Why Buyers Are Still Chasing High-Value NDIS Providers (Even As Margins Shrink)
When a Sydney-based NDIS and aged care provider hits the market at $16.5 million, it sends a loud message: NDIS businesses still hold weight in the buyer landscape, but only when they’re built to scale and run lean.
With $22 million in annual revenue and 1,800+ clients across NSW and the ACT, this provider isn’t an outlier—it’s a glimpse into what works in the sector, and what doesn’t.
The Valuation Story Behind the Headline
This business didn’t reach an 8-figure price tag because of luck. It’s diversified across aged care and disability services, has interstate reach, and shows buyers the three magic words: recurring client base.
Why does that matter? Because right now, buyers are pouring money into this sector—but only for stability.
Big operators are pulling out of regional areas, while national players are bidding on terms like “NDIS physiotherapist” at $15–$19 per click. That’s not just marketing aggression—that’s gold rush energy in a system under pressure.
Sector-Wide Profitability: Brutal Reality Check
In FY23, EBITDA margins across the NDIS sector turned negative:
- -0.76% return on assets, down from +0.71% the year before
- Average EBITDA dropped by $540k
- Staff costs consumed 77.46% of total revenue
For many providers, growth means bleeding cash. The best are still barely scraping 1.5% margin—well under the 2% NDIA benchmark for sustainability.
Let that sink in: buyers aren’t walking in for instant profit. They’re walking in for operational efficiency.
Managing 1,800+ Clients Takes More Than Passion
Here’s the dirty secret most sellers don’t talk about: if your client data isn’t centralised, your business is flying blind.
At scale, your database becomes your most valuable asset. For buyers to take you seriously, your systems need to:
- Track every service and funding detail
- Automate plan reviews and compliance reminders
- Provide contact history, goal tracking, and segmentation
- Be ready for due diligence at the drop of a hat
Sloppy spreadsheets don’t cut it when you’re asking for $10M+. Operational excellence is the product.
Want to Sell? Sell the Right Story
NDIS business sales aren’t just about what you’ve made—they’re about how you’re built.
- Can it run without you?
- Are your clients sticky?
- Is your data defensible?
- Will it survive the next tech shift or regulatory pivot?
If you’re thinking of selling, or even just testing the market, this is your window. With consolidation happening fast, mid-sized players with scale and systems are in high demand.
Need a Valuation?
At Xcllusive Business Sales, we’ve sold care sector businesses worth $1M to $20M+, and we know how to pitch their value in this fast-moving market. You don’t get a textbook answer—you get real-world, evidence-backed, buyer-aligned strategy.
Call Sydney (02) 9817 3331 or book a free consultation to find out what your business is really worth.
You built it. Let’s make sure you get paid for it.