Professional Documents
Culture Documents
By Greg Nathan
The 6 Stages of the Franchise E-Factor
1. Glee
Nervousness
Excitement
Optimism
2. Fee
Questioning
Commercially minded
Skeptical
3. Me
Self-centered
Proud
Frustrated
4. Free
Cynicism
Constrained
Combative
5. See
Inquisitive
Open minded
Empathic
6. We
Cooperative
Assertive
Forward thinking
If you want to become a better manager of the people issues in
business, and in life, you will find it useful to have a framework for
understanding why people do the things they do.
Having a framework enables you to be more objective in how you
respond to common interpersonal challenges such as heated
disagreements or managing people who are disengaged.
The Franchise E-Factor is a model I developed to help franchisees and
franchisors better understand the psychology of their relationship. In
particular, the model explains why their dealings become strained and
how both parties might reduce this tension to a manageable level. It is
also a useful reminder for franchisor executives about how franchisee
needs and attitudes change over time and that the franchise
relationship is always a work in progress needing constant
maintenance.