What Actually Happens After You Shake Hands

Signing the deal is just the beginning. Here’s what really happens in the weeks and months after the agreement — and how to stay prepared.

Introduction

After months of negotiation, planning, and due diligence, both parties finally agree: the deal is done. But while signing the heads of agreement or share sale contract feels like a major milestone and it is it’s not the end of the journey.

In fact, many of the most critical steps in a dental practice transition occur after the handshake. From handover and communication to staff, systems, and ongoing earn-out conditions, post-sale integration is where a smooth experience is either confirmed or compromised.

Whether you’re selling or buying, here’s what to expect after the ink dries.

1. Final Due Diligence and Conditions Precedent

Even after a deal is agreed in principle, the transaction is often subject to final due diligence — particularly in larger or more complex deals.

This might include:

• Final financial verification

• Lease or property documentation

• Regulatory approvals (e.g. AHPRA registration confirmation)

• Confirming employment contracts or transferring key suppliers

While most of this is procedural, it’s essential that both parties remain responsive and cooperative. The deal isn’t truly “done” until these boxes are ticked — and a well-prepared seller can accelerate this final step.

2. Announcing the Transition to Staff and Patients

The next step and often the most emotionally charged is communication. Staff want to know what’s changing. Patients want continuity. Both need to feel confident that the transition is thoughtful, respectful, and stable.

A joint communication plan is often created between buyer and seller to:

• Announce the change in ownership

• Introduce the new structure (and highlight what stays the same)

• Reassure on continuity of care and personnel

Handled well, this is an opportunity to build trust and show leadership.

3. Operational Handover Begins

In the days and weeks after settlement, the real handover begins. This includes:

• Training on systems (if the buyer brings new PMS, HR, or billing platforms)

• Transitioning supplier accounts

• Updating branding and online presence (where applicable)

• Shifting financial reporting and banking details

If the seller is remaining involved (e.g. as a clinician or during an earn-out period), clarity around roles and expectations is key. A lack of structure at this stage can lead to frustration on both sides.

4. Settling Into New Roles and Relationships

Post-sale, the working dynamic inevitably changes. For sellers staying on, this might mean:

• Reporting to a clinical lead or operations team

• Adapting to new KPIs or reporting requirements

• Adjusting to less control over staffing or strategy

For buyers, it’s about understanding the existing team, identifying opportunities for improvement, and building trust without creating disruption. In our experience, transitions are smoothest when both sides give space — and communicate clearly — during the first 90 days.

5. Earn-Out Tracking and Review

If the deal includes an earn-out, this is the phase where tracking begins. Both sides should agree on:

• What data will be used

• How performance is measured

• How updates are shared (monthly or quarterly)

• When payments are reviewed and processed

Too often, misalignment here creates tension. Sellers should ensure they understand what’s being tracked, and buyers should commit to transparency throughout the earn-out period.

A Deal Is More Than a Transaction

The signature moment is a milestone — but the real success of any sale lies in the handover. When transitions are managed with professionalism, structure, and empathy, they can set both seller and buyer up for a positive experience. And when they’re not, no sale price can fully compensate for the fallout.

At Handon, we stay close to our clients long after the deal is done — because we know that the quiet months after settlement matter just as much as the negotiations that led up to it.

Planning a sale or acquisition?

Speak to our myself, Hanni Ishkan on 0468 336 890 about what a successful transition looks like and how to make the post-deal phase smooth, respectful, and a great outcome.