By Diwakar Sinha, CEO, Polaris Healthcare Partners
If you haven’t read Crossing the Chasm by Geoffrey Moore, now’s a good time. It’s more than a tech book — it’s a framework for understanding how people adopt change, and it’s surprisingly relevant to dentists and physicians considering a transaction today.
The Market We’re Navigating
After COVID, we saw a wave of transactions. Buyers were eager, deals were flying, and valuations were high. But not all of those deals had the structure needed to ensure continuity. Sellers assumed goodwill would transfer easily, and buyers assumed the seller would champion the change. Neither side fully accounted for the complexity of transitioning patients, staff, and culture.
Now, in 2025, we’re seeing the lessons from that time play out. Some deals underperformed. Some platforms are adjusting. And both buyers and sellers are asking smarter, tougher questions.
Does this mean valuations should drop? Not necessarily. What it does mean is that structured, thoughtful deals are outperforming the rest. When practices align on goals, culture, and transition planning, outcomes are strong. That’s where the opportunity lies today.
What’s Happening Now
Moore’s concept of the “Early Majority” is key here. These are providers who aren’t impulsive. They want proof. They want to see that others have succeeded before they take the leap. And right now, they’re asking:
When should I partner?
Who’s the right partner?
How will I know it’s the right time?
These are the right questions. And answering them well ensures that your transaction protects your practice, your people, and your legacy.
Here’s a simple framework to help providers cross the chasm with confidence:
Why This Matters
The firms that structured deals well over the past few years are thriving. They’ve seen same-store growth, successful transitions, and continued opportunities. The lesson isn’t that deals don’t work — it’s that deals must be done right.
If you’re part of the Early Majority, now is the time to start planning. Not rushing. Not waiting. Planning. And that starts with the right advisor — someone who understands your business, your goals, and your vision.
At Polaris Healthcare Partners, our mission is to turn complexity into opportunity and ambition into legacy. Contact us to explore more.
