Multi-Unit Leadership: How to Get Great and Stay Great
The 7 Stages of Building High-Performing Partnerships and Teams
© 2010 Sullivision.com

Multi-Unit Managers (MUMs) are effectively “Regional CEOs” responsible for as much as $30 million in sales in their individual territories. So why are they so over-scheduled and under-taught? What differentiates high-performing MUMs from average ones? How do the best MUMs get great and stay great by building high-performing units, exceptional store managers, and higher customer counts in their regions? What should multi-unit managers (Area Directors, Regional Coaches, et.al.) be doing during store visits to get the most profitable results? What should they stop doing? Which Restaurant Managers make the best multi-unit leaders? How does the role of Franchise Consultant differ from Area Manager? This dynamic interactive workshop based on Jim Sullivan’s 2010 best-selling book will answer those questions and more.

Based on brand new research involving 500 high-performing Area Directors and Regional Managers across 21 different brands and 7 industry segments, we’ll detail the do’s and don’ts of hiring, grooming, and growing your multi-unit leaders to the next level. Here’s some of what we’ll learn: 

Target Audience: Multi-Unit Managers, Executives, Owners, Franchisees at QSR, Casual, Family, Fine Dining, or Contract Foodservice 

Format: Offered in 90 minute, 2 hour, Half-Day or Full-Day versions

The Multi-Unit Leadership Live Workshop covers these topics and more:

The Big Picture

• A detailed look at the top line competencies and insights from our 2010 research with over 500 high-performing MULs.

o   The 10 best practices related to MUM selection, development and performance. 

• How to effectively teach franchisees to successfully open 2nd, 3rd, 4th units and beyond

o  The 5 biggest challenges MUMs face in 21^st Century foodservice (and how to overcome them).

o     A decade back, a decade forward: are we selecting and developing new MUMs based on a broken model? A 4-Stage development method for new MUMs with proven results!

o   Lessons from retail MUMs that give foodservice operators fresh new insight.

Strategies and tactics

•  An overview of the 7 stages that transform Multi-Unit Managers to Multi-Unit Leaders.
•  Company MUMs versus Franchise MUMs: how to transform from an “enforcer of brand compliance” to developer of brand commitment.

Talent: Recruiting, Grooming, Training and Motivating

• The 3 best ways to select and groom new Multi-Unit Managers from the iPod Generation
• How to coach and develop veteran Multi-Unit Managers who’ve been in the position for more than 5 years.
• Research: how to identify and groom high-potential store managers among your talent pool for a future multi-unit manager role.
• How MUMs can most effectively build a talent pipeline in their units.
• The first 100 days: critical training and development skills every new MUM must learn.
• The 11 fatal errors new MUMs make (and what to do about it)
• How to Orient and Slow-Groom new Multi-Unit Managers.
• The Tenure Trap: How to reinvigorate and refresh the “veteran” MUM during the 4-6-8-10 year cycle: coping with burnout, inertia and fresh eyes.
• Adult Learning 2010: Coaching and Grooming the Nintendo Generation GM (and MUM.)
•  Where and how to “practice” leadership when the stakes are small.
•  The shadow of the leader: who’s coaching the MUM coach (the new role of RVPs).
• Case studies: the 5 best company practices for developing high-performing MUMs.

Time and Process Management

• A realistic and effective 21^st Century approach to managing Time and multiple priorities
• The myth of “balance” in a 24/7 world.
• Creative ways to design and execute effective quarterly business plans that align with period goals (and how to integrate them into shift execution at each unit).
• The 3 Time Management Tools that will put more opportunity in to each day 

Communication and Leadership

• Communicating as a leader and as a manager are not the same…insight into the important difference and how you can master both
• What teams really need from their multi-unit leaders
• The leader as problem solver…and problem-giver
• The MUM role in alleviating drops in productivity.
• How your multi-unit team can catalog their best practices and expertise
• How to construct a customized “Idea Bank” for your future leaders.

The Art of the High-Impact (revenue-generating) restaurant visit. 

• How to pre-plan success by defining the TYPE of store visit and then the FOCUS of the store visit
• The 12 do’s and don’ts of effective MUM Restaurant Visits.
• What to look for before, during and after the visit/How to share it.
• Why you are visiting people and not “operations”
• Transforming from “inspect and correct” to collaboration and development via a 5-stage process that gets guaranteed results with all managers and crew.
• How to customize the visit to the personality and performance of the restaurant and its customers and unique marketplace.
• Purposeful 1 on 1’s: three ways to effectively coach unit managers after a store visit so that you aren’t solving the same problems over and over.
• The High Impact Restaurant Visit: A Step-by-Step Checklist and template 

Execution
12 Books every MUM should be reading or have read.

• The Roadmap: a 30/60/90 day plan for application, transformation, and execution.
• We’ll detail the 7 distinct progressive stages that differentiate a multi-unit manager from a multi-unit leader

 A detailed workshop outline can be requested by sending an email to info@sullivision.com

Clients 

This workshop has already been taught, shared and used by multi-unit leaders from companies like Walt Disney, Chili’s, Applebee’s, Panera Bread, Marriott, KFC, Hooter's, Target Stores, Outback Steakhouses, Pizza Hut, TGI Friday’s, Checkers, CiCi’s, Taco Bell, Sonic, KFC, Wagamama, McDonald's, Starbucks, Denny's, American Express and Coca-Cola. 

Guarantee

• The program is customized for your company with detailed interviews, store visits, executive team review and integration of your training materials, objectives, mission and values. No “cookie cutter” programs!
• Practicality is emphasized.  You will leave this workshop with specifics every MUL can apply immediately. 
• Every attendee receives a soundly researched, customized Multi-Unit Leader Workbook and step-by-step guidelines for using the information you’ve just learned.  You’ll get results your very next day back at work.