At Franchize Consultants, we have worked with many franchise systems to build and strengthen franchisee business planning. It is one of the most valuable tools in a franchisor’s toolkit for improving franchisee performance (and therefore network performance), lifting engagement, and building trust across the network. Yet despite its benefits, business planning remains underutilised in many systems and often misunderstood.

Why franchisee business planning matters

Franchisee business planning is about much more than setting a budget or ticking a box. It gives structure to a franchisee’s ambitions, creates a clear path for growth, and provides the franchisor with a meaningful window into local opportunities, challenges and support needs. When taken seriously, it supports more effective conversations, better decision making, and stronger performance at both the franchisee and system level.

Importantly, it also signals professionalism. That applies to banks, family, staff, potential future buyers and, crucially, to the franchisee themselves. When a business owner sees their plan come to life and refer back to it throughout the year, it reinforces accountability and progress.

The hidden resistance to planning

Despite these benefits, many franchisors encounter a latent resistance from franchisees when it comes to business planning. Some see it as administrative and potentially a waste of time. Others may feel overwhelmed by the process, unsure of where to start or whether it will really help. For more established franchisees, especially those tracking well financially, it can feel unnecessary.

This resistance is often downplayed but is critical to address. A poorly received or inconsistently applied business planning initiative can create frustration or disillusionment, particularly if it lacks clear purpose, structure, or follow through from the Support Office.

The role of business planning workshops

We have found that conference-based business planning workshops are one of the most powerful ways to reframe this narrative. When planned and delivered well, these sessions can generate genuine interest and buy-in from franchisees. They shift the focus from compliance to opportunity, and from reporting to reflection.

These workshops create space for franchisees to think about their business in a structured but inspiring way. They can compare ideas, set fresh goals, and reconnect with the bigger picture. Importantly, they also help normalise the process, making it feel achievable and worthwhile – which it surely is.

System structure makes all the difference

The success of franchisee business planning relies heavily on the structures, leadership and management behind it. This is where many systems fall short.

Effective business planning requires much more than a template. It needs to be backed by capable field managers, diagnostic tools, and access to meaningful financial and non-financial data. Benchmarking can be especially powerful here, helping franchisees understand how they are tracking relative to others and where they might improve.

It also requires time. Business planning is not a one-off event, but a cycle. When it is integrated into field visits and support calls, rather than filed away after submission, it becomes a living tool for ongoing strategic decision-making and improvement.

We regularly help franchise systems build these underlying frameworks. That might include refining planning templates, delivering field team training such as our CFE endorsed franchisee business planning workshops, or helping with systems for reporting and benchmarking. The goal is always the same: to embed a culture of planning and performance that supports everyone in the network.

A shared investment with shared returns

Done well, franchisee business planning benefits both parties. Franchisees gain clarity and confidence. Franchisors gain visibility and the ability to provide more targeted, value adding support. And over time, it becomes one of the most effective tools available for building a resilient and high performing franchise network.

Many franchisors want more structured business planning in place, but lack the time, tools, or internal resource to get traction. If that sounds familiar, we can help. From field team training and franchisee workshops to tailored planning templates and benchmarking frameworks, we work with franchisors to put practical planning systems in place that actually get used.

Get in touch with Franchize Consultants to discuss what would work best in your network, or connect with Dr Callum Floyd directly on LinkedIn.