Greg Nathan's Franchise Relations Tip #5

Are your Field Consultants Cops or Coaches?

Imagine getting a speeding fine and feeling grateful. It happened to me. I was 18 years old cruising down the highway enjoying Jimi Hendrix's wailing guitar at full blast. But my steering wheel drumming stopped abruptly as I glanced over to see a cop driving alongside beckoning me to pull over.

He told me to get out of the car and looked me up and down. “Son, you've no idea of the things I've seen.” His voice was firm but not aggressive. I sensed genuine concern.

“Young people like you whose lives are ended in a tangle of broken glass and metal.” He paused for effect.

“You seem like a smart kid. You don't want to end up like that do you?” “No sir” I mumbled.

I don't want to see you dead

“So here's what we're going to do” he continued. “I am going to give you this ticket to remind you to drive more carefully. And you are going to stay within the speed limit from now on. I don't want to see you dead. Okay?”

I actually found myself genuinely thanking him. This man was more of a coach than a cop. He understood that his job was to contribute to a safe driving environment and save lives. Speeding fines, delivered with a sense of purpose, were one of the tools at his disposal.

Do your Field Consultants understand that their job is to contribute to a safe business environment where the brand is protected, franchisees make money, and customers leave satisfied?

Do they understand that every request they make of a franchisee should be aligned to how

this protects the brand, improves profitability, or creates happier customers?

Alignment is more powerful than compliance

Alignment.  It's more powerful than compliance and it's more effective in achieving best practices.  It's also just one of the hot topics we will be tackling in my Profitable Partnerships Boot Camp on May 25 and 26, 2010.

Register for Profitable Partnerships Boot Camp! May 25 & 26 in Denver. Hope you can join us!

Greg Nathan
Managing Director
Franchise Relationships Institute

CFE LogoAttendees will earn 300 Education Credits towards completion of the
Certified Franchise Executive (CFE) accreditation or CFE re-certification
by attending this program.

Greg Nathan, Managing Director of Franchise Relationships Institute


Often described as the international thought-leader and expert on franchise relationships, no one understands the unique challenges and rewards inherent in the franchisee-franchisor relationship like Greg and his team of psychologists at Franchise Relationships Institute. They have spent the past 20 years researching the science of successful franchise relations.


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