Essential Steps to Prepare Your SUD or Mental Health Treatment Organization for Sale

Volume 12, Issue 18, September 9, 2025

By: David Purinton, MBA, CM&AA

If you're thinking about selling your treatment organization in the next few years, you're not alone. Many owners of substance use disorder (SUD) and mental health businesses are evaluating their exit options as demand grows and consolidation continues. Everyone wants the highest multiple and enterprise value possible, but the reality is that most companies don't yet have all of the traits that command top-tier offers.

That's okay. The good news is twofold:

1. Buyers will still compete for your business, and expert behavioral health M&A advisory firms like VERTESS will know how to position it for maximum value.
2. With the right operational improvements, you can not only increase EBITDA but also make your company far more attractive in the eyes of sophisticated buyers.

This column highlights pragmatic, high-impact steps you can take now in preparation for a sale, with steps organized by area of focus. They are drawn from our experience advising hundreds of transactions, as well as the insights you can find in the VERTESS healthcare M&A e-book, Selling Your Baby.

Automations and Data Discipline

One of the starkest differences we see between average providers and market leaders is how they handle automation. Reducing manual clicks, duplicate entry, and siloed apps creates efficiencies, boosts staff satisfaction, and enables real-time analytics.

Why this matters to buyers: Streamlined systems reduce integration risk; make culture healthier, contributing to lower turnover; and provide reliable data for due diligence. Even smaller operators can start with cost-effective tools like Microsoft Power BI or Zapier before moving to a full enterprise resource planning (ERP) solution.

Smart Use of AI

Artificial intelligence (AI) is quickly becoming table stakes. Whether it's electronic medical record (EMR)-driven clinical note summarization, automated referral communications, or predictive analytics, AI creates leverage.

Why it matters to buyers: Companies with AI already embedded are seen as forward-thinking, scalable, and less dependent on expensive human workarounds.

Digital Presence That Lasts

If your intakes are heavily dependent on pay-per-click ads like those through Google, you're vulnerable. Domain authority, search engine optimization (SEO), and content strategy (e.g., newsletters, blog posts, video) will matter even more as AI-driven search becomes dominant.

Why it matters to buyers: Strong digital equity is seen as durable, signaling lower future marketing costs and higher resilience.

Referral Mix

Diversity matters. A balanced base of hospitals, justice referrals, private referents, alumni, and other providers makes your revenue story stronger.

Why it matters to buyers: A Medicaid/commercial payer mix paired with referrals that actually support that mix creates confidence. Gaps here can be framed for buyers as growth opportunities, but they must be explained.

Outcomes That Go Beyond Checkboxes

Measuring PHQ-9s is not enough. Demonstrating outcomes such as alumni engagement, law enforcement encounters post-discharge, or average length of stay (ALOS) improvements shows that your program delivers real value.

Why it matters to buyers: Positive outcomes are now an expectation. They reduce perceived risk and support premium valuations.

Continuum of Care

Standalone silos are increasingly less attractive. Even modest extensions like adding a partial hospitalization program (PHP) to an intensive outpatient program (IOP), integrating housing, or layering in an outpatient program with medication management and peer services will strengthen both patient experience and revenue durability.

Why it matters to buyers: Integrated continuums hold patients (clients) longer, drive outcomes, and align with payer demands.

The Bigger Picture

As Selling Your Baby points out, preparing to sell is not just about financials. It's about making your company beautiful in the eyes of buyers. That means clean records, transferable contracts, professional management, and systems that don't depend on you personally.

The truth is, no company checks every box perfectly. That's where VERTESS comes in. We understand how to highlight your SUD or mental health treatment organization's strengths, frame your story correctly for the market, and position the areas a buyer can improve as value-creation opportunities. That way, you achieve the best possible outcome, whether you plan to sell in six months or three years.

Ready to Start the Conversation?

Even if you're not planning to sell your SUD or mental health treatment organization tomorrow, the best time to prepare is now. Both small and more significant changes, like those highlighted earlier, can translate into a higher multiple later and a smoother transaction.

At VERTESS, we specialize in behavioral health transactions, supporting SUD and mental health treatment organization owners nationwide. We know what buyers want, we know how to present it, and we know how to protect your legacy while maximizing value.

Let's start the dialogue. A confidential call today could be the first step toward achieving the future you've envisioned for yourself and your organization.

David Purinton, MBA, CM&AA

After working in M+A advisory and corporate financial consulting, I was fortunate to co-found Spero Recovery, a provider of drug and alcohol recovery services with over 100 beds in its continuum of residential, outpatient, and sober living care. As its CFO I led the company to significant revenue and margin growth while ensuring it adhered to the strictest principles of integrity and client care. After selling Spero I remained in leadership with the buyer as its CFO and quickly realized accretion and integration. Of the myriad lessons not learned while earning my MBA with Distinction in Finance from a Tier 1 university, the most profound was the importance of investing in my staff and clients. I learned that the numbers on a spreadsheet represent humans, families, and dreams, which was a radically different paradigm from investment banking.

At VERTESS I am a Managing Director providing M+A and consulting services to the Behavioral Health, Substance Use Disorder treatment, and other verticals, where I bring a foundation of financial expertise with the value-add of humanness and care for the business owners I am honored to represent.

We can help you with more information on this and related topics. Contact us today!

Email David Purinton or Call: (720) 626-2500.