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Article: The psychology of the winning franchisee: a top racehorse driven by the right jockey can be slowed down enough and trained enough to win races.(FOCUS: Franchise Development)
- Article from:
- Franchising World
- Article date:
- January 1, 2009
- Author:
CopyrightCOPYRIGHT 2009 International Franchise Association. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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Having worked with the franchise industry for many years, we have conducted thousands of evaluations of prospective and existing sales and management personnel for countless franchises. We have also worked with a number of franchisors in helping them to achieve a better approach to the dilemma of "To whom should I award a franchise?"
There are few meetings that have not included the admonition "Don't award a franchise just to collect the fee!" I'm sure every franchisor reading this article would agree that awarding a franchise to the wrong franchisee invariably costs a great deal more than the fees collected, often including the costs of litigation.
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