Selling a GP Practice

GPs sell or step back for many good reasons:

• Retirement - You're ready to close the chapter and hand over the reins.
• Burnout - The pressure of managing the practice is too much.
• No successor - There’s no one ready or willing to take it over.
• Premises pressure - You're tied into a lease or ownership that feels risky.
• Financial worries - Margins are tight, and stress is high.
• Merger opportunity - A bigger group could offer security and support.

No matter your reason, this is about making a smart, considered decision, not a rushed exit.

‍

Here’s the key thing most people get wrong: you can’t sell a GP practice in the same way you'd sell a private business. You cannot sell goodwill. That includes:

• Your patient list
• Your practice’s reputation
• Referrals or networks you've built
• Any NHS service access advantages

So, what are you actually transferring or selling?

✅ Premises - If you own the building, you can sell it outright or lease it
✅ Fixtures and equipment - Medical kit, computers, furniture
✅ Operational handover - Via NHS contract variation or partnership changes
✅ Staff - Who move over under TUPE rules
✅ Responsibility - For managing the practice and delivering care

‍

Before you dive into paperwork, stop and reflect:

✅ Am I exiting completely - or staying involved post-sale?
✅ Do I own the building? What’s the best future use for it?
✅ Is my partnership agreement up to date and does it cover exits?
✅ Are my partners aligned on the decision?
✅ What does success look like to me - less stress, full retirement, staff protected?

If you're not sure about any of these, that’s a sign to speak with someone early.

‍

Step 1 - Preparation

• Review finances, HR, complaints, and CQC ratings
• Clean up processes and get your documents in order
• Bring in your accountant and a solicitor who understands NHS primary care
• Understand your capital accounts and liabilities
• Remember: you’re not selling goodwill - focus on assets and premises

Step 2 - Valuation

• You cannot put a price on your patient list or reputation
• What you can value:
  
  • The building (freehold or leasehold)
  • Fixtures and fittings
  • Outstanding liabilities
  • Capital account (drawings owed or due)
• Ask a GP-specialist valuer - not a commercial agent

Step 3 - Finding the right buyer or partner

• You’re not just looking for cash - you’re looking for continuity
• It might be:
  
  • A new partner or incoming GP
  • A merger
  • A group like Archvale who can take over operationally while protecting your team
    
    

Interview your buyers like you would hire someone - it needs to be the right long term fit.

Step 4 - Legal process

• Agree Heads of Terms
• Begin NHS contract variation process (GMS/PMS)
• Share due diligence (staff contracts, accounts, compliance history)
• Finalise legal handover of any premises
• Comply with TUPE to protect staff
• If you are named as the Registered Manager with the CQC you need to inform them of the change and the new RM

Step 5 - Transition and communication

• Tell your team first - with clarity and honesty
• Reassure patients (especially if you’re staying on temporarily)
• Plan a phased handover with overlap where possible
• Work with the new owners to avoid disruption to care

‍

Short answer: you can't sell the “brand” or patient list. NHS rules prohibit selling goodwill. But here’s what can be valued:

• Premises - Based on market conditions and lease terms
• Fixtures & fittings - Often included in the deal
• Capital - Your drawings, shares of debt, and assets
• Business liabilities - Owed to HMRC, banks, or suppliers

A specialist GP practice valuer will factor these in. A commercial agent won’t.

Here's a realistic timeline:

Not all buyers are created equal. Watch for:

🚩 Overly fast timelines or vague offers
🚩 No interest in your staff or team culture
🚩 Lack of understanding of NHS rules
🚩 Promising “goodwill” payments (that aren’t legal!)
🚩 Refusing to show their operational model or leadership

✅ Good buyers will:

• Value your team and protect their roles
• Respect NHS processes
• Be transparent and collaborative
• Plan for continuity of care - not just financial gain

That’s how we operate at Archvale.

‍

Common mistakes to avoid

❌ Thinking you can sell goodwill
❌ Rushing the process under pressure
❌ Choosing a buyer who doesn't understand primary care
❌ Leaving staff out of the loop
❌ Not planning your next chapter

‍

What a conversation with Archvale looks like

• No pressure
• No legal jargon
• No push to sell goodwill (because you can’t)

Just an honest, helpful chat to explore your options.

‍

Selling your GP practice isn’t about handing over everything you’ve built. It’s about protecting what matters - your team, your patients, and your peace of mind.

And no, you can’t sell goodwill. But you can make a clean, thoughtful, and responsible exit with the right support.

👉 Talk to Archvale today

Disclaimer - This content is for general information only and is not legal, financial, or professional advice. We’ve done our best to ensure it’s accurate at the time of writing, but rules and guidance may change. Always seek advice from qualified professionals before making decisions. If you spot an error or something that needs updating, please contact us.

Thomas has dedicated his 20-year career to making NHS primary care more sustainable. In his roles at Push Doctor, Medloop, GPCA, and Archvale, Thomas helped practices improve efficiency and quality of care, ultimately leading to happier clinicians, GP partners, and patients.

He works closely with clinical governance, operations, recruitment, and product teams to help GP partners seamlessly transition into salaried or locum roles, achieving the work-life balance they deserve. By introducing GP partners to trusted surveyors, lawyers and accountants, Thomas also helps GP partners unlock the equity in their property and transition lease liabilities to new partners.

‍