When dentists think about practice value, they often focus on:
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Collections
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Location
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Equipment
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Patient base
But in today’s market, one factor is playing an increasingly important role:
Staffing.
More specifically:
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Whether a practice is fully staffed
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Whether that staffing is stable
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And whether the team can support future growth
In 2026, staffing is no longer just an operational issue—it’s a valuation issue.
The Reality: Staffing Challenges Are Widespread
Across the country, dental practices are experiencing ongoing staffing shortages.
In particular:
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Dental hygienists remain the hardest position to fill
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A significant number of practices report not having enough staff to meet demand
Even among practices actively recruiting:
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The vast majority report that hiring is very or extremely challenging
This is not a temporary issue—it’s a persistent constraint on growth.
Why Staffing Matters So Much for Value
Staffing directly impacts multiple aspects of a practice’s performance.
1. Production Capacity
If you don’t have the staff, you can’t produce.
Common limitations include:
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Incomplete hygiene schedules
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Fewer available appointments
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Reduced clinical efficiency
Even with strong patient demand:
A short-staffed practice simply cannot operate at full capacity.
2. Revenue Consistency
Staffing instability creates variability in production.
For example:
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Losing a hygienist can significantly reduce recurring revenue
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High turnover can disrupt patient relationships
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Temporary staffing can increase costs and reduce efficiency
Buyers are very aware of this risk.
3. Patient Experience
A strong team contributes to:
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Smooth operations
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Positive patient interactions
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Higher case acceptance
Staffing gaps, on the other hand, can lead to:
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Delays
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Frustration
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Lower retention
4. Cost Structure
Staffing challenges often lead to:
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Higher wages
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Increased benefits
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Use of recruiters or temporary staff
These factors impact profitability—sometimes significantly.
How Buyers View Staffing Today
Buyers are placing more emphasis on staffing than ever before.
They’re asking questions like:
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Who are the key team members?
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How long have they been with the practice?
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Are they likely to stay after a transition?
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Is the practice currently understaffed?
A practice with:
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A stable, experienced team
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Fully staffed hygiene
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Strong retention
is often viewed as:
Lower risk and more immediately productive.
How Staffing Can Affect Valuation
Staffing doesn’t just influence operations—it can directly affect price and deal structure.
Well-Staffed Practices
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Higher perceived stability
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Stronger cash flow
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Smoother transition
> Often supports stronger valuations
Understaffed Practices
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Reduced current production
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Uncertainty around hiring
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Potential for delayed growth
> May lead to:
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More conservative offers
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Increased due diligence
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Greater focus on upside potential
Unstable Teams (High Turnover)
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Increased perceived risk
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Concerns about post-sale continuity
> May impact both:
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Valuation
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Deal terms
What This Means for Sellers
If you’re preparing to sell, staffing is part of your story.
Strong positioning includes:
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Highlighting team stability
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Demonstrating full or near-full staffing
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Explaining any current gaps and how they can be addressed
Even if your practice is not fully staffed:
Clear communication of the opportunity can make a big difference.
What This Means for Buyers
For buyers, staffing is both a risk factor and an opportunity.
A well-staffed practice offers:
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Immediate production
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Stability
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Lower operational risk
An understaffed practice may offer:
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Growth potential
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Ability to increase production quickly
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Opportunity to build your own team
The key is understanding:
Whether staffing challenges are temporary—or structural.
The Bigger Insight
In today’s market:
A practice’s team is one of its most valuable assets.
And in many cases:
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The strength of the team matters just as much as the strength of the numbers
Looking Ahead
Next week, we’ll explore how buyers can turn some of these challenges into opportunity:
> The hidden potential in underperforming practices—and how to identify it.
If you’re evaluating a practice—or preparing your own for sale—understanding how staffing impacts value is critical.
That’s an area where careful analysis can significantly influence outcomes.