Franchising your business can be an incredible way to scale, but it’s not as simple as handing over a template and hoping for success. In a recent panel discussion at the National Franchise Exhibition, consultants Phil Mowat and Rebecca Newenham shared their experiences, practical tips, and lessons learned from guiding businesses into the world of franchising.

Watching the video above will give you the full discussion, but here’s a detailed breakdown of the insights they shared.

The Journey to Franchising

Rebecca, founder of Get Ahead, explained why she decided to scale the business through franchising. “I always had quite a good range of clients across the country,” she says. “But probably five or six years in, I realised I really needed a system to scale. Although we’d done quite well to date, I wanted bigger momentum. The franchise model was the best way of doing that.”

For many business owners, the decision to franchise isn’t just about growth – it’s about freedom and flexibility. Rebecca adds, “I didn’t want to be working every hour under the sun. I wanted a flexible work that would fit around my family. That’s where franchising seemed to be the right fit.”

Starting Smart: Planning and Pilot Programs

One of the most important steps is planning carefully before offering franchises. Phil explains:

“You are running your current business, how do you have the time to then go and franchise? You do need some time to dedicate to becoming that franchisor.”

Pilot programs can help you refine your franchise model before going full scale. Rebecca shares her experience:

“My very first one was a pilot. We did a half-price fee on the understanding that we would learn together. It worked really nicely.”

Rebecca also emphasised that these early steps allow business owners to test processes and understand what works for their specific franchise model

Choosing the Right Franchisees

A franchise can only grow successfully if the right people are involved. Phil points out that it’s never a numbers game, “It’s about awarding a franchise to the right person, not just anyone.”

He explains the importance of profiling and assessing potential franchisees carefully:

“Even if they’ve got 10 grand in their pocket, don’t take them on if they’re not the right fit. It’s about defining the person you’re after and monitoring their performance carefully.”

Support, Communication, and Mentoring

Franchisees need structured support to thrive. Rebecca describes their approach:

“We do one-to-ones with each franchisee, half an hour a month, plus online sessions. It’s about giving them bespoke support so they can grow their territory.”

Structured systems, databases, and automation can help, but the human touch is crucial.

Legal Framework and Brand Control

Protecting your business and brand is essential. Phil and Rebecca highlight the importance of legal agreements:

“The legal agreement refers to the operations manual. It’s essential that franchisees adhere to the rules, but they also have some choice within the framework. This keeps the brand consistent and professional.”

The Franchisee Life Cycle

Understanding how franchisees develop is key to long-term success. Phil explains:

“The franchisee life cycle is just like human beings: a baby, toddler, teenager, then adult. Some will struggle initially, but the right support and mentorship can help them thrive.”

This insight helps franchisors anticipate challenges, offer appropriate guidance, and create a sustainable network.

Key Takeaways

Franchising is a journey that requires planning, patience, and careful selection of the right people. Some of the biggest lessons from the panel:

• Plan before you scale – Ensure your systems can support multiple franchisees.
• Pilot programs are invaluable – Learn from early adopters before full roll-out.
• Choose quality over quantity – The right franchisees make all the difference.
• Provide structured support – Regular communication, mentoring, and resources matter.
• Legal and brand guidelines protect everyone – Keep your franchise consistent and professional.

For business owners considering franchising, these insights can save time, avoid mistakes, and set you on the path to a thriving franchise network.