Mikaela Bielby 10 / Feb / 2023

At a glance:

  • Franchisor–franchisee relationships must be strong for a franchise partnership to succeed.
  • Building a successful franchise partnership requires communication, collaboration and trust.
  • An effective franchise partnership begins with a strong franchise agreement.


In recent years, franchising has become one of the most popular methods for Australian businesses to expand and grow. Franchisor–franchisee relationships must be strong for a franchise partnership to succeed. We will explore the key tips for mastering franchise partnerships and Australian research to back them up.

Relationship between franchisor and franchisee

Franchisees and franchisors share a complex relationship that evolves over time. Here are the different stages of this relationship:


The franchisee expresses interest, and the franchisor provides information about the business model.

Signing the franchise agreement:

A franchise agreement is signed between a franchisee and a franchisor at this stage. There are several terms and conditions outlined in the partnership agreement.


Franchisors provide franchisees with training on the business model, operations and other essential franchise aspects during this stage.


During this phase, the franchisee starts operations and sets up the franchise.


The franchisee is responsible for running the business day-to-day with guidance and support from the franchisor.

Ongoing support:

During this phase, the franchisor ensures that the franchise performs as expected by providing ongoing support and training to the franchisee.

Renewal or termination:

The franchise agreement is either renewed or terminated at this stage in the franchisee–franchisor relationship.

Each stage of the relationship is crucial for a franchise partnership to succeed. It is the responsibility of franchisees and franchisors to work together to ensure that the franchise runs effectively, performance expectations are met, and customer experience is positive. Building a successful franchise partnership requires communication, collaboration and trust.

How to navigate the relationship between franchisor and franchise?

Restaurants in Australia can expand their brands and grow their business through franchising. Mastering franchise partnerships, however, can be difficult. An effective franchise relationship between franchisors and franchisees is essential to attain success.

Here are a few ways to navigate relationships between franchisors and franchisees:

Developing a Strong Franchise Agreement

An effective franchise partnership begins with a strong franchise agreement. A franchise agreement outlines a number of roles and responsibilities for both franchisees and franchisors, including financial obligations, operating standards and branding guidelines. A franchise agreement is required by 77% of franchise systems in Australia, according to a survey by the Franchise Council of Australia. If a comprehensive agreement is in place, conflicts can be avoided, and a productive partnership can be achieved.

Providing Comprehensive Training and Ongoing Support

For franchises to succeed, it is essential to have comprehensive training and continuous support. Training should be provided by the franchisor to the franchisee, covering all aspects of the business, including food preparation and customer service. Additionally, ongoing assistance should be provided to franchisees in order to help them run their restaurants successfully. According to a Griffith University study, franchise systems that offer additional support have an improved chance of being successful.

Promoting open communication

A successful partnership requires open communication. Franchisors and franchisees must communicate openly, honestly and collaboratively to solve problems. Effective communication is key to successful franchise partnerships, according to a study by the University of Western Sydney. The financial performance of franchisees and franchisors was found to be improved through regular communication and collaboration.

Establishing clear expectations

The franchisor should establish clear expectations for the franchisee in terms of performance, customer service and adherence to brand standards. Regularly reviewing these expectations, along with feedback and support from the franchisor, will help franchisees to improve. According to the Franchise Council of Australia, franchise systems with clear performance expectations have a greater chance of succeeding than those with unclear expectations.

Innovation as a driving force

Providing feedback and suggesting new ideas is imperative for franchise success. The franchisor must be open to evolving ideas and implementing changes that would benefit the franchise as a whole. An RMIT University study found that franchise systems that encouraged innovation were more successful than others. Further, it showed that franchisors who fostered a culture of innovation performed better financially and had more satisfied franchisees.

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In conclusion, to establish a positive and productive partnership with their franchisees, franchisors must develop a strong franchise agreement, provide comprehensive training and ongoing support, foster open communication, and set clear expectations. Franchise systems that employ these tips have reported high success rates and improved financial performance.