Start Here: Tell Us About Your Business

• In one paragraph, describe your concept, how many company-owned units you operate today, and who your core customer is.
• What triggered your interest in franchising right now? Options: Unsolicited franchise inquiries, Private equity / owner direction, Capital constraints for company expansion, Market opportunity / demand, Succession planning/exit, Other
• Which geographic markets are top priorities for your first franchise growth (cities, states, or regions)?
• How consistent is the customer experience across your existing units today? Options: Very consistent — nearly identical, Mostly consistent with minor variations, Noticeably inconsistent by location, Highly variable and unpredictable
• Do you already have documented SOPs, recipes, or a rudimentary operations manual? Options: Yes — comprehensive and up to date, Partial — some documents exist, No — mostly tribal knowledge, We have digital assets but not formalized
• Who on your team will be the primary point person for franchise development (name, title, and bandwidth)?

What’s Actually Keeping You Up at Night?

• If franchising went poorly and damaged your brand, what single consequence would hurt you most?
• How concerned are you about franchising diluting the quality that built your reputation? Options: Extremely concerned, Moderately concerned, Somewhat concerned, Not very concerned
• How often have you experienced operational failures (service breakdowns, food quality issues, training gaps) in company units over the last 12 months? Options: Weekly or more, Monthly, A few times a year, Rarely/Never
• Tell us about a specific incident where standards slipped—what happened, who noticed, and what was the fallout?
• When problems like that happen, how long do they usually take to surface and then be corrected? Options: Within hours/days, A few weeks, Months, They often linger unresolved
• Which operational areas make you the most uneasy about handing to a franchisee? Options: Food or service quality, Hiring and culture, Supply chain/logistics, Marketing/local promotions, Site selection / buildout, Financial controls

Who Needs to Be in the Room?

• If franchising required changing leadership roles today, who would you promote, replace, or recruit to make it successful—and why?
• Which internal stakeholders must approve franchise strategy, budget, and legal documents (select all that apply)? Options: CEO/Founder, Board/Owners, CFO, COO/Operations, General Counsel, Head of Training, Other
• Which external advisors do you already work with or intend to engage for franchising? Options: Franchise attorney, Business attorney, Accountant/CPA, Franchise broker/consultant, Real estate advisor, None yet, Other
• How aligned is your leadership team on franchising right now—are there clear champions and skeptics? Options: Unified champions, Mostly supportive with some concerns, Divided evenly, Significant skepticism
• Are there ownership or family dynamics that could complicate decision-making for franchising? If so, briefly describe.
• What internal capacity (people-hours per week) can you realistically dedicate to franchise development over the next 6 months? Options: Less than 10 hours/week, 10–20 hours/week, 20–40 hours/week, 40+ hours/week

Money Under the Hood

• Can your current unit economics comfortably support the upfront costs of onboarding franchisees (training, support, marketing) and still keep corporate healthy? Options: Yes — comfortably, With minor strain, It would be tight, No — not currently
• Please provide your latest typical unit-level metrics: average weekly sales (or AUV), EBITDA margin, and average check, if available.
• How much capital can you allocate to franchise development and support (one-time development + monthly operating support)? Options: Less than $50k, $50k–$150k, $150k–$500k, $500k+
• Which fee structure do you think aligns with your model for initial franchise fee and ongoing royalties? Options: Low initial fee / higher royalty, Higher initial fee / lower royalty, Moderate initial and royalty, Unsure — need guidance
• What are the biggest hidden or recurring costs you've experienced when opening company units (list top 3)?
• How quickly do you expect a new franchisee to reach break-even under your current assumptions? Options: <3 months, 3–6 months, 6–12 months, 12+ months, Unsure

What Rules Are We Going To Have To Play By?

• How prepared are you for the regulatory demands of franchising—FDD preparation, multi-state registrations, and ongoing disclosures? Options: We’re ready to proceed, Some work needed, Significant work required, We have no idea where to start
• Which states do you currently operate in, and are any of those states known to require registration or additional disclosures?
• Have you previously prepared or been provided an FDD for your brand (even informally)? Options: Yes — completed, Drafted but not finalized, No — never prepared, Unsure what an FDD is
• Have you experienced any regulatory inquiries, enforcement actions, or litigation related to franchising or advertising in the past? Options: Yes — ongoing, Yes — resolved, No
• How fast do you need state filings and regulatory clearances completed to align with your growth timeline? Options: Immediately (30 days), 1–3 months, 3–6 months, 6+ months, Flexible/No firm deadline
• Who will be responsible internally for compliance and responding to regulatory questions once the FDD is live?

Imagine the Wrong Partner Appears

• Describe the profile of a franchisee who would be a catastrophic fit for your brand—what behaviors or decisions would they make?
• What minimum qualifications should every franchisee meet (financial net worth, industry experience, managerial experience)? Options: Minimum net worth, Minimum liquid capital, Prior industry experience, Prior multi-unit experience, Franchise operation experience, Other
• How strict do you want to be about territory exclusivity and spacing between units? Options: Strict exclusivity with large territories, Moderate protection, Minimal protection to maximize openings, Unsure — need guidance
• What screening methods do you find most trustworthy for assessing owner-operators (financial docs review, interviews, trial days, background checks)? Options: Financial review, Behavioral interviews, Operational trial, References and background checks, Personality/culture assessments
• What kind of ongoing support will be non-negotiable to offer franchisees in the first year? Options: Initial training program, Field support visits, Marketing/local launch support, Supply chain onboarding, Ongoing operational auditing

Customers, Brand, and Experience (What We Refuse to Lose)

• Which elements of your brand experience are sacred—what must never change under a franchise model?
• How do you currently measure customer satisfaction and brand consistency (surveys, NPS, regular audits)? Options: NPS/CSAT, Mystery shopping, Internal audits, Customer reviews/social listening, We don’t measure consistently
• Have you documented recipes, service scripts, and design standards that a franchisee could follow exactly? Options: Yes — fully documented, Partially documented, No — mostly unwritten
• To what degree are suppliers and vendors centralized today, and can they scale to support franchisees? Options: Fully centralized and scalable, Partially centralized, Decentralized — local suppliers, Unsure
• How forgiving is your customer base to small deviations in service or offerings—would they notice a franchisee slip quickly? Options: Highly sensitive — notice immediately, Somewhat sensitive, Generally forgiving, Not sure
• What guardrails would you insist on to protect brand quality during rapid growth (e.g., supplier lists, mandatory training hours, brand audits)?

What Would Success Actually Look Like?

• Imagine it’s 18 months after your first franchise sale—what three concrete outcomes would prove this was the right move?
• Which KPIs will make you feel confident the system is healthy (select top three)? Options: Average Unit Volume (AUV), Royalty revenue, Franchisee EBITDA, Customer NPS, Unit-level compliance score, Time-to-open
• What reporting cadence and format would you want from franchisees (monthly P&L, weekly sales snapshot, quarterly ops review)? Options: Weekly sales + monthly P&L, Monthly detailed reports, Quarterly executive summaries, Ad-hoc on request, Other
• How would you prefer to capture early learnings and iterate—formal quarterly updates, ad-hoc feedback loops, third-party audits, or another method? Options: Quarterly structured reviews, Ad-hoc feedback and quick fixes, Third-party validation/audits, Franchisee advisory council
• What are reasonable milestones for the first 12 months (number of franchisees sold, territories released, training cohorts)?

Ready, Set, Decide?

• If we asked you to sign a mutual commitment to begin formal development within 30 days, what would be the single biggest blocker?
• Which timeline do you feel is realistic for completing the FDD, operations manual, and a first training cohort? Options: Under 3 months, 3–6 months, 6–9 months, 9–12 months, Longer than 12 months
• Who needs to sign off on commercial terms and legal commitments before we proceed, and what concerns will they raise?
• What internal resources (roles and approximate FTEs or hours/week) can you guarantee to support this program through launch?
• How would you like us to work with you—lead the full build, co-pilot with your team, or act as an advisor to your chosen providers? Options: Lead the full build, Co-pilot with our team, Act as advisor/consultant, Unsure — want to discuss
• What would be a realistic decision window for you to move from discovery to a signed scope (weeks/months)? Options: Immediately (within 2 weeks), 2–6 weeks, 1–3 months, 3–6 months, Longer / undecided

• Current State & Impact Alignment
• Future State Outcomes & Success Criteria
• Solution Proof Workshop — System Design Applied to Real Scenarios
• Franchisee Candidate Simulation & Brand Quality Validation
• Alignment & Go/No-Go Decision — Move to Solution Scope

• Customer: Approve or flag changes to the qualification script and training components used in the simulation.
• Establish measurable KPIs and acceptance criteria that will be used to prove success.
• Agree on which outcomes take priority in the Solution Proof workshop and subsequent scope.
• Host: Produce a one-page Success Criteria document listing the future-state sentence, KPIs, targets, and validation methods for customer sign-off.
• Customer: Identify the approver(s) who will accept deliverables against the defined acceptance criteria.
• Host: Prepare modeling templates using the customer's supplied data for the Proof workshop.
• Setup & Review Objectives
• Prove, with scenario-based artifacts, that the system design addresses each prioritized consequence.
• Obtain explicit customer validation or objections for each proof point (forced yes/no on whether it eliminates the stated problem).
• Identify remaining gaps and assign mitigations so the solution can be finalized into scope.
• Host: Deliver the scenario-specific artifacts (sample FDD clauses, territory map PDFs, training competency matrix, financial model) within 48 hours.
• Customer: Provide feedback on each artifact with clear accept/reject and rationale within 5 business days.
• Host & Customer: Assign owners and deadlines for each identified mitigation or open issue.
• Context & Simulation Rules
• Validate that the sales qualification and early training preserve brand standards for the tested candidate.
• Identify concrete adjustments to scripts, criteria, or training if the simulation surfaces gaps.
• Reach a decision on progression: pilot, adjust, or proceed to Solution Scope.
• Introductions & Meeting Objectives
• Host: Produce a simulation report capturing observations, recommended script/training edits, and pilot recommendations.
• If pilot approved — Host & Customer: Identify pilot candidate, timeline, and success metrics.
• Recap Validations & Outstanding Items
• Obtain a clear go/no-go decision tied to the validated proofs and success criteria.
• Confirm and document the agreed scope, timeline, owners, and acceptance criteria for Solution Scope.
• Assign immediate owners and schedule the kickoff for the next stage if approved.
• Customer: Provide formal sign-off decision and any conditional items required to proceed to Solution Scope.
• Host: Deliver the Solution Scope proposal (SOW) with milestones, resource plan, and fees within 48 hours of sign-off.
• Both: Schedule the Solution Scope kickoff meeting and confirm the project lead and communication cadence.
• Produce a customer-approved one-sentence current-state statement.
• Agree on quantified consequences ($ / time / risk) tied to the customer's scenarios.
• Identify 2–3 real scenarios to use as live test cases in subsequent meetings.
• Obtain the specific data and documents needed for modeling and proof in the Solution Proof workshop.
• Customer: Deliver unit-level P&L, sample inquiry emails, recent buildout estimates, and list of key stakeholders within 3 business days.
• Host: Draft and circulate the agreed one-sentence current-state and the quantified consequence summary for customer confirmation.
• Assign the two real scenarios that will be modeled in the Solution Proof workshop and notify participants.
• Recap Current State & Consequence
• Customer signs off on a clear one-sentence future state linked to business objectives.
• Scenario 1: Compliance & FDD Controls
• Define One-Sentence Future State
• Review Final Scope & Deliverables
• Initial Inquiry & Qualification
• Restate Discovery Findings
• Scenario 2: Territory & Market Economics
• Translate Outcomes to KPIs
• One-Sentence Current State
• Timeline & Milestones
• Offer & Onboarding Preview
• Acceptance Criteria for Key Deliverables
• Scenario 3: Operations & Training Proof
• Operational Red Flags & Escalation
• Commercial & Resource Alignment
• Quantify Consequence
• Prioritize Outcomes by Business Impact
• Validate Real Scenarios
• Capital & Financial Impact Model
• Decision & Sign-Off
• Debrief & Validation
• Decide: Proceed, Pilot, or Revise
• Confirm Validation Mechanisms
• Immediate Next Steps
• Validation Checkpoint: Customer Confirmation

• Draft Franchise Disclosure Document (FDD)
• Prepare State Franchise Registration Filings
• Draft Standard Franchise Agreement
• Develop Operations Manual and SOPs
• Create Franchisee Training Program and Materials
• Build Unit-Level Financial Model and Startup Costs
• Design Territory Maps and Exclusivity Boundaries
• Create Franchise Sales Playbook and Scripts
• Produce Discovery Day Presentation Package
• Develop Marketing Fund Rules and Co-op Guidelines
• Compile Approved Supplier and Vendor Program
• Deliver Field Operations Audit Forms and Checklists

Draft Franchise Disclosure Document (FDD)

• What is the current status of your FDD? Options: Not started, Drafting, Needs legal review, Filed/Complete
• Which launch geography applies in the next 12-24 months? Options: Single state, Multiple specific states, Nationwide (multiple states), International
• List the specific states or jurisdictions where franchises will be offered (enter abbreviations or names).
• Which exhibits and attachments do you require included in the FDD? Options: Franchise Agreement, Financial Statements, Operations Manual summary, Territory map, Supplier list, Other
• Do you have audited or reviewed financial statements for inclusion? Options: Yes - audited, Yes - reviewed, Internal financials only, No financials available
• Who will be the internal owner for FDD content and sign-off (role/title)?
• Are there prior or pending litigation, government actions, or material disputes that must be disclosed? Options: Yes, No

Prepare State Franchise Registration Filings

• Which states require registration or disclosure filings for your rollout?
• Do you already have counsel or a filing agent for state registrations? Options: Yes - retained, Yes - evaluating options, No
• What is your target timeline for having registrations approved? Options: Under 4 weeks, 4-8 weeks, 8-16 weeks, Undetermined
• Are there state-specific compliance complexities (e.g., fee structures, translations, special attachments)? Options: Yes, No
• Who will provide state-specific supporting documents (e.g., corporate certs, financial exhibits)?
• Do you want us to coordinate with local counsel where required? Options: Yes - coordinate and manage, Yes - coordinate only, No
• What is your budget range for state registration filings and legal fees? Options: <$5k, $5k-$15k, $15k-$50k, $50k+

Draft Standard Franchise Agreement

• Do you have an existing franchise agreement template to adapt? Options: Yes - current template, Yes - older template needs update, No
• Which term lengths and renewal options should be included in the agreement? Options: Fixed term (e.g., 10 years), Initial term with renewal options, Perpetual/other
• What fee structure should the agreement reflect (initial fee, royalties, marketing fund)?
• Do you require specific territorial protections, exclusivity language, or encroachment rules in the agreement? Options: Yes, No
• List any non-standard clauses needed (e.g., rights of first refusal, transfer conditions, financing requirements).
• Who is the internal decision-maker for commercial terms and legal trade-offs?
• Is arbitration, mediation, or court venue preferred for dispute resolution? Options: Arbitration, Mediation then arbitration, Court venue (state/federal), Other

Develop Operations Manual and SOPs

• Do you have an existing operations manual or documented SOPs? Options: Comprehensive manual, Partial SOPs, Informal notes only, No documentation
• Which functional areas need SOP coverage first? Options: Kitchen/production, Front-of-house/service, HR/hiring, Inventory & purchasing, Marketing/local store ops, Other
• What level of detail do you require (high-level playbook, step-by-step SOPs, checklists)? Options: High-level playbook, Step-by-step SOPs, Checklists & forms, All of the above
• Who are the subject matter experts (roles/titles) we can interview to build SOPs?
• Do you have process maps, training videos, or source documents to incorporate? Options: Yes - videos, Yes - process maps, Yes - documents only, No
• What are the acceptance criteria for manual completion (e.g., pilot store validation, manager sign-off)?
• Is translation or localization for multi-state/regional variants required? Options: Yes - translation, Yes - regional variants, No

Create Franchisee Training Program and Materials

• What type of training model do you want (classroom/virtual/hands-on/on-site/blended)? Options: Classroom, Virtual, Hands-on/on-site, Blended (mix)
• How long should initial franchisee/operator training be (days/weeks)? Options: 1-3 days, 4-10 days, 2-4 weeks, Custom
• Which roles need training tracks (owner, manager, staff, maintenance)? Options: Owner, General Manager, Shift Manager, Staff, Maintenance/Tech, Other
• Do you require assessments, competency checklists, or certification on completion? Options: Yes - competency tests, Yes - practical assessments, No, informational only
• Do you have existing training materials (presentations, videos, quizzes) to repurpose? Options: Yes - complete, Yes - partial, No
• Who will host or deliver training (internal trainers, third-party vendors, franchisor leadership)? Options: Internal trainers, Third-party provider, Franchisor leadership, Hybrid
• What is the preferred format for training materials (PDF manuals, LMS modules, video library, in-person workbook)? Options: PDF/manuals, LMS/modules, Video library, In-person workbook, All of the above

Build Unit-Level Financial Model and Startup Costs

• Do you have historical unit-level P&L or sales data for modeling? Options: Yes - full historical data, Partial data, No historical company-owned units
• What startup cost categories must be included (buildout, equipment, inventory, working capital)? Options: Buildout, Equipment, Initial inventory, Working capital, Pre-opening payroll, Other
• What assumptions should be modeled for revenue (average ticket, transactions per day, seasonality)?
• What royalty and marketing fee percentages should be reflected in unit economics?
• What investor/owner return metrics matter most (IRR, payback period, EBITDA margin)? Options: IRR, Payback period, EBITDA margin, Cash-on-cash
• What is the desired delivery timeline for the financial model (first draft/iterations)? Options: 1-2 weeks, 2-4 weeks, 4-8 weeks
• Will you require scenario modeling for multiple unit formats or territories? Options: Yes - multiple formats, Yes - multiple territories, No

Design Territory Maps and Exclusivity Boundaries

• Do you want exclusive territories, protected radiuses, or non-exclusive allocations? Options: Exclusive territories, Protected radius, Non-exclusive, Hybrid
• What unit density or spacing logic should guide territory sizing (population, drive-time, competitive set)? Options: Population thresholds, Drive-time (minutes), Competitor buffer, Sales per trade area
• Which geographic granularity do you prefer (zip code, county, drive-time polygon, custom polygons)? Options: Zip/postal code, County, Drive-time polygon, Custom polygons
• Do you have a desired initial release strategy (cluster openings, phased release, single release)? Options: Cluster openings, Phased rollout, Single/strategic release
• Are there existing company-owned locations to incorporate into maps? Options: Yes - list will be provided, No
• Who will be the decision-maker on territory disputes and approvals?
• Do you require integration of mapping deliverables into a CRM or GIS platform? Options: Yes - CRM integration, Yes - GIS deliverable only, No

Create Franchise Sales Playbook and Scripts

• Do you have an existing sales process for franchise recruitment? Options: Yes - formal process, Informal process, No process
• Which stages should the sales playbook cover (lead gen, qualification, discovery, validation, closing)? Options: Lead generation, Qualification, Discovery calls, Validation/Discovery Day, Closing/negotiation
• Do you require scripts and objection handling for phone, email, and in-person meetings? Options: Phone, Email, In-person, All channels
• What CRM or sales tooling will the playbook integrate with? Options: HubSpot, Salesforce, CustomerNode, Other, None
• What performance metrics should be included (conversion rates, time-to-close, pipeline value)? Options: Conversion rate, Time-to-close, Pipeline value, Lead-source ROI
• Who are the intended users of the playbook (franchise development reps, BD team, owners)? Options: Franchise development reps, Business development/BD, Owner/CEO, Franchise sales manager
• Do you want role-play guides, call recordings, or training to accompany the playbook? Options: Role-play guides, Call templates/recordings, Live training sessions

Produce Discovery Day Presentation Package

• What key messages must Discovery Day convey (brand story, unit economics, operations, support)? Options: Brand story, Unit economics, Operations & support, Franchisee expectations, Growth plan
• What format do you prefer for Discovery Day materials (slide deck, video tour, printed packet)? Options: Slide deck, Video tour, Printed packet, Interactive/demo
• Do you want standardized presentations for different investor types (individual owner vs. PE-backed group)? Options: Yes - different versions, No - single deck
• Will Discovery Day include site visits, kitchen demos, or operational walkthroughs? Options: Site visits, Kitchen demos, Operational walkthroughs, Virtual only

• Commercial Term Sheet
• Statement of Work (SOW)
• Master Services Agreement (MSA)
• Franchise Agreement (template/term sheet)
• FDD Preparation & Regulatory Responsibility Allocation
• Fees & Payment Schedule
• Territory Allocation & Release Agreement
• Intellectual Property License & Brand Standards
• Training & Operational Readiness Acceptance
• Timeline, Milestones & Delivery Owners
• Escrow and Funds Handling Agreement
• Change Order & Scope Amendment Process
• Termination, Cure Periods & Exit Terms
• Mutual Confidentiality & Data Sharing Agreement

• Early Unit Performance Review
• Operational Lessons Capture Workshop
• Franchise Sales & Onboarding Validation
• Enhancement Prioritization, Roadmap & Shared Channel Setup
• Stakeholder Retrospective & Continuous Improvement Cadence

• Agree communication cadence and change-control rules to avoid conflicting manual edits or training versions.
• Current State: Applicant Funnel & Outcomes
• Confirm whether current franchisee profile and selection process predict desired operational outcomes.
• Agree specific edits to sales materials, qualification criteria, and onboarding to reduce mis-hires and speed ramp.
• Assign owners to implement changes and define metrics to validate improved onboarding effectiveness.
• Update franchisee qualification scorecard and interview guide; circulate to sales team with training on new criteria.
• Revise onboarding checklist to include newly defined competency sign-offs and post-opening support schedule.
• Legal/compliance to review any proposed FDD language changes for consistency with recruitment materials.
• Consolidated Issue & Opportunity List
• Produce a prioritized, time-bound roadmap of enhancements with named owners and measurable milestones.
• Stand up a shared issue/enhancement channel with defined triage, SLA, and escalation to maintain a single source of truth.
• Opening & Objectives
• Publish the prioritized 90/180-day roadmap and circulate to all stakeholders with RACI assignments.
• Provision the shared channel, invite required participants, and document triage and SLA procedures.
• Create a release checklist for manual/training updates including validation sign-offs before broad deployment.
• Retrospective: What Worked / What Didn't
• Create a shared continuous-improvement cadence with agreed reporting templates and owners.
• Validate that implemented actions produce measurable improvement against acceptance criteria.
• Document escalation triggers and decision rights to streamline future issue resolution.
• Publish the agreed reporting template and schedule the recurring review series with calendar invites and pre-read requirements.
• Assign a retrospective facilitator and rotate responsibility quarterly to maintain cross-functional engagement.
• Document escalation examples and distribute decision-rights matrix to the leadership team.
• Create a clear statement of the current state and prioritized performance gaps for early units.
• Quantify the business consequences (financial and brand) of each gap to create urgency.
• Assign owners and short-term remediation actions with measurable success criteria and a follow-up date.
• Publish an issues tracker listing prioritized gaps, root causes, owners, due dates, and target metrics.
• Owner to run a 7-day verification test for each quick-win and report results at follow-up.
• Schedule 30-day performance recheck and circulate required pre-reads 72 hours before meeting.
• Framing: Current State & Desired Future State
• Convert observed unit issues into an actionable list of manual and training updates with owners.
• Agree clear, measurable acceptance criteria and validation methods for each update.
• Establish a versioned release plan and short-term pilots to prove changes before broad rollout.
• Produce a change-log mapping incidents to exact manual and training edits and circulate to stakeholders.
• Owner to create validation test plans (checklists, observations, scorecards) for each major update.
• Schedule pilot training cohorts and select pilot sites to run updated SOPs within 30 days.
• Review Early KPI Trends After Actions
• Impact vs Effort Scoring
• Current State Snapshot
• Collect & Classify Incidents
• Consequence: Risk of Mis-hires & Onboarding Gaps
• Consequence Quantification
• Agree Continuous Improvement Cadence & Reporting
• Assessment of Onboarding Effectiveness
• Roadmap & Milestones
• Map Changes to Manual & Training
• Root Cause Diagnosis
• Define Acceptance Criteria & Validation Tests
• Escalation Examples & Decision Rights
• Shared Channel & Governance
• Sales Collateral, Qualification Criteria & Interview Process
• Close: Commitments & Next Meeting
• Immediate Remediations & Owner Assignment
• Decisions & Next Steps
• Prioritization & Versioning
• Communication & Release Cadence
• Validation & Next Steps