and Josh Swearingen of TUSK Practice Sales will lead sessions throughout the conference. Together, they break down the key financial and operational strategies every medical aesthetics business owner should know in today’s increasingly competitive market. What You’ll Learn: Whether you're building your practice or preparing for a future sale, this episode provides actionable insights from leaders who advise, finance, and represent top-performing aesthetic businesses across the country. Attend the Aesthetic Builder Symposium at The Aesthetic Show to take a deeper dive into financial planning, growth readiness, and how to position your business for long-term success. 🔗 www.TuskPracticeSales.com | 📧 Info@TuskPracticeSales.com

In this episode of the TUSK Practice Sales Podcast, host Kevin Cumbus, President & Founder of TUSK Practice Sales, is joined by Josh Swearingen, Director at TUSK Practice Sales, and Brian Colao, Member & Director of Dykema’s DSO Group, to dive deep into the latest trends shaping the M&A landscape for dermatology, plastic surgery, and medical aesthetic practices. With consolidation accelerating across these specialties, our expert guests break down key drivers of practice valuations, evolving buyer sentiment, and what practice owners need to know before selling. Josh Swearingen shares his perspective as a sell-side representative, offering firsthand insights into what medical aesthetic, plastic surgery, and dermatology practice owners can expect in today’s market. Meanwhile, Brian Colao brings a legal lens to the discussion, detailing how deal negotiations are evolving on the litigation front and what pitfalls to avoid when structuring agreements. From lessons learned in other consolidated industries to practical advice on maximizing your practice’s value, this episode is packed with must-know information for any owner considering selling their practice in 2025.

Tune into our latest episode on the top deal terms to know when selling your medical aesthetics practice from Josh Swearingen, Director at TUSK Practice Sales. Josh breaks down the critical terms medical aesthetic practice owners should know in preparation for a sale including EBITDA, Private Equity, MSO, and more. Have questions? Contact us! www.TuskPracticeSales.com Info@TuskPracticeSales.com 704.302.1043

Kevin Cumbus, President of TUSK, is joined by Charlie Winn, Co-Founder of Liine, for a deep dive into strategies for boosting patient acquisition and enhancing conversion tracking. Learn how successful practices are utilizing AI and automation to better serve their patient base and maximize their marketing budget. Have questions? Contact us! www.TuskPracticeSales.com Info@TuskPracticeSales.com 704.302.1043

Kevin Cumbus, President of TUSK, is joined by Mike White, Principal at CLA, for a candid conversation on the importance of financial planning for healthcare practice owners. Kevin and Mike discuss the steps practice owners should take to maximize practice success in the short term and long term. Have questions? Contact us! www.TuskPracticeSales.com Info@TuskPracticeSales.com 704.302.1043

Kevin Cumbus, President of TUSK, sits down for a conversation on the similarites and differences between industry-specific and generalist M&A advisors with Yazen Abusad, Associate of M&A at TUSK. Yazen provides his unique perspective after several years of working for a generalist investment firm before joining TUSK Practice Sales, a healthcare specific M&A advisory firm . Have questions? Contact us! www.TuskPracticeSales.com Info@TuskPracticeSales.com 704.302.1043

Kevin Cumbus, President of TUSK Practice Sales, is joined by Jon Fidler, CEO of Fidler & Associates, to uncover the latest workforce trends impacting healthcare practices today. Tune in to learn how All-star healthcare practice teams are using recruiting and retention best practices to maximize success. Have questions? Contact us! www.TuskPracticeSales.com Info@TuskPracticeSales.com 704.302.1043

On this week's podcast episode, Kevin Cumbus, President of TUSK, is joined by Brian Colao, Member & Director at Dykema, for a deep dive in the legal landscape for healthcare practices. Listen in as Kevin and Brian cover topics on the regulatory barriers, non-competes, and more. Have questions? Contact us! www.TuskPracticeSales.com Info@TuskPracticeSales.com 704.302.1043

Josh Swearingen, Director at TUSK, and Kelly Smith, CEO of Projected Growth Consulting, take a deep dive into the top three profit killers in medical aesthetics practices. Gain insights into how to maximize the value of your medical aesthetics practice with revenue boosting tactics including increased lead conversion, KPI tracking, and more. Have Questions? Let us know how we can help! www.TuskPracticeSales.com | Info@TuskPracticeSales.com Josh@TuskPracticeSales.com | 704.302.1043

Join Kevin Cumbus, President of TUSK Practice Sales, and Mike Montgomery, Senior Vice President at Live Oak Bank, as they take a deep dive into healthcare financing best practices. In this podcast, you'll learn more about:

Join Kevin Cumbus, President of TUSK, and Kevin Sauer, Director at TUSK, as they take a deep dive into the 2024 specialty dental market. Gain insight into specialty dental practice valuations, the current the buyer landscape, and how to maximize the value of your practice in a sale. Have Questions? Let us know how we can help! www.TuskPracticeSales.com | Info@TuskPracticeSales.com Kevin@TuskPracticeSales.com | 704.302.1043

Join Kevin Cumbus, Dr. Bubba Waters, and Dr. Art Steineker for the final episode of our three part Seller's Journey podcast series. In episode three Dr. Waters and Dr. Steineker share the story of their selling process. They will take a deep dive into the decision making process of deciding to sell, the experience during the selling process, and life a year after their transition. Have Questions? Let us know how we can help! www.Tusk-Partners.com | Info@tusk-partners.com Kevin@Tusk-Partners.com | 704.302.1043

Join Kevin Cumbus, Ryan Mingus, and Alex Chernviasky for episode two of our three part Seller's Journey podcast series. In episode two the TUSK leadership team will walk through the process of selling your dental practice from a financial, strategic, and personal perspective. Have Questions? Let us know how we can help! www.Tusk-Partners.com | Info@tusk-partners.com Kevin@Tusk-Partners.com | 704.302.1043

Join Kevin Cumbus, President of TUSK, and Josh Swearingen, Director of Mergers & Acquisitions for episode one of our three part Seller's Journey podcast series. Episode one dives into the motivations and strategies used by DSOs and private equity groups when approaching dental practice owners told from the perspective of a former buy-side representative. Have Questions? Let us know how we can help! www.Tusk-Partners.com | Info@tusk-partners.com Kevin@Tusk-Partners.com | 704.302.1043

In this episode, Kevin Cumbus, President of TUSK Partners, defines the 10 most common dental deal terms to know. Often times our clients ask for clarity on terms in their letters of intent or as they begin discussions with the buy-side. This episode will lay out the meaning behind terms such as EBITDA, JV Equity, DSO, Multiple, and more. Have Questions? Let us know how we can help! www.Tusk-Partners.com | Info@tusk-partners.com Kevin@Tusk-Partners.com | 704.302.1043

In this episode, we'll look back at the origin story of DSOs and the "founding father," Heartland Dental Care. Then, we'll leap forward to discuss the advent of Smile Doctors, U.S Oral Surgery, and U.S Endodontic Partners. This episode will wrap up with a candid conversation around what's happening in the specialty market and why now is the best time to sell your large practice or DSO! Have Questions? Let us know how we can help! Info@Tusk-Partners.com | www.Tusk-Partners.com Kevin Cumbus: Kevin@tusk-partners.com | (704) 302-1146 Ryan Mingus: Ryan@Tusk-Partners.com | (980) 296-1484

This episode is all about COVID adjusted EBITDA and the impact it has on practice valuations today. Special guests Mark Rudolph, Shareholder and Principal of Elliot Davis, and Mike White, Shareholder and Principal of CLA, join the show to discuss this topic. They'll break down what they’re seeing from an accounting perspective when it comes to practice valuations. Lastly, Mark and Mike will discuss the future of practice valuations and what to expect in the upcoming year! Have Questions?...