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The most expensive sentence I hear from dental owners is four words long. “They came to me.” It is usually said with some pride, and I understand that. Somebody studied the practice you spent twenty-five years building and decided they wanted it. That is a compliment. It is also the moment the price stops being…

You already know the name. That is what makes this approach different from the last three. The letter is on the counter, and the group that sent it runs offices you drive past. One near the mall. One by the highway exit your hygienist takes home. So the first question is not who are these…

He left the year-end report face-down on his desk for most of a week. Not laziness. He already knew roughly what was inside it, the way you always know. You watch the daily deposit. You notice how Tuesday looks a fortnight out. By about October you have a fair idea of what December is going…

The envelope has a Waltham, Massachusetts return address. Inside is a short, courteous note from someone in development. You have run this practice for twenty-six years. Your name is on the sign. Your father’s name was on it before that. So the first question you ask is not about money. It is whether the sign…

The first question is almost never about the offer. It is about the wire. How much of this actually reaches my account? I have had that conversation over dinner more times than I can count, and it arrives roughly ninety seconds after an owner reads me the headline number off a term sheet he has…