• U-Franchise Sales and Management

What Marriage Can Teach Us About Franchise Relationships


Marriage is a strong-willed decision and a long-term commitment. With more access to knowledge and better opportunities, people are becoming wiser and more decisive when it comes to getting married. Its impact and importance in our lives can influence our energy, health, career, and ultimately, our future. And it’s enlightening to know that franchise relationship is a lot like marriage.

What is franchise relationship?


It’s basically the business relationship between a franchisor and a franchisee (or among all franchise stakeholders/players). As Greg Nathan, a world-renowned franchise relationship guru emphasized in his book Profitable Partnerships, “In searching for a useful way to describe how the business relationship between a franchisor and a franchisee works in practice, the marriage analogy is probably the most useful, largely because of the long-term nature of the relationship and the interdependence of each party on the other.”


Even though it is a business relationship founded and legalized through a contract or an agreement, franchise relationship is built on human and personal aspects that are also present in the pillars of long-lasting, happy, successful marriages. These are what makes franchise relationships very similar to a marriage:


Marriage is a strong-willed decision and a long-term commitment. With more access to knowledge and better opportunities, people are becoming wiser and more decisive when it comes to getting married. Its impact and importance in our lives can influence our energy, health, career, and ultimately, our future. And it’s enlightening to know that franchise relationship is a lot like marriage.

1. Levelling of expectations

What do you suppose will happen if you and your spouse do not know what you expect from the relationship? Pain. Chaos. Or worse, separation. The same goes with franchising. Before going into a franchise relationship, involved parties should be made aware of all the expectations in order to avoid subsequent disappointments and failure. Franchisees should be encouraged to be curious when voicing their concerns, while franchisors should be adept in providing direction and leadership with openness to new learnings.


“The franchise sales and qualification period is absolutely