A top racehorse driven by the right jockey can be slowed down enough and trained enough to win races.
By Herbert Greenberg, Ph.D. – IFA:
Having worked with the franchise industry for many years, we have conducted thousands of evaluations of prospective and existing sales and management personnel for countless franchises. We have also worked with a number of franchisors in helping them to achieve a better approach to the dilemma of “To whom should I award a franchise?â€
There are few meetings that have not included the admonition “Don’t award a franchise just to collect the fee!†I’m sure every franchisor reading this article would agree that awarding a franchise to the wrong franchisee invariably costs a great deal more than the fees collected, often including the costs of litigation.
However, the need to scientifically evaluate what it takes to be an effective franchisor has not been met. That is why we undertook a study of franchisees in an effort to achieve some answers to the important question, “What makes a winning franchisee?â€
The Findings… continue reading.