Your Pharmacy Exit: How to Maximise Value in the Final 12 Months

If you’re planning to sell your pharmacy in the next year, the steps you take now can have a substantial impact on the final sale price. Whether your priority is securing the best return, finding the right buyer, or ensuring a smooth handover, positioning your business strategically in the final 12 months is essential. In this guide, we explore how to get your pharmacy in peak condition before going to market so that you can maximise value and exit on your terms.

1. Strengthen Your Financials Buyers want to see a profitable, well-run business. Now is the time to streamline your financial operations and demonstrate consistent performance. Focus on:

• Increasing EBITDA: Identify ways to grow revenue and reduce costs. Even modest improvements in EBITDA can significantly boost valuation.

• Eliminating non-essential expenses: Cut or renegotiate costs that don’t add long-term value.

• Tidying your accounts: Ensure profit-and-loss statements and cash flow records are up to date, ideally for the last three years. An accountant with pharmacy experience can help present figures clearly and persuasively.

2. Drive Revenue Through Core and Clinical Services. Buyers will examine your income sources in detail. A strong services portfolio will make your business more attractive and sustainable.

• NHS Services: Deliver consistently on services such as the Pharmacy First Scheme, BP monitoring, and contraception services.

• Private Services: Build or expand offerings such as flu vaccines, travel clinics, health checks, or weight management programmes.

• Independent Prescribing: If you or your team includes Independent Prescribers, make this a focal point of clinical service delivery—especially in Scotland, where Pharmacy First Plus is gaining momentum. Showing a diverse and future-proof income stream adds resilience and value.

3. Build Operational Efficiency. A well-run pharmacy is an appealing prospect. Buyers want to step into a smooth-running operation.

• Refine SOPs: Update and digitize your procedures and documentation where possible.

• Streamline Workflows: Ensure dispensing, service delivery, and patient care processes are efficient.

• Technology: Introduce or optimize PMR systems, EPOS, and booking tools for vaccinations and services. Efficient businesses save buyers time, money, and effort, translating directly into a higher valuation.

4. Focus on Your Team The right team increases your pharmacy’s value, not only financially, but also reputationally. Over the final 12 months:

Retain Key Staff: Reduce turnover by offering training opportunities, clarifying roles, and providing support.

• Delegate Effectively: Show the business can run without over-reliance on you as the owner.

• Promote Leadership: Develop team leaders who can support a new owner during and after the transition. Buyers are reassured when there’s a solid team ready to continue operating post-sale.

5. Tidy Up Your Premises and Branding. First impressions count—both in terms of physical appearance and digital presence.

• Refurbish Where Needed: A coat of paint, decluttering, and modern signage can go a long way.

• Review Branding: Ensure your website, social media, and in-store materials look professional and consistent.

• Highlight USP: Whether it’s your location, clinical services, or loyal customer base, present your pharmacy’s unique strengths proudly. Presentation influences both perception and price.

6. Update Compliance and Documentation. Don’t let avoidable delays derail your sale. Prepare now by:

• Ensuring GPhC registration is up to date.

• Appointing and documenting the Superintendent Pharmacist (if you're stepping away).

• Reviewing your NHS contract, lease agreements, and insurance.

• Making sure all HR records, SOPs, and Health & Safety documentation are in order. Having everything in place allows for a smoother legal and regulatory process during the sale.

7. Lock In Local Relationships. Buyers value community presence. Spend your final 12 months reinforcing your relationships with:

• GP surgeries and local PCNs.

• Care homes or social care teams.

• Local business groups or public health bodies. Consider formalising partnerships through service agreements or referral pathways. These relationships reflect long-term potential.

8. Settle Outstanding Issues. Now is the time to fix what might raise red flags.

• Resolve staff grievances, outstanding debts, or supplier disputes.

• Check that your lease is assignable or renegotiable.

• Clarify any legal or contractual grey areas with your solicitor. A clean, transparent sales process starts with a clean foundation.

9. Prepare for Due Diligence by preparing documentation in advance, you reduce stress during negotiations. Create a virtual data room or physical file that includes:

Financial records and tax returns

• NHS and private services breakdown

• Employment contracts and job descriptions

• Premises lease or ownership details

• Licences and compliance certificates.s. A pharmacy broker can help you prepare and package this professionally.

10. Work With a Broker Early If your goal is to exit in the next 12 months, don’t wait un;l the last minute to engage a pharmacy broker.

• Market Positioning: A broker can help position your business for maximum interest.

• Buyer Network: They’ll connect you with qualified, serious buyers.

• Negotiation Support: Brokers help ensure the best price and terms for your situation.

• Timeline Management: With expert guidance, you can plan a realistic and efficient sales timeline. The earlier a broker is involved, the more you can benefit from their input on boosting value pre-sale.

Final Thoughts:

Time Spent Now Pays Dividends Later. Maximising the value of your pharmacy doesn’t happen overnight, but with 12 months of focused effort, you can significantly enhance your business’s appeal, profitability, and readiness for sale. From service delivery and team development to premises presentation and compliance, every area of improvement brings you closer to a premium valuation. If you’re thinking about selling in the next year, AlphaRize is here to support you through every stage of the journey—from preparation to negotiation to completion.