Greg Nathan
Franchise Relationship Expert | Psychologist and Founder, Franchise Relationships Institute
Often described as the international thought-leader and expert on franchise relationships, no one understands the unique challenges and rewards inherent in the franchisee-franchisor relationship like Greg and his team at Franchise Relationships Institute. They have spent over 30 years researching the science of successful franchise relations. Working with hundreds of franchise systems around the world, Greg and his team have developed some remarkable tools and models to help franchisors create profitable partnerships. Greg’s presentation style is engaging and his interactive facilitation brings the best out of any group. If you haven’t read Greg’s books Profitable Partnerships or The Franchise E-Factor, or heard him speak, you are in for a rewarding experience. His sessions consistently receive the highest ratings.
Greg Nathan’s Boot Camps
Founder of Franchise Relationships Institute
Greg is the creative genius behind the Franchise Relationship Institute and is widely recognized as an international thought leader in managing the people issues in franchising. He is a registered corporate psychologist and regularly delivers keynote addresses at franchising conferences around the globe. Greg started life in franchising as a multi-site franchisee with Brumby’s and later became National Marketing and Operations Manager for the franchisor.
He has authored several best-selling books and developed a number of groundbreaking tools and models for the franchising sector such as The Franchise E-Factor and the Nathan Profiler. In 2003, the Franchise Council of Australia presented him with the inaugural National “Contribution to Franchising” Award in recognition of his pioneering work in franchise education and research. Greg is a passionate blues musician and can often be found searching for unusual stringed instruments to add to his collection.
Partial Client List:
- 7 Eleven
- Ben & Jerry’s
- Brightstar Franchising
- College Hunks Hauling Junk
- Dominos
- FOCUS Brands
- Faegre Baker Daniels
- FranConnect
- Kumon Institute of Education
- Mrs. Fields
- Primrose Schools
- Right at Home
- Signs By Tomorrow
- Subway
- Super Shuttle
- Taco John’s
- The Dwyer Group
- The Melting Pot
- Tilted Kilt
To remain competitive, franchise networks need to introduce changes to products, systems, strategies, and culture at an ever-increasing rate. While franchisors need franchisee buy-in and commitment, they are often instead met with resistance (outright or subtle), leading to conflict, low morale, wasted resources, and the changes failing to achieve their objectives. This workshop is based on FRI’s new FRANCHISE Change Model, which contains nine evidence-based principles and proven tips, techniques, and processes to get buy-in the change.
Who should attend?
The workshop is for all franchisor executives who are responsible for gaining franchisee commitment to implement new initiatives. This would typically include members of senior leadership teams and field consultants.
Why attend?
A franchisor may have the legal right to insist its franchisees adopt a new initiative, and it may make logical and commercial sense. However, if franchisor executives do not also understand the psychological factors needed to get buy-in and commitment, the change will be unsuccessful. This workshop draws on rigorous research, as well as FRI’s experience with hundreds of brands, to show franchisor executives what does and does not work if they want to get franchisees buy-in to new initiatives.
How is it conducted?
Participants are required to bring a real change initiative they are involved with so they can apply the learning in practice. The workshop includes the presentation of research insights, discussion of case studies, sharing of techniques, small group discussions and individual reflection. The workshop can be conducted face to face as a half day, or virtually as two 2-hour sessions.
What will you learn?
- Important new insights from social neuroscience and psychology and their implications for gaining franchisee commitment and engagement.
- An understanding of how different types of change affect the brain, and why franchisors and franchisees often see the same change in totally different ways.
- Why it’s important to maintain composure in the face of resistance, and how to lead unpopular changes in a calm, courageous, and confident manner.
- Why certain types of change provoke greater levels of anxiety, defensiveness, and anger, and how to quickly move franchisees from resistance to acceptance and engagement.
- How to identify and address franchisee concerns in an open and constructive manner and have difficult conversations that avoid unnecessary conflict.
- The nine evidence-based principles behind FRI’s new FRANCHISE Change Model, along with proven tools and processes to implement these.
Who leads the program?
The workshop is led by Greg Nathan, a business psychologist, best-selling author, and Founder of the Franchise Relationships Institute. Greg has developed many popular franchising models, such as The Franchise E-Factor, and is widely regarded as one of the most influential thinkers and educators in the global franchising sector.
Program Learning Resources
As part of the program participants receive: a Learning Journal with reference materials and reflection exercises to record their insights.
- A Learning Journal with reference materials and reflection exercises to record their insights.
Why attend?
This convenient, virtual workshop has been carefully designed to equip people in franchisor Support Office roles with important skills to enhance franchisee satisfaction. While senior executives are often exposed to training on how to manage the franchise relationship, most Support Office staff are left to work things out for themselves. Not surprisingly, they can sometimes find themselves baffled at how to deal with demanding and stressed franchisees. As such, FRI has designed this workshop for:
- Franchisor staff who interact with franchisees and are mainly based in the Support Office environment.
- Heads of departments or supervisors of people who deal with franchisees as part of their work.
- Franchisor executives responsible for HR, franchise relationships, engagement, and organizational culture.
- While field consultants and area managers are welcome to attend, we have other programs more targeted to this role, see the Bootcamp offerings below.
How it is conducted?
The Culture of Franchising Workshop is conveniently conducted using the Zoom platform over two sessions of two hours each, over two consecutive days, along with some personal reflection exercises. Sessions include interactive presentations, small group discussions, and the sharing of best practice tips. As this is a highly interactive program, participants are expected to engage fully with their camera and microphone on. We limit places in each workshop to maintain an interactive, high-quality learning environment.
What will you learn?
Now is the perfect time to invest in this type of training because franchisees require quality support more than ever. The Culture of Franchising Workshop will give your team an understanding of what franchisees need, and how to deliver this in an effective, empathetic manner. Even your most seasoned franchisor staff will come away with new insights and skills. Participants will learn:
- How to create a healthy franchising culture where everyone wins
- The various stages of the franchisee lifecycle
- Using the psychology of franchising to improve network-wide performance
- Tips for diffusing difficult situations and conversations
- How to get franchisee buy-in to change and important policies
- Common mistakes that frustrate franchisees and how to avoid them
- How franchisees and franchisor teams can reduce stress and create profitable partnerships
Who leads the program?
The workshop is led by Greg Nathan and an experienced FRI facilitator with deep, real-world knowledge of how to effectively support franchisees.
Timing: 2, 2-hour sessions: Sessions available after 3:00 ET to accommodate time zone difference with Australia
Resources: As part of the program participants receive:
- A Learning Journal for recording notes, which also contains models, reference materials and additional resources.
- A digital copy of Profitable Partnerships
- Complete FRI’s unique ACE Franchising Culture Diagnostic which helps identify vital behaviors they are strong in or need to develop further, to better engage with franchisees.
The FRI Foundation Field Manager Bootcamp is a practical, interactive professional development program for field managers. It delivers essential knowledge and skills that enables field managers to maximize the value they deliver to franchisees and to do their challenging and important work with confidence.
Why attend?
Field managers have a challenging role working at the front-line of the business, balancing the needs of franchisees with the requirements of the franchisor. The Foundation Field Manager Bootcamp will give your field managers a boost of confidence, clarity, and inspiration to reignite their passion for their role as well as equipping them with a powerful set of tools and strategies for improving franchisee engagement, profitability and brand alignment.
How it is conducted?
The Foundation Field Manager Bootcamp is conveniently conducted using the Zoom platform over five separate two-hour sessions, spread over two weeks. Participants are expected to engage fully in all sessions with their camera and microphone on. There are also some personal reflection exercises to be completed between sessions. Sessions include a presentation of concepts and breakout discussion groups. Discussion notes are often circulated back to participants who are also encouraged to maintain an action learning plan that captures key insights and commitments. Places are limited to maintain an interactive, high-quality learning environment.
What will field teams learn?
Here’s what your teams will learn and experience:
- Models on the psychology of the franchise relationship.
- Processes to deliver effective face to face and virtual field visits.
- Group discussions to share best practice on hot topics.
- Real-life case studies on how to resolve difficult situations.
- Techniques for managing difficult conversations.
Who leads the program?
The program is led by experienced FRI facilitators with real-world franchise operations experience.
Resources: As part of the program participants receive:
- A digital copy of the Franchisors Guide to Improving Field Visits
- A digital copy of The Franchise E-Factor
- A personalized Field Manager Diagnostic Report
- A personalized DISC Behavioral Styles Report
- A comprehensive Learning Journal containing models and resource materials
Timing: 5, 2-hour sessions over a 2-week period
The Advanced Field Manager Bootcamp is a practical experiential professional development program that equips field managers with high-level knowledge, skills and strategies to build credibility, trust and commitment with experienced franchisees. Participants must have completed the Foundation program, so they have a grounding in the models on which this course is based.
Why attend?
At FRI, field management is regarded as a profession, and as such, field managers need to undergo ongoing professional development to keep their skills sharp so they can support franchisees at a higher level. In addition to building on the concepts gained in the Foundation Bootcamp, the advanced program provides fresh insights into the mechanics behind certain techniques and introduces participants to new and exciting tools and models to enhance their credibility and effectiveness.
How it is conducted?
The Advanced Field Manager Bootcamp is conveniently conducted using the Zoom platform over five separate two-hour sessions, spread over two weeks. Participants are expected to engage fully in all sessions with their camera and microphone on. There are also some personal reflection exercises to be completed between sessions. Sessions include a presentation of concepts and breakout discussion groups. Discussion notes are often circulated back to participants who are also encouraged to maintain an action learning plan that captures key insights and commitments. Places are limited to maintain an interactive, high-quality learning environment.
What will you learn?
Participants in the Advanced Field Manager Bootcamp learn the following:
- Dig deeper into familiar models so you understand the mechanisms behind how they work
- Introduce new concepts and help you identify how to use these to improve your effectiveness
- Help you to understand how the models fit together and integrate them into your own practice
- Review important concepts to help you drive the profitability and sales of your franchisees
- Create opportunities where you can share your experiences and insights with your peers
- Encourage you to revisit existing goals and set further meaningful goals and action plans
- Keep the learning process challenging, engaging and enjoyable
Who leads the program?
The program is led by an experienced FRI facilitator with real-world franchise operations experience, and Greg Nathan, Founder of the Franchise Relationships Institute.
Timing: 5, 2-hour sessions over a 2-week period
Resources: As part of the program participants receive:
- A copy of the Franchise Relationships Book of Tips. (physical copy only)
- A Learning Journal for recording notes, which also contains models, reference materials and additional resources.
- To keep the learning alive and maximize retention, participants will be asked to complete a small amount of pre-reading between sessions.
Greg Nathan delivers a virtual Live Stream presentation to a convention audience. Audience can be gathered in live or virtual platform.
- 100 or less attendees, webcast can be interactive if the technology allows. Must have microphones in the room.
- 101 or more attendees, 40 minutes, Profitable Partnerships Keynote; Q & A available after the session if the Client chooses
When, as a global community, we open back up and gather in-person once again, live presentation fees for Greg Nathan include:
In-Person Events:
Convention Keynote:
Up to 90 minutes of content: $15,000
Workshops and Bootcamps:
For Groups of 25 or More:
1-day Custom Boot Camp $15,000
2-day Custom Boot Camp $20,000
3-day Custom Boot Camp $25,000
For Smaller In-House Groups of
Fewer than 25 Attendees:
1-day Custom Boot Camp $12,000
2-day Custom Boot Camp $16,000
3-day Custom Boot Camp $20,000
Travel Fees and Resource Packs for all Custom Franchise Relationships Boot Camps and workshops are additional to the fees listed above.
Travel Fees
Based on expenses and includes business class travel from Melbourne, Australia, ground transportation, meals, hotel, & incidentals. Travel expenses will be divided among the number of clients for each trip to North America. Travel Fees Typically are $7,500
Resource Packs
Greg will recommend specific publications and diagnostics to maximize the learning from each custom Franchise Relationships Boot Camp. Average cost per attendee for Resource Packs ranges from $99.00 to $145.00.
- 100 or less attendees, webcast can be interactive if the technology allows. Must have microphones in the room.
- 101 or more attendees, 40 minutes, Profitable Partnerships Keynote; Q & A available after the session if the Client chooses
Franchise Speakers
