Closing the Deal – Overcoming Common Challenges in Home-Based Care M&A

Insights from the April 10, 2025 Capital + Strategy panel discussion sponsored by Mertz Taggart

On April 10, 2025, Mertz Taggart hosted a practical, experience-driven panel titled “Closing the Deal: Overcoming Common Challenges in Home-Based Care M&A". 

The discussion featured Bruce Vanderlaan, Managing Director at Mertz Taggart, alongside Cameron Cordts (PurposeCare) and Mike Trigilio (HouseWorks)—three seasoned professionals who’ve collectively closed dozens of transactions across the home-based care spectrum.

Bruce Vanderlaan (Mertz Taggart), Cameron Cordts (PurposeCare) and Mike Triligio (HouseWorks).

The session provided valuable insights for any agency owner wondering how to sell a home health agency or navigating the early stages of preparing for an exit. While the conversation covered a wide range of topics, one consistent theme emerged: sellers who prepare early, stay engaged, and partner with experienced advisors are far more likely to achieve a successful—and smooth—transaction.

Insights for Agency Owners Preparing to Sell

1. Selling Your Agency Is a Full-Time Job

Bruce Vanderlaan opened the conversation by stressing the intensity of the process: “This isn’t something you do on nights and weekends. It’s another full-time job on top of running your agency.” Cameron Cordts added that PurposeCare addresses this by breaking down due diligence into weekly milestones, helping sellers stay on track without becoming overwhelmed.

2. Understand the Emotional Commitment

Whether you’re asking, “How do I sell my home health agency?” or already deep in discussions, sellers often underestimate the emotional aspect of the decision.“It’s not uncommon to see tears at the closing table,” Bruce noted. “These businesses are personal legacies.”Mike Trigilio, who has led and sold multiple businesses, agreed: “Even institutional sellers get emotionally invested. Letting go is never as easy as it looks on a spreadsheet”.

3. Trust Is a Must

Vanderlaan emphasized that one of the biggest hidden challenges is a seller’s hesitation to share information, often driven by a lack of trust. “Our role is to connect them with vetted, reputable buyers. That credibility makes a difference”. To reinforce transparency, Cameron shared that PurposeCare introduces sellers to their local leadership team early—providing peace of mind about the future of their business post-close.

4. Keep Clean Financial Records

When discussing the valuation of a home care business, all panelists stressed the importance of accurate, clear financials. Bruce recounted deals where large personal expenses were mixed into business records. “If buyers can’t separate the owner’s lifestyle from the agency’s true earnings, it impacts perceived value." Clean, well-documented financials directly influence how buyers approach valuation and confidence in the deal.

5. Working Capital Creates Tension

A common sticking point in nearly every transaction? Working capital.“Sellers feel like they’re giving up their hard-earned receivables,” Cameron noted. “Buyers just want to avoid funding payroll on Day One.” Bruce likened it to selling a car: “You want to hand it off with an empty tank; the buyer wants it full. Our job is to agree on how full it needs to be”.

6. Labor and Compliance Can Be Deal-Killers

All panelists underscored how wage and hour violations, improper classification, or missing documentation can create last-minute complications. Mike explained, “We’ve never gone through a deal where something didn’t pop up. The key is to find it early and manage the risk”.

7. Choose Advisors Who Know Healthcare M&A

The session concluded with an important reminder: your advisory team matters.“If your attorney doesn’t specialize in transactions, or your accountant isn’t responsive, the entire deal can suffer,” Bruce warned. Cameron and Mike agreed—smooth deals tend to happen when sellers are supported by advisors who understand healthcare and know how to manage the M&A process.

Final Thoughts

Whether you're simply exploring how to sell your home health agency or actively preparing to take your business to market, this session delivered valuable, actionable advice.

Bruce Vanderlaan summed it up best:

“The deals that succeed are the ones where the seller is prepared, the advisory team is aligned, and there’s mutual trust between both sides. That’s when everything starts to click”.

Bruce Vanderlaan, Managing Director at Mertz Taggart

If you’re considering an exit and want to understand what goes into the valuation of your home care business or how to position yourself for a successful deal, Mertz Taggart is here to help.

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If you're asking yourself, "How do I sell my home health agency?" or want to better understand the valuation of your home care business, the best next step is a conversation with an experienced M&A advisor.

At Mertz Taggart, we specialize in helping home-based care providers—like you—navigate the complexities of selling. From valuation to deal structure, we guide you every step of the way.

Schedule a confidential consultation today

Let’s explore your goals and help you plan the right exit strategy.

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