The back office for a franchisor actively selling units. Franchise Development Sales Pipeline Manager runs the full sales cycle from inquiry through signed agreement, with FTC Franchise Rule and state-specific registration compliance baked into every stage. Item 7 lead qualification, 9-stage pipeline, 14-day FDD waiting period enforcement, territory mapping, Item 20 validation matching, broker ROI tracking, pipeline analytics. ## What's included - **SETUP** — brand profile: Item 7 range, Item 19 FPR (if any), 14 registration states, Item 20 roster, territory model, broker network, Discovery Day cadence, unit close target - **LEAD-INTAKE** — qualifies against Item 7 + brand matrix → HOT / WARM / NURTURE / DISQUALIFIED; captures liquid capital, net worth, territory, multi-unit intent, financing path (cash / SBA / 401k rollover) - **9-stage pipeline** — Inquiry → Intro Call → FDD Sent → FDD Review → Validation → Discovery Day → Approval → Agreement → Onboarding - **FDD-DELIVERY-LOG** — every send with date + method; auto-calculates earliest-signing = delivery + 14 calendar days; overlays state-specific extensions - **HARD STOP gating at AWARD** — blocks if FDD not logged, federal 14-day not cleared, state overlay not cleared, signed receipt missing, territory taken, agreement missing, or initial fee not received - **DISCOVERY-DAY workflow** — pre-flight checklist, agenda template, exec-interviewer data sheet, post-day scoring rubric - **TERRITORY mapping** — protected-radius / DMA / county / open models; conflict detection per new lead - **VALIDATION** — schedules against Item 20 list only; matches prospect to current franchisees by territory + tenure - **BROKER tracking** — commission terms, attribution, ROI by broker, payout reconciliation - **DASHBOARD** — counts by stage, hottest 3 prospects, FDD alarms, stale prospects (>30d), territory conflicts, TTM Inquiry→Award conversion ## Limitations - **Not legal counsel** — enforces FTC Rule 436.2(a) + state overlays; FDD authoring + state registration filings need franchise counsel - **Not a contract executor** — gates + alerts only; signature in DocuSign / Adobe Sign with attorney sign-off - **Not Item 19 generator** — never extends earnings claims beyond filed FDD; FPR construction is counsel + accountant work - **Not post-award operations** — pipeline + sales + compliance only; royalty disputes, audits, terminations route to franchise legal - **U.S.-FTC-focused** — Canadian + international master franchise uses starter templates ## Best fit Franchisors actively selling units — emerging brands (5-50 units) through mid-market (50-500). Especially valuable when a compliance miss = $250K civil penalty + franchisee rescission rights. The HARD STOP at AWARD has prevented six-figure mistakes for operators who would've otherwise signed inside the 14-day window because the prospect was pressuring them.
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