A quick context check

• Tell me briefly why you are considering territory expansion right now
• Which of these best describes your primary goal for this expansion Options: Grow same-store revenue, Add system scale for brand presence, Diversify market exposure, Prepare for exit or sale, Test a new unit model
• How many new units are you targeting in this territory over the next 24 months Options: 1-2, 3-5, 6-10, More than 10
• Who on your team will be responsible for presenting this expansion case to your investors or land committee Options: Founder/CEO, CFO/Finance lead, VP Development, External investor/partner, Other
• If you had to name one immediate worry about starting development right now, what would it be

Where the numbers really bite

• If your new units hit your average historical sales, which cost or assumption would make the whole project unprofitable for you
• Which of these unit economics best matches your current portfolio Options: Average sales per unit, Median sales per unit, Wide variance between top and bottom locations, No reliable per-unit sales history
• How do you currently calculate rent-to-revenue targets for a prospective site Options: Fixed percent target (example 8-10%), Model by traffic and sales forecast, Use landlord-provided estimates, We do not use a model
• Describe a recent location in your portfolio where actual ramp fell short of model assumptions, why that happened, and what you changed afterward
• Which capital sources will you use for this expansion Options: Internal cash, SBA loan, Private investor/partner, Third-party developer, Combination
• What single financial threshold would make you stop pursuing a territory (for example, rent above X% of revenue or payback longer than Y months)

Who your customers must be, and how certain you are

• Walk me through the customer profile that drives your top performing locations, starting with age, household income, typical visit frequency, and spend per visit
• How many households within a 5 to 10 minute drive do you typically require to support one committed unit Options: Under 5,000, 5,000-10,000, 10,000-25,000, More than 25,000
• Which demographic or behavioral indicators do you treat as non negotiable when approving a territory Options: Daytime population, Average household income, Traffic counts on primary corridors, Category affinity and visit frequency, Other
• How confident are you that the buyer's stated target customers align with the trade area demographic data you would use Options: Very confident, Somewhat confident, Unsure, Not confident
• Who on your team will validate demographic and trade area analysis before you commit rights Options: VP Development, Market analyst, External consultant, Franchisee/Buyer, Other
• Which single mismatch between the buyer's customer profile and the trade area would make you pause the deal

Where competitors bite and where they don't

• Tell me about the last time competition in a new market changed your roll out plan, and what you learned
• Which of these competitive maps do you typically prioritize when scoring a territory Options: Direct brand competitors only, All food service concepts with similar price point, Anchor and co tenancy influence, Delivery and ghost kitchen density
• How many nearby direct competitors within a 1 mile radius would make you lower the committed unit count or delay openings Options: 0, 1-2, 3-4, 5 or more
• If an incumbent operator offers continued expansion support or preferential terms to the buyer, what would have to be true for you to match those terms instead of proceeding with this buyer
• Have internal stakeholders proposed building company owned units or running the expansion without outside franchise partners in this market Options: Yes, No, Under consideration
• Which alternative to selling territory rights would accelerate a decision to stay with your current approach rather than sign with an external buyer Options: Lower internal capital needs, Faster build timeline, Better projected unit ROI, Stronger operational capacity, Other

What could break the plan before shovels hit dirt

• Which regulatory or lease approval has stopped a development for you most often Options: Zoning or land use, Building permits, Landlord approval delays, Environmental review, None of the above
• How clean is the site data you will need to approve a lease, for example survey, traffic counts, and utility access Options: Complete and validated, Mostly available but needs validation, Fragmented, Not available
• Who owns relationships with local brokers and permitting authorities in the target territory today Options: Your internal development team, Local broker partner, Buyer/Franchisee, No relationship yet
• Could missing capital availability or named owners in the first 60 days after signing stop the project entirely Options: Yes, it would stop the project, It would delay but not stop, No, we can proceed without
• What single site or approval risk would make you walk away from this territory agreement

Operational readiness, the practical gate checks

• Which internal systems must integrate or be available to support new units (for example POS, payroll, inventory), and who owns each connection Options: POS system, Payroll system, Inventory/ordering, HR/onboarding, Accounting/ERP
• How many full time team members do you have dedicated to development and openings right now Options: 0, 1-2, 3-5, More than 5
• Describe any lender or investor conditions that must be satisfied before you can draw capital for construction
• Are certified trainers, approved contractors, or specific equipment vendors required by your operating standards Options: Trainers required, Contractors required, Specific equipment vendors required, No specific requirements
• If required integrations, headcount, or approvals are not in place by the expected kickoff, would you delay signing or proceed with conditions Options: Delay signing, Proceed with conditions, Proceed regardless
• Which one operational constraint would force a pause in the project schedule

How decisions get made and the real timeline

• Who must sign off for the final commitment to develop these units and what threshold do they require to approve Options: Single executive approval, Investment committee, External investor consent, Board approval, Other
• When do you need a firm development timeline presented to your committee in order to keep this on their agenda Options: Within 2 weeks, Within 1 month, Within 2 months, No fixed date
• Which milestone, if missed, would cause the committee to pull funding or refuse to continue Options: Lease execution, Permits approved, Capital committed, Named site secured, Other
• How quickly could you sign a territory agreement if a validated pro forma met your thresholds Options: Same week, Within 2 weeks, 1 month, Longer than 1 month
• What specific deliverable from the seller would make your decision to sign immediate Options: Detailed pro forma with conservative ramp, Named site and LOI, Lender referral and term sheet, Development incentive letter

Acceptance criteria and next step blockers

• List the top three acceptance criteria that must be met before you will commit to a territory
• Which of these would make you request a pilot or proof site before a full commitment Options: High local competition, Unproven demographic fit, High build costs, Unfamiliar operator in market, None
• How would you prefer milestone penalties or incentives to be structured to protect your capital and the seller's timeline Options: Fixed penalty per missed milestone, Scaled penalties tied to delay length, Incentives for early opens, No penalties, only incentives
• Who needs to see the final negotiated terms before signatures are accepted Options: CFO/Finance, Legal counsel, Investment committee, External investor, Other
• If one acceptance criterion is not met, would you pause negotiations, renegotiate terms, or walk away Options: Pause negotiations, Renegotiate terms, Walk away

Final thoughts and immediate commitments

• Reflecting on this conversation, how ready do you feel to move from evaluation to commitment Options: Very ready, Somewhat ready, Need more info, Not ready
• Which single next action from the seller would increase your readiness the most Options: Provide conservative pro forma, Share comparable trade area performance, Intro to preferred lender, Name a proposed LOI for a specific site
• When would you be available for a follow up to review a tailored pro forma and named site options Options: This week, Next week, In two weeks, Later than two weeks
• Is there anyone else we should include in next conversations to accelerate approvals Options: CFO/Finance, Investment partner, VP Development, Legal counsel, Other
• What would cause you to stop the process entirely between now and the next meeting

• Expansion Plan Walkthrough

• Confirm the current state and what it is costing you
• You confirm that the modeled ramp assumptions and rent-to-revenue targets reflect how you will plan development.
• Run the validated model across three territory package scenarios and deliver a comparative P&L with sensitivity to ramp and rent-to-revenue before the follow-up session.
• Map the territory package into model inputs
• You confirm the quantified downside exposures and milestone penalties are clear enough to present to your land committee.
• Provide your average unit sales, current unit-level EBITDA margin, and target rent-to-revenue threshold for model inputs.
• Walk through realistic ramp scenarios and break-even timelines
• Provide the list of decision-makers and the planned land committee date or window.
• You agree on the remaining evidence required to make a final investment decision.
• Authorize the seller to engage brokers in the top two submarkets and return a site shortlist with rent estimates within 10 business days.
• Show how development support reduces execution risk
• Quantify downside exposures and milestone penalty impact
• Forced validation, decision-readiness check

• Expansion Plan Walkthrough
• Solution Experience Deck
• Solution Brief: Expansion Plan Walkthrough

• meeting
• slides
• document

• Deliver Territory Rights Package
• Deliver Market Demographic Data Set
• Provide Site Selection Scorecards
• Engage Brokers and Deliver Broker Shortlist
• Negotiate Letter of Intent with Landlord
• Review and Approve Lease Against Brand Standards
• Deliver Approved Construction Plan Sets
• Coordinate Preferred Contractor Buildout
• Obtain Permits and Coordinate Inspections
• Perform Equipment Installation Verification
• Deploy Certified Trainer for Onsite Training
• Execute 60-Day Grand Opening Marketing Campaign
• Deliver Development Cost Estimate Package
• Assemble SBA Lender Referral Package
• Administer Multi‑Unit Incentive Agreement

Deliver Territory Rights Package

• Do you require exclusive territory rights for the defined trade area or shared rights with other operators? Options: Exclusive rights, Shared rights, Undecided - need guidance
• Which committed unit count did you model for the territory rights package (number of units to be developed within the term)?
• Who in your organization is authorized to sign the territory reservation and payment schedule?
• When do you expect to execute the territory rights agreement relative to receiving the territory map (in weeks)? Options: Within 2 weeks, 2-6 weeks, More than 6 weeks
• What evidence will validate the territory rights package is accepted (for example: fully signed rights agreement, payment confirmation, and territory map with committed unit annotations)? Options: Signed rights agreement + payment, Signed agreement only, Payment schedule with PO

Deliver Market Demographic Data Set

• Which drive-time or radius trade area should the demographic dataset cover (for example 3-mile drive time or 10-minute drive)? Options: 1-mile / 5-minute, 3-mile / 10-minute, 5-mile / 15-minute, Custom
• Provide the primary demographic layers you need included (select all that apply). Options: Household income distribution, Daytime population, Age cohorts (18-34, 35-54, 55+), Household count, Traffic counts / AADT
• Identify the minimum household income or population density threshold you consider viable for average unit sales assumptions (e.g., median household income $65k, 10k households within trade area).
• Which competitor mapping output do you need in the dataset (for example: direct competitors within a 1,000 ft buffer, category substitutes within drive time)? Options: Direct competitors near site, Category substitutes within drive time, Both, None
• Specify the file formats and deliverable artifacts you require for the dataset (for example: shapefile, CSV by census block group, trade-area PDF map). Options: Shapefile, CSV by census block group, Trade-area PDF map, KMZ for Google Earth, Other

Provide Site Selection Scorecards

• Which site scoring criteria must appear on each scorecard (for example: vehicle counts, parking stalls, visibility rating, co-tenancy score, rent-to-revenue ratio)? Options: Traffic counts, Parking stalls, Visibility rating, Co-tenancy score, Rent-to-revenue ratio
• List the minimum score thresholds that would mark a site as acceptable on the scorecard (for example: score >= 75/100, rent-to-revenue <= 10%).
• Who should perform the on-site verification visits and sign the site visit checklist (for example: your real estate manager, third-party site inspector, or our development rep)? Options: Your real estate manager, Third-party inspector, Our development rep, Hybrid - specify
• Indicate whether you require a photographic survey and drone imagery included with each scorecard. Options: Photographic survey only, Photographic + drone imagery, No imagery required
• Specify the deliverable cadence for scorecards (for example: initial shortlist scorecards within 10 business days of LOI, final scorecard within 5 business days of site walk).

Engage Brokers and Deliver Broker Shortlist

• How many broker candidates do you want on the shortlist for this territory? Options: 1-2, 3-4, 5+
• Which broker credentials matter most for you (for example: QSR experience, tenant representation in shopping centers, track record with build-to-suit leases)? Options: QSR/restaurant experience, Retail shopping center experience, Office conversions, Build-to-suit experience
• Who will retain the broker and pay broker fees (you, us, or shared)? Options: You retain and pay, We retain and pay, Shared arrangement
• When do you want broker outreach initiated relative to territory reservation (immediately / after rights executed / after demographic deliverable)? Options: Immediately, After rights executed, After demographics delivered
• Provide the market-specific constraints brokers must work within (for example: max rent-to-revenue 10%, minimum parking stalls per 1,000 sq ft, required drive-thru access).

Negotiate Letter of Intent with Landlord

• Which key LOI economic terms are non-negotiable for you (for example: base rent, term length, tenant improvement allowance, rent abatement)? Options: Base rent, Term length, Tenant improvement allowance, Rent abatement, Other
• Specify the target tenant improvement (TI) allowance per square foot you modeled in your development budget.
• Who will be the primary negotiator on LOI terms from your side (title/role)?
• Provide the desired lease commencement condition in the LOI (for example: after certificate of occupancy, after equipment installation, after training completion). Options: After certificate of occupancy, After equipment installation, After training completion, Custom
• Indicate whether you require landlord commitments on signage, HVAC modifications, or exclusive use clauses in the LOI. Options: Signage commitment, HVAC modifications, Exclusive use clause, None required

Review and Approve Lease Against Brand Standards

• Which lease clauses must be reviewed for brand compliance (for example: hours of operation, permitted uses, build-out approvals, subletting restrictions, signage standards)? Options: Hours of operation, Permitted uses, Build-out approvals, Signage standards, Subletting restrictions
• List the lease delivery artifacts you require for review (for example: full PDF lease, lease abstract, TI exhibit, landlord estoppel). Options: Full lease PDF, Lease abstract, TI exhibit, Landlord estoppel, Other
• Who on your team should receive the lease redline back from the brand legal review (role or email distribution)?
• Specify the maximum acceptable rent-to-revenue ratio in the signed lease that will meet brand underwriting (percentage).
• What defines an approved lease against brand standards (for example: executed lease with required TI exhibit, rent cap <= X%, landlord deliverables scheduled in lease timeline)? Options: Executed lease + TI exhibit + rent cap met, Executed lease only, Conditional approval pending CO

Deliver Approved Construction Plan Sets

• Specify which plan set sheets you require stamped for approval (for example: floor plan, reflected ceiling plan, mechanical/electrical/plumbing, structural). Options: Floor plan, Reflected ceiling plan, MEP drawings, Structural drawings, Site plan
• Provide the CAD or PDF delivery format you prefer for approved plan sets. Options: PDF (print-ready), CAD DWG files, Both
• Identify any local code requirements that must be reflected in the plan sets (for example: local accessibility codes, grease trap requirements, health department layout constraints).
• When would you need the first approved plan set relative to LOI execution (in business days)? Options: Within 10 business days, 11-20 business days, More than 20 business days
• Specify your review and sign-off turnaround target for submitted plan revisions (for example: 5 business days per revision). Options: 3 business days, 5 business days, 10 business days

Coordinate Preferred Contractor Buildout

• Which contractor selection method do you prefer for the buildout (for example: brand-preferred GC, competitive bid, negotiated subcontract with owner contracting GC)? Options: Brand-preferred GC, Competitive bid, Owner-contracted GC, Hybrid
• List the insurance and license minimums the contractor must meet (for example: general liability $2M, workers compensation, local contractor license).
• Who will execute the construction contract (you, your entity, or our recommended GC contracting on your behalf)? Options: You / your entity, GC on your behalf, Discuss alternative
• Provide your preferred change order approval process and threshold for written approvals (for example: COs > $5,000 require written sign-off).
• Specify whether you require a guaranteed maximum price (GMP) or target budget with shared savings clauses. Options: GMP required, Target budget with shared savings, No preference

Obtain Permits and Coordinate Inspections

• Identify which permits are required for the site build (for example: building permit, health department permit, sign permit, fire department sign-off). Options: Building permit, Health permit, Sign permit, Fire department sign-off, Other
• Provide the local authority having jurisdiction (AHJ) and their typical plan review lead time if known.
• Who will be responsible for permit application fees and paying inspection scheduling costs (you or allocated to build budget)? Options: You pay fees, Included in build budget, Shared - specify
• When must the final inspections be completed relative to your target opening date (for example: final inspections completed at least 14 days before opening)? Options: 14+ days before opening, 7-13 days before opening, Within 7 days of opening
• What evidence will validate permits and inspections are complete (for example: issued building permit, final inspection reports, certificate of occupancy)? Options: Issued permit + final inspection reports, Certificate of occupancy only, Inspection sign-offs

Perform Equipment Installation Verification

• Provide a finalized equipment list with manufacturers and model numbers that must be verified on site.
• Specify the commissioning checks required for key equipment (for example: oven temperature validation, refrigeration setpoint verification, grease hood airflow test).
• Who will accept equipment deliveries and initial installation sign-off (your store manager, contracted installer, or our representative)? Options: Your store manager, Contracted installer, Our representative, Hybrid
• Indicate whether you require full serial-numbered asset registers and manufacturer warranty registration as part of verification. Options: Yes - serial numbers + warranty registration, Yes - serial numbers only, No
• Specify the format for equipment verification checklists you prefer (for example: PDF checklist, mobile checklist app, spreadsheet). Options: PDF checklist, Mobile checklist app, Spreadsheet, Other

Deploy Certified Trainer for Onsite Training

• Which roles must the certified trainer cover during onboarding (for example: general manager, cooks, front-of-house staff)? Options: General manager, Cooks/kitchen staff, Front-of-house staff, Shift leads
• Provide the desired training duration and schedule (for example: 2 weeks on-site, daily 8-hour sessions starting 30 days before opening).
• Who will coordinate trainee availability and schedules for certification sessions? Options: Your operations manager, Store manager, Third-party HR, Other
• Specify the certification pass criteria for training (for example: written test 80%+, observed shift performance sign-off).
• Indicate whether you require train-the-trainer materials and documentation for future internal training continuity. Options: Yes - train-the-trainer required, No - standard training only

Execute 60-Day Grand Opening Marketing Campaign

• Which 60-day promotional tactics should be included in the campaign (for example: local media buys, grand opening discounts, influencer outreach, direct mail)? Options: Local media buys, Grand opening discounts, Influencer outreach, Direct mail, Social media ads
• Provide the target budget range for the 60-day campaign per location.
• Who will approve creative assets and final offers prior to campaign launch? Options: Your marketing lead, Store manager, Our marketing rep, Combined approval
• Specify any brand-required messaging or legal disclaimers that must appear in grand opening promotions.
• Indicate preferred measurement KPIs for the campaign (for example: first 60-day sales, foot traffic uplift, new customer sign-ups). Options: 60-day sales, Foot traffic uplift, New customer sign-ups, Promo redemption rate

• Territory Reservation Agreement
• Franchise & Development Agreement
• Commercial Terms Schedule
• Milestone & Penalty Schedule
• Conditions Precedent & Readiness Certification
• Deposit, Escrow & Refund Terms
• Site Selection & Construction Delegation Exhibit
• Lease Assistance & Broker Engagement Letter
• Personal/Corporate Guaranty
• Authorized Signature & Execution Instructions

• Go-live Health Check (Weeks 1-4)
• First Operational Measurement (Weeks 4-10)
• Acceptance Gate Meeting (Day ~90)
• Operational Issues and Enhancement Triage (Month 4-6 post-acceptance)
• Quarterly Success Review (Ongoing)

• Publish the prioritized remediation and enhancement plan with owners, target delivery dates, and verification criteria.
• Kick off remediation tasks for any failed criteria with owners and target dates.
• Schedule a verification checkpoint to confirm remediation closure ahead of the next quarterly review.
• Review open remediation items from Acceptance Gate
• Reduce the number of open high-severity remediation items from Acceptance Gate or document why a longer timeline is required.
• Agree scheduled delivery dates for top-priority enhancements that impact initial operations.
• Confirm monitoring and escalation steps to prevent unresolved issues from recurring into the next quarter.
• Re-confirm success criteria and owners
• Schedule the verification sessions for each high-severity remediation item within agreed timelines.
• Update the operational dashboard to include remediation item status and enhancement roadmaps for the quarterly review.
• Performance review against Territory Scope targets
• Confirm whether average weekly sales per unit and store-level EBITDA margin are meeting the numeric targets recorded in Territory Scope.
• Ensure the open enhancement and remediation backlog is trending toward closure and that high-impact items have committed resolution dates.
• Capture lessons learned from initial operations to be applied to remaining development pipeline and upcoming site openings.
• Publish the quarterly performance summary with variances against Territory Scope targets and remediation status.
• Document lessons learned and update the pre-opening checklist for future sites.
• Confirm date and primary agenda focus for the next quarterly review.
• Confirm that all Pre-Opening Readiness checklist items are either complete or have a documented remediation plan.
• Capture and publish the initial issues log with owners and target resolution dates.
• Confirm that training completion and equipment commissioning meet the minimum requirements recorded in Site & Build Configuration.
• Publish the go-live issues log with owners, severity, and target resolution dates.
• Provide a written confirmation of permits, lease execution status, and equipment commissioning for the site.
• Schedule the first remediation verification checkpoint within 14 days.
• Present first operational data against targets
• Determine whether average weekly sales per unit is progressing toward the ramp curve recorded in Expansion Plan Walkthrough and targets recorded in Territory Scope.
• Agree a set of corrective actions with owners and target completion dates to address any performance gaps.
• Confirm the acceptance gate date and the remaining evidence required for the acceptance decision.
• Publish the performance dashboard export used in the meeting and mark items requiring follow-up.
• Document and assign corrective actions with resolution dates and verification criteria.
• Update the buyer's financial model to reflect realized weekly sales and revised ramp assumptions.
• Restate acceptance criteria and numeric targets
• Produce a documented acceptance decision with pass/fail status for each acceptance criterion recorded in Territory Scope and Mutual Commit.
• For any failed criteria, capture a remediation plan with owners, dates, and verification steps.
• Record the named signatory or documented buyer decision that finalizes the acceptance outcome for managed delivery.
• Publish the acceptance decision record, including pass/fail results and the signatory's documented decision.
• Deployment and readiness validation
• Triage enhancement requests and operational defects
• Persistent blockers and enhancement backlog review
• Present outcome data against each criterion
• Diagnose gaps and root causes
• Agree corrective actions and timelines
• Document pass/fail per criterion and capture formal acceptance decision
• Operational readiness for upcoming openings
• Early adoption and operational signals
• Agree fix and release timelines
• Blockers and open issues log
• Confirm escalation and monitoring path
• Agree next quarter actions and measurement points
• Confirm timeline to Acceptance Gate
• Agree remediation plan for any failed criteria
• Agree immediate remediation actions