Valuation Expectations vs Market Reality: Bridging the Gap Between Owners and Buyers

Session Description: This panel tackles one of the biggest sources of friction in today’s market: valuation expectations that don’t hold up under scrutiny. We’ll cover misaligned assumptions, add-backs that survive diligence versus those that don’t, risk-adjusted EBITDA, and why different buyers price the same asset differently. We’ll also discuss how buyers increasingly evaluate the “operating system” behind the numbers—data quality, revenue cycle visibility, outcomes measurement, and tech-enabled scalability—and when technology strengthens valuation versus when it’s discounted as unproven. Attendees will leave with a clearer, market-realistic view of value drivers and how to avoid disappointment at the LOI and diligence stages.