White Collar Franchises and territories: So you are ditching corporate life and going out into a consulting franchise ……..
Published in Franchise Buyer Magazine, Vol3. #3, August 2016
Many white collar business people give the corporate life the flick (either voluntary or involuntary), and decide to put their skills to work in a small business for themselves. I personally did that aged 44, with 2 kids in private school etc etc ,and went into our own small consulting firm – a fairly high risk period of my life!
Whilst this article is not about me, I did end up being a Director of the Institute of Management Consulting (IMC) for 6 years, so do have some idea of the challenges before you. Taking on a white collar franchise can be the solution between going alone, with all the risk as an individual consultant, and partnering with a known concept, and using the systems and processes already established to your benefit.
Published in Business Franchise Australia and New Zealand
Many businesses we deal with are structured at marketing to other businesses (Business to Business - B2B), and therefore the logic of how to establish a territory that is normally used when you sell to consumers (Business to Consumer - B2C) goes out the window.
Many B2B businesses sell a product, the likes of printing companies such as SNAP and KwikKopy, and many sell a service. The service may be couriers such as Fastway, changing office light bulbs, or providing business loans or business insurance. Both products-based and serviced-based franchises normally need to give a territory, especially if there is central ordering, and jobs are allocated to franchisees. You want to be sure you receive all the jobs you are entitled to!
The core thinking in this type of business is we want to know where the customers – other businesses are, rather than where people live.
Peter Buckingham is the Managing Director of Spectrum Analysis Australia. He is a certified Management Consultant, and a Fellow of the FCA and IMC.