Growing a Franchise
The franchise agreement is the foundation of your system, defining everything from brand standards and royalties to territory rights and long-term protections as your business grows.
One of the most important pieces of a franchise system is undoubtedly the franchise agreement. Here’s how to approach it thoughtfully and strategically.
This simple document lays out the entire relationship between you, the franchisor, and your franchisee. From responsibilities to rights to expectations, think of it as the ultimate roadmap for how your business will successfully grow.
Start by researching common practices in your industry, looking at how other franchise systems are structured. This gives you a sense of what’s typical and required for your business model.
“When I started the company, I was doing a lot of research, reading a lot of FDDs [Franchise Disclosure Documents] and franchise agreements for other companies similar to mine, just to learn what other people are doing,” said Max Emma, CEO of BooXkeeping.
But research will only take you so far. The next step is partnering with a franchise attorney, someone who specializes in this space. A general business lawyer won’t have the industry knowledge to anticipate franchise-specific legal needs or regulatory obligations. A franchise attorney will help translate your vision and business model into a clear, enforceable agreement.
“This is my third franchise concept, and what I learned from the first couple was that you have to have an amazing franchise attorney,” said Carl Comeaux, CEO of Crust Pizza Co. “So, my approach to creating a franchise agreement was first finding a really good franchise attorney, specifically for restaurants, that could help us develop a sound FDD and franchise agreement to protect us.”
At its core, the franchise agreement sets the ground rules for how franchisees can operate under your brand. One of the first components is brand standards, which detail how franchisees must maintain the look, feel and customer experience of your concept. This section ensures that every location delivers a consistent brand identity and protects the reputation you’ve built.
“We wanted to focus on clearly defining brand standards,” said Comeaux. “For example, we have a restaurant evaluation program that we created for compliance, so we wanted to make sure that was in there.”
Territory rights are another important part of the agreement, which defines where franchisees are permitted to operate, whether that involves exclusive territories or a model with overlapping service areas.
“We define the territory protection for franchisees to ensure that they had a big enough ring, north, south, east and west of them to to be able to have enough business in their territory,” Comeaux said.
Fees and royalties must also be outlined clearly, noting the initial franchise fee, ongoing royalty payments, and any other financial obligations expected of the franchisee. Transparency here is key to building trust.
“We looked at our corporate stores first, because, before we franchised, we needed to understand our profit margins and what would make sense if we were to take a royalty or a brand fund percentage,” Comeaux said. “At the end of the day, we want to make sure that when we pull those royalties, franchisees are still making enough profit to pay their note and also make money.”
The agreement should also spell out what support and training the franchisee will receive. From onboarding to ongoing operational support, franchisees need to understand how the franchisor will help them succeed.
Finally, the agreement must address the term and renewal process. It should specify how long the agreement lasts, when and how it can be renewed, and under what conditions it can be terminated.
A franchise attorney’s role goes far beyond filling in blanks on a contract. They’ll take the time to understand your goals, business operations and long-term vision. From there, they’ll craft language that protects your brand and ensures your expectations are legally enforceable.
“I trusted the attorney to do the work. But now that I’ve been through several revisions of the FDD, I can say it’s incredibly important to pick the right attorney,” Emma said. “Of course, they need to be a knowledgeable franchise attorney — but just as important, they need to be someone you’re comfortable working with. If you’re not comfortable communicating with them, you’re not going to get good results.”
A good franchise attorney will also walk you through the implications of each clause, helping you understand how certain decisions could expose you to liability or set difficult precedents. For example, offering too much flexibility in brand standards might seem generous, but it can make consistency across locations impossible to enforce.
“The attorney did a really good job of taking my vision and turning it into a clear agreement,” said Comeaux. “We went through each item of the FDD and they explained the legal implications and how each section could impact us as the franchisor and also the franchisee. What was great about that process is that it helped us think through each item and find common ground that made sense for both sides.”
The right legal partner ensures that your agreement isn’t just legally sound, but also aligned with your business strategy. And importantly, they’ll make sure you’re compliant with all federal and state franchise regulations.
Franchise regulations also evolve over time, and staying compliant is critical.
“You have to update it annually, and we always make changes because there’s usually something new — whether it’s a new service or just something we’ve learned along the way,” said Emma. “I do a lot of continuing education as a franchisor, so I attend conferences and talk to other people in the industry. Sometimes I’ll hear something and think, ‘Oh, I hadn’t thought about that — let’s include it in the next update.’”
It’s wise to review your franchise agreement regularly with your attorney to ensure it still reflects your current model and goals. Keeping the agreement up to date shows your commitment to professionalism, transparency and legal responsibility.
Creating a franchise agreement is one of the most important steps in building a franchise system. Done right, it sets the tone for long-term success, ensures consistency across your network, and protects your brand for years to come.
“Don’t rush the process. Take your time. Your agreement is the foundation of your entire system,” said Comeaux. “It needs to protect your brand, but it also has to set franchisees up for success. At the end of the day, their performance is what builds your reputation and helps you sell future territories.”
Growing and selling franchises is difficult. No great franchise did it alone. Want to learn more about how 1851 helps franchisors grow their franchises with confidence? Visit www.1851growthclub.com and see what we can do for you.
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