PSS recently expanded its team by adding a new National Account Manager, Michael Brivulis. Before joining PSS, Michael worked in dental practice acquisitions and practice builds for two major Australian dental corporate aggregators; he also worked in the financial services sector for more than 15 years. 

We decided to interview Michael to give our clients a chance to get to know him a little better.

Q1. Tell us a bit about your career history before Practice Sale Search

I have had two distinct career phases.  

In the first phase, I spent 10 years working in investment management.  I loved investment management, but was keen to get closer to the underlying businesses that we were making investments into.  

In my second, and most relevant phase, I worked, for around 13 years, for large corporates buying and selling businesses to help them shape their physical store footprint.  I held senior executive positions in the wealth management and health services industries with AMP and Bupa. 

Q2. How do you think that your unique professional background gives you a different perspective when dealing with dental practice sales?

My 5 years in the dental corporate space, managing both the practice acquisition and new site build process, has given me a sound understanding of the business models underpinning the corporates and what they look for from a seller. My time spent managing new site builds gave me a lot of insight into the costs of a practice build (fit-out and equipment) and for assessing how successful a site could, or should, be as a dental practice. 

After seeing hundreds of practices for sale from a buyer’s perspective I have seen that many vendors (and brokers) simply don’t know how to best present their practice to highlight its strengths and get the best results from the market

I feel that with my background I am uniquely equipped to present a seller’s business in a way that can attract a wide audience and achieve a great price.

Q3. Your father was a dentist and practice owner in Melbourne. How do you feel this has helped or hindered your work with dentists and in the dental industry?

My father had a surgery in Fitzroy and in Doncaster for many years. Growing up in a dental household taught me a few things.  

• It’s not just a business for many practice owners….it’s their life’s work. Through my father’s sale, I understand that the seller is often looking for a financial as well as non-financial (future commitment, care for patients & staff etc) outcome. I feel that I have some insight into the sensitivities and emotional journey of practice owner goes through when it comes time to sell. The mixed emotions they feel in handing over to another owner. 
• This can often be a highly stressful time for a dentist. My experience with my father has taught me the importance of making the sale as seamless as possible, by helping the parties navigate the lending, finance and legal aspects of the process. 

Q4. What do you like doing in your spare time?

Watching my two sons grow up and navigate school life is a lot of fun.  They are both very active. My wife and I spend most weekends heading to either cricket, tennis, AFL, soccer, or basketball fixtures around Sydney.

I enjoy a game of tennis and can be found on a tennis court playing doubles most Mondays.

Q5. What would surprise people about you?

I enjoy travelling to remote parts of Australia and taking landscape photographs.  This interest was passed on to me by my father during a road trip in the early 1990s to the Simpson Dessert in his beloved Holden Jackeroo. The long and often monotonous drive was broken up by beautiful sunrise and sunsets and many photography opportunities.  

Q6. Having grown up in Melbourne and now living in Sydney what do you like about each city?

They are both great cities and I could live happily in either.  

I love the many sporting events hosted by Melbourne (AFL, Grand Prix, tennis, etc.), as well as the fabulous suburban hubs that often have so many great restaurants.   

As for Sydney, every time I cross the Harbour Bridge and see the Opera House and beautiful harbour, I’m reminded of how lucky I am to live here.