Mike Guelcher: Building a Practice That Is Profitable AND Sellable on Your Own Terms
Why Mike had to go through his own 22-year journey before he could help practice owners with theirs
What it means to sit on every side of the table: industry, private equity, and projects inside the exam lane
How learning anatomy, disease states, and clinic workflow early gave him a shared language with physicians
The lesson from launching pharmaceuticals in 2004: clinical benefit alone doesn't drive decisions, economics, coverage, and service all weigh in
Trust is a long game built through repetition and presence, never a single interaction
Why selling a practice is really about a doctor's life's work and identity, and why credibility matters in that room
How a 2014 Allergan reorganization forced open the door that led him to the acquisition side
Mike Guelcher is one of the few people in eye care who has seen the business from every angle: senior leadership at Allergan, eight years leading acquisition efforts for one of the largest private equity-backed optometry platforms in the country, and hands-on projects inside the exam lane. Now co-founder and managing partner at Prism Consulting Partners and a certified exit planning advisor, Mike helps independent optometry owners build practices that are not just profitable but sellable on their own terms. In this episode, he walks through the 22-year journey that made that work possible, why the sequence of those career steps mattered as much as the steps themselves, and how he learned that prescribing decisions and practice sales alike come down to trust built over years. He also shares how an unexpected corporate reorganization in 2014 turned into the most fortuitous door of his career. If you own a practice you may one day sell, this conversation is a look at the other side of that table.
