A quick snapshot of where you are

• How many company-owned units do you currently operate? Options: 1-4, 5-10, 11-20, 21-50, 51+
• Which revenue model best describes most of those units? Options: Company-operated only, Company-operated with boutique franchise trials, Multiple revenue streams (dine-in, delivery, catering), Subscription or membership element, Other
• Tell me about the last unsolicited franchise inquiry you received, what did they ask for and why did you not convert?
• How soon are you expecting to start selling franchises? Options: Immediately (0-3 months), Short term (3-6 months), Medium term (6-12 months), 12+ months, Undecided
• Who on your leadership team will lead decisions about franchising? Options: CEO/Founder, COO/Head of Ops, CFO/Head of Finance, General Counsel, Investor Representative, No one identified yet
• Do any owners or investors require a formal board vote to begin franchise development within the next six months? Options: Yes, No, Unknown / need to check

If you tried to franchise tomorrow, what would break first?

• If you tried to franchise tomorrow, what would break first?
• Describe recent examples where day-to-day operations required owner intervention to fix a problem.
• How often do you see the same operational error recur across different units? Options: Almost every week, Monthly, Quarterly, Rarely, Never
• Which operational document or practice would need the most rewriting to support franchisees? Options: Cook and service procedures, Supplier and purchasing rules, Opening and closing checklists, Staffing and scheduling, Training curriculum, All of the above
• If one operational gap forced you to pause franchising until fixed, which gap would that be?

The other options you're weighing

• Tell me which alternatives you are seriously considering, including doing it internally, using an incumbent vendor, or a broker network. Options: Internal team builds the system, Hire an outside franchise development firm, Work only with franchise counsel, Use a broker or franchise sales network, Delay expansion and remain company-owned, Other
• Select the options you have evaluated or received proposals from Options: Internal build plan, Franchise development firm proposal, Independent franchise attorney quote, Broker or listing service outreach, Investor-driven model, No formal proposals yet
• What would have to be true about your current approach for you to keep doing it instead of switching to an outside partner?
• Has anyone internally proposed solving franchise development without an outside vendor? Options: Yes, No
• When internal teams are suggested as the route, which role would own execution and how many dedicated hours per week could they commit?

Are your unit economics actually franchise-ready?

• What would have to be true of your unit economics for you to confidently sell a franchise at scale?
• Could you estimate the current average EBITDA per unit and typical capitalization required to open a new location? Options: EBITDA under 5%, EBITDA 5-10%, EBITDA 10-20%, EBITDA 20%+, Prefer to provide numbers in follow-up
• How much variability is there between your best and worst performing units? Options: Less than 10%, 10-25%, 25-50%, More than 50%, Unknown
• Identify the role on your finance team responsible for franchise P&L modeling and sensitivity runs. Options: CFO, Head of Finance, Controller, External financial advisor, No one currently
• Name the margin or payback period threshold that would make you comfortable approving a first franchise sale. Options: Payback under 18 months, Payback 18-36 months, Payback 36-60 months, No set threshold, case-by-case

Who's on the hook for decisions and timelines

• Name the person or role that could stop the franchising project with a single objection.
• List the other executives who must be consulted before franchise filings are submitted.
• How involved is your board or investors in approving expansion models? Options: Direct involvement, must approve, Advisory role only, Investors set broad strategy but not approvals, No investor involvement
• Under what specific milestone, if achieved within your target window, would you sign off and move to filings within 8 weeks?

Recruiting operators and preserving the brand

• Imagine a franchisee opened a location that damaged your brand severely, what would that look like?
• List the recruitment criteria you use informally, and highlight which are non-negotiable.
• How often do customers complain about inconsistent service between locations? Options: Daily, Weekly, Monthly, Rarely, Never
• Identify the role responsible for franchisee selection, background checks, and financial qualification today. Options: Head of Ops, HR lead, External consultant, No clear owner
• Pick one behavioral trait that in your experience predicts a successful operator for your concept. Options: Attention to detail, Customer focus, Operational discipline, Sales orientation, Team building
• Would an inability to commit to a territory protection policy be a showstopper for you? Options: Yes, No, Depends on other protections

Regulatory and filing roadblocks

• Point to the one compliance question, state or federal, you expect to be hardest to resolve.
• Have you previously registered or filed an FDD in any state? Options: Yes, multiple states, Yes, one state, No, never
• Provide the list of states you expect will require registration based on your current pipeline.
• How long does your legal team estimate state registrations will add to the timeline? Options: 0-3 months, 3-6 months, 6-9 months, 9+ months, Unknown
• Do you have legal counsel experienced with preparing FDDs and handling state registrations? Options: Yes, in-house counsel, Yes, experienced external counsel, No, we need recommendations
• Would a registration timeline exceeding nine months in any initial state stop you from proceeding with early franchise sales? Options: Yes, stop, No, proceed with other states, Depends on which state

Operations, training, and evidence for replication

• Where do your current training and operations manuals fail to produce consistent results?
• How many hours of standardized training do you offer new managers today and how is competency certified? Options: Less than 8 hours, 8-24 hours, 25-40 hours, 40+ hours, No standardized training
• Point out the core processes that do not have documented step-by-step procedures a new operator could follow.
• Who will own updating operations manuals and training materials during the engagement? Options: Your internal team, Seller leads, buyer reviews, Shared responsibilities, Undecided
• Choose one: delay sales until materials are finalized, or begin with partial materials and strict oversight. Options: Delay sales until finalized, Begin with partial materials and strict oversight, Other plan

Acceptance criteria and next steps

• Assuming a pilot proves the financial model, name any remaining barriers that would stop you from signing the franchise sales agreement that week.
• Point to the specific milestone or piece of evidence that would allow you to accept the FDD and begin public franchise marketing.
• How quickly could your team execute the payment schedule and governance commitments once terms are final? Options: Immediately, Within 2 weeks, 2-6 weeks, Longer than 6 weeks, Need to confirm internally
• Are there any non-negotiable deal terms that would kill the partnership right now? Options: Yes, No
• When applicable, list the non-negotiable terms that would kill the partnership right now.
• Realistically, what is your target window to begin signing franchise agreements? Options: Immediately (0-3 months), 3-6 months, 6-12 months, 12+ months, No set timeline

Readiness: systems, data, and people that must be in place

• Call out the internal system, data set, or third-party dependency that, if missing, would prevent delivering filings on your timeline.
• Select from the following vendor integrations or data handoffs that will be required during implementation Options: Payroll and HR system access, POS and sales data export, Centralized inventory system, CRM for franchisee leads, Accounting system access, Site selection tools, None of the above
• Do you have a dedicated project manager or do you expect the seller to supply one? Options: You have a dedicated PM, Seller to supply PM, Shared responsibility, Undecided
• Is the data needed for territory mapping clean and accessible, including unit-level sales and trade area demographics? Options: Yes, ready, Partially ready, needs cleanup, No, will require collection
• Choose one: delay start, proceed with workarounds and expect longer timeline, or cancel the project if key systems cannot be made available within two weeks of project start. Options: Delay start, Proceed with workarounds and expect longer timeline, Cancel project

• Operations and Training Current-State Diagnostic
• Territory Logic and Market Mapping Workshop
• Legal and Compliance Evidence Inventory
• Operations Manual and Training Deliverables Alignment
• Consolidation and Prioritized Workback for FDD and Registrations

• Draft the operations manual table of contents and one representative chapter for client review.
• Collect or produce the highest-priority missing items, such as audited financials, sample franchise agreements, and operations manual excerpts.
• Submit the list of jurisdiction-specific legal questions to external counsel for written guidance.
• Documented acceptance criteria and review process for each deliverable.
• Recap diagnostic findings that drive deliverable scope
• A finalized deliverable list and table of contents for the operations manual and training curriculum.
• A pilot training evaluation plan with pass/fail thresholds for trainee certification.
• Confirm scope and success criteria
• Prepare the training curriculum outline with learning objectives and the trainee evaluation rubric.
• Define the review cycle and document the acceptance sign-off template for manual and training deliverables.
• Review and validate outputs from prior working sessions
• A single prioritized backlog that sequences work to enable FDD drafting and state filings.
• Named owner roles confirmed for each backlog item, and target milestone dates set for drafting and filings.
• A documented evidence handoff and version control process to support drafting and regulatory submissions.
• Publish the consolidated prioritized backlog with named owner roles and target milestone dates.
• Assemble the FDD drafting kickoff package including the evidence checklist, territory rules, and manual/training scopes.
• Schedule the FDD drafting kickoff and the first state filing window based on agreed milestones.
• Completed current-state process maps for the identified core functions.
• Prioritized list of training gaps with measurable acceptance criteria for each gap.
• List of evidence and data sources required to validate each documented gap.
• Produce consolidated process maps for any functions not fully documented in the session and submit them for review within five business days.
• Assemble current training materials, assessments, and completion records referenced during the session and store in the shared evidence folder.
• Provide sample data or KPIs used to measure frontline performance for the top three prioritized gaps.
• Confirm strategic market objectives and constraints
• A documented set of territory rules and exclusion criteria ready for technical mapping.
• Initial territory sketches for representative markets that illustrate how rules apply in practice.
• A prioritized list of data gaps or legal constraints required to finalize territory boundaries.
• Produce GIS-ready territory layers or boundary files for the representative markets used in the workshop.
• Provide the unit economics inputs and market datasets referenced during the session for mapping validation.
• Document any local regulatory or real estate constraints that could affect territory feasibility.
• Confirm target jurisdictions and filing priorities
• A consolidated evidence checklist mapped to FDD sections and each target jurisdiction's registration needs.
• A prioritized gap list specifying which evidence must be obtained before drafting or filing.
• A clear list of legal questions that require counsel input before document finalization.
• Compile the consolidated evidence checklist and mark each item as complete, partial, or missing.
• Map core operational workflows by function
• Define operations manual scope and module table of contents
• Consolidate issues, dependencies, and gaps into a single backlog
• Review standard FDD disclosure sections and associated evidence
• Review baseline data and unit economics assumptions
• Design training curriculum structure and evaluation metrics
• Crosswalk state-specific registration requirements and evidence
• Prioritize backlog by regulatory risk, launch sequencing, and evidence lead time
• Define territory rules and exclusion criteria
• Surface and document training workflows and competency expectations
• Prioritize training gaps and define acceptance criteria
• Agree milestone dates, evidence handoff rules, and next immediate steps
• Set acceptance criteria and change control for deliverables
• Assess existing evidence and identify gaps and priority collection items
• Create initial territory boundaries or illustrative sketches
• Capture unresolved questions and data needs

• Prepare Franchise Disclosure Document
• Draft Franchise Agreement
• Manage State Franchise Registrations
• Develop Franchise Operations Manual
• Create Franchisee Training Program
• Deliver Train-the-Trainer Session
• Create Franchise Sales Playbook
• Create Franchisee Qualification Process and Scripts
• Map Territories and Define Territory Rules
• Produce Site Selection and Buildout Guidelines
• Build Franchise Financial Model and Fee Schedule
• Create Approved Supplier Program
• Provide Franchisee Reporting Templates and KPIs

Prepare Franchise Disclosure Document

• Describe which FDD Items (1-23) must be expanded beyond a standard template for your brand (for example Item 7 revenue history, Item 6 litigation, Item 20 territory restrictions).
• Which financial exhibits do you require included with the FDD (select all that apply)? Options: Audited historical financial statements, Unaudited profit and loss summary, Prospective unit-level financial projection, Average unit volume (AUV) data, Other
• What evidence will validate the final FDD meets state filing requirements and is approved for distribution (for example signed attorney certification, state registration numbers, or state clearance letters)?
• Who in your organization will provide the supporting documents required for FDD Items 2, 6, 7, and 20 and what are their preferred contact channels?

Draft Franchise Agreement

• Specify the term length, renewal conditions, and any grandfathering clauses you require in the franchise agreement.
• Do you require state-specific amendment riders or addenda for any states you plan to sell in during year one? Options: Yes, No
• Provide a prioritized list of material obligations you consider non-negotiable (for example approved supplier requirement, marketing fund percentage, mandatory training attendance).
• Which dispute resolution mechanism do you prefer for franchisee disputes and specify any venue or governing-law constraints? Options: Arbitration with specified venue, Mediation then litigation, State court jurisdiction, Other

Manage State Franchise Registrations

• List the U.S. states where you plan to offer franchises within the first 12 months.
• Identify any states where you already have registrations, prior filings, or exemptions on record.
• What evidence will confirm a state registration is complete and cleared for sales (for example registration number, state-issued clearance letter, or effective date)?
• Estimate typical turnaround expectations for registrations in the states you listed where you have prior filings or available exemptions. Options: 2-4 weeks, 1-3 months, 3-6 months, Variable / case-by-case

Develop Franchise Operations Manual

• List the core standard operating procedures you need documented (for example opening checklist, inventory replenishment schedule, daily food safety logs, cash handling).
• How many role-based SOPs are required and which specific roles should be covered (for example manager, shift lead, cook, delivery driver)?
• Do you require photo or short video attachments for equipment setup, portion control, or plate presentation guidelines? Options: Yes, No
• Specify the acceptance criteria for the operations manual deliverable (for example searchable PDF with versioning, indexed procedures, and an approvals log).
• Are ongoing manual update services and subscription access for franchisees in scope or should this engagement produce a one-time deliverable only? Options: One-time deliverable, Ongoing update subscription, Need proposal for updates

Create Franchisee Training Program

• Select the training pillars that must be included in initial franchisee training (operational, point-of-sale, food safety/HACCP, customer service, local marketing). Options: Operational procedures, Point-of-sale (POS) training, Food safety / HACCP, Customer service standards, Local marketing and grand opening
• How many days of classroom and how many days of on-site practical training do you expect for initial franchisee and key-staff training? Options: 1-3 days classroom / 1-3 days on-site, 4-7 days classroom / 4-7 days on-site, Custom schedule — define below
• Who are the internal subject matter experts that will support trainer shadowing and what functional areas will they cover (for example head chef for recipes, operations director for opening checklists)?
• Define measurable performance thresholds trainees must meet for certification (for example 90% checklist score, two supervised opening shifts with manager sign-off).
• Confirm whether you require post-training competency assessments at pilot sites as part of the initial rollout. Options: Yes, No

Deliver Train-the-Trainer Session

• Describe the target trainer profile and minimum qualifications you require for internal trainers (for example prior multi-unit management, training experience, certifications).
• Indicate how many trainers must be certified during the train-the-trainer program for your initial launch cadence. Options: 1-2, 3-5, 6+
• Select which deliverables trainers should receive as part of certification (trainer guide, assessment rubrics, slide decks, video library, evaluation forms). Options: Trainer guide, Assessment rubrics, Slide decks, Video library, Evaluation forms
• Will trainers require remote live delivery, in-person delivery, or a blended approach for certification sessions? Options: In-person, Live remote, Blended

Create Franchise Sales Playbook

• Outline the key stages of your intended franchise sales process that must appear in the playbook (for example lead qualification, validation calls, discovery day, territory offer and closing).
• Identify which sales collateral you want templated for repeat use (pre-screen questionnaire, franchise agreement summary sheet, discovery day agenda, investor FAQs). Options: Pre-screen questionnaire, Franchise agreement summary, Discovery day agenda, Investor FAQs, Other
• Confirm whether you want CRM pipeline configuration and qualified lead scoring included as part of the sales playbook deliverable. Options: Yes, No
• State who in your organization will own follow-up on franchise lead qualification and what SLA you expect for initial contact (for example contact within 48 hours).

Create Franchisee Qualification Process and Scripts

• Provide the minimum financial thresholds for franchisee qualification you require (liquid capital, net worth, access to franchise fee).
• Indicate whether background checks and credit checks are mandatory as part of the qualification flow. Options: Yes, No
• Name the interview scripts you want created (initial phone screen script, validation call script, final approval interview script).
• Explain how franchisee references should be validated and any minimum reference requirements (for example number of references, structured reference questionnaire).

Map Territories and Define Territory Rules

• Choose which geographic unit you prefer for territory definition (ZIP codes, counties, custom GIS polygons, trade-area radii). Options: ZIP codes, Counties, Custom GIS polygons, Trade-area radii
• Define the exclusivity rules you need (for example protected radius, minimum population threshold, right of first refusal on adjacent units).
• Detail the data sources you will provide for territory mapping (for example historical sales by location, customer address export, third-party demographic dataset).
• State whether you require a web-accessible territory map with exportable boundary files (for example GeoJSON or KML). Options: Yes, No

Produce Site Selection and Buildout Guidelines

• Outline the critical site selection criteria that must be included in the guideline (for example minimum traffic counts, parking stalls, visibility, drive-thru feasibility).
• Choose whether you require standardized buildout plans and a detailed fixture and equipment list to support contractor bidding. Options: Yes, No
• Estimate the typical and maximum buildout cost ranges you expect per unit to include in the guidelines. Options: Under $100,000, $100,000 - $250,000, $250,000 - $500,000, Over $500,000
• Name the local point of contact or role that will coordinate permitting and inspections in new unit markets.

• Master Services Agreement (MSA)
• Statement of Work (SOW)
• Fee Schedule & Payment Terms
• Intellectual Property & Disclosure Agreement
• Filing Agency Authorization & Governance
• Milestone Acceptance & Change Order

• Go-live Health Check (Week 1-4)
• First Operational Measurement (Week 4-10)
• 90-day Outcomes Review (Around Day 90)
• Quarterly Franchise Performance Review (Ongoing)

• Confirm the data extracts and dashboard views required for the next quarterly review.
• Create remediation tasks for each identified gap with target resolution dates and add them to the shared tracker.
• Enable or update the dashboard to surface the named metrics on an ongoing basis.
• Restate outcomes and thresholds from Launch Acceptance
• Produce a definitive list of sustained gaps with a prioritized remediation backlog and target resolution windows.
• Agree monitoring checkpoints that will track remediation progress and metric recovery toward Launch Acceptance thresholds.
• Identify any items requiring executive escalation and the expected escalation path.
• Publish the 90-day outcomes report including metric charts, gap analysis, and the prioritized remediation backlog.
• Open remediation workstreams in the shared backlog with target dates and verification checkpoints.
• Schedule the first Quarterly Franchise Performance Review and set the required data deliverables.
• Trend review of core performance metrics
• Confirm whether quarterly trends for gross sales per unit and compliance pass rate are aligned with targets recorded in Launch Acceptance.
• Agree the prioritized enhancement and remediation backlog for the next quarter with target delivery windows.
• Ensure remaining deliverables in Franchise System Scope have updated timelines or completed status.
• Publish the quarterly performance summary with metric trend lines and backlog status.
• Prioritize the top enhancements and remediation items for the quarter and add expected delivery dates to the tracker.
• Re-confirm launch deliverables and owners
• Confirm that key launch deliverables are present and accessible to the buyer and named operators.
• Establish an early adoption baseline and capture critical open issues needing immediate remediation.
• Agree the date and scope of the first operational measurement meeting.
• Publish a one-page go-live health summary documenting availability of core deliverables and current adoption signals.
• Log and triage all critical open issues in the shared tracker with target resolution dates.
• Schedule the First Operational Measurement meeting and circulate required data extracts ahead of time.
• Present first measurement data
• Determine whether average monthly gross sales per pilot unit and operations compliance audit pass rate are tracking to targets recorded in Launch Acceptance.
• Document root causes for any gaps and agree a timebound corrective plan for each gap.
• Confirm the data sources and cadence for ongoing monitoring.
• Publish the measurement data pack and root-cause notes for asynchronous review.
• Present 90-day outcome data across named metrics
• Open remediation and enhancement backlog review
• Deployment and deliverable validation
• Compare results to targets recorded in Launch Acceptance
• Identify sustained gaps and risk areas
• Early adoption signals and onboarding status
• Operational deviations and franchisee feedback
• Root cause diagnosis for gaps
• Confirm delivery timelines in Franchise System Scope
• Convert gaps into prioritized remediation backlog
• Open issues and incident triage
• Agree corrective actions and owners
• Confirm reporting cadence and the acceptance timeline
• Confirm next monitoring cadence and reporting requirements
• Agree quarter priorities and monitoring checkpoints
• Agree immediate remediation actions