Franchise expansion is heating up across the restaurant industry. Despite ongoing economic uncertainty, operators plan to open an average of 20% more new locations in the next two years than they did in the last two (according to the 2025 Restaurant Growth Insights Report). For franchisors, that growth creates opportunity, but it also raises the stakes. They’re not just looking for enthusiastic entrepreneurs; they’re looking for operational partners who can execute efficiently and scale smartly.
The old pitch of “passion and capital” doesn’t carry as much weight today. Modern franchisors want to know that prospective franchisees understand what it takes to run a data-driven, tech-enabled operation. Because in 2025 and beyond, joining a franchise isn’t just about buying into a brand—it’s about joining an operational system that’s built for the future.
If you’re preparing to pitch a franchisor, focus your message on operational maturity. Here’s how to position yourself as the kind of franchisee who can grow confidently and help the brand do the same.
1. Show You Understand the Shift to “Operations-Led Growth”
Restaurant growth today isn’t driven by marketing or real estate alone—it’s powered by strong operational systems. That’s what builds consistency, profitability, and the foundation for sustainable expansion.
To stand out, show that you understand this shift:
- Start with the foundation: Make it clear that operations are at the center of your strategy, just like the 86% of operators who say the same in the 2025 Restaurant Growth Insights Report.
- Lead with tech: Franchisors want to know you’re focused on scaling the right way. 80% of operators report wanting the right technology in place before expanding.
- Call out the systems you plan to rely on: Task management, auditing, food safety and compliance, inventory management, and labor management and scheduling all make up major tech improvements operators rely on.
These tools signal your commitment to running an efficient, scalable operation.
2. Prove You’re Ready to Overcome the Biggest Growth Hurdles
Scaling isn’t simple, and the best franchisors know it. The biggest challenges that come with growth are deeply operational, from managing people to controlling costs. Show that you understand those realities and already have plans in place to address them.
- People: Finding and keeping the right staff is the top challenge for growing brands (37% say staffing is a challenge), followed closely by managing labor costs and scheduling.
- Demonstrate that you have a plan for employee training and development, a top investment area for 49% of operators.
- Product: Cost control is another major hurdle. Inventory, supplier, and food cost management are cited as key challenges.
- Share how you’ll use business intelligence and reporting tools to track profitability, reduce waste, and strengthen demand forecasting across locations.
3. Build an Optimized, Integrated Tech Stack
The challenge in restaurant technology today isn’t access; it’s optimization. While 95% of operators use technology to manage their business, only 47% say their systems fully support both the front and back of house. That’s a significant gap—and one that the most forward-thinking franchisees can help bridge.
- Ask about integration: Disconnected systems create inefficiencies and make it harder to scale. 42% of operators say their tech stack is only “somewhat optimized” for growth.
- Show that you expect an integrated, end-to-end ecosystem, one where every system communicates seamlessly.
- Talk partnership, not products: You’re not just looking for software; you’re looking for a partner who can scale with you.
- 83% of operators say they prefer to work with vendors who support their long-term expansion goals. Position yourself as a franchisee who values that same kind of partnership mindset.
The next generation of top-performing franchisees won’t just be operators; they’ll be strategic thinkers who lead with data, technology, and discipline. By centering your pitch on operational maturity, scalability, and tech readiness, you’ll show franchisors that you’re ready to grow with the brand and strengthen it along the way.
Ready to Build Your Growth Strategy?
Operational maturity is the ultimate competitive edge. Download the full 2025 Restaurant Growth Insights Report to learn how leading brands are preparing their systems, people, and processes for sustainable expansion.
