325_Engg_Entrep_Syllabus_S04

325_Engg_Entrep_Syllabus_S04 - Northwestern University...

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 E NGINEERING  E NTREPRENEURSHIP   325 S PRING 2004 Northwestern University Professor White Session Date Topic Module and Description Reading /Cases Lecture/ Guest 1/ Mar 30 Introduction A Perspective on Entrepreneuring Dr. John’s Products, Ltd. Entrepreneurship 2/ Apr 1 Finding a Business Start or Buy? Valuation Techniques The DAG Group Buying a Going Business Managing Risk and Reward 3/ Apr 6 Evolving Ideas Selecting a Strategy R&R Entire Business Cycle Bob Reiss 4/ Apr 8 Capital Structure Income Statement Workshop Valuation Techniques Clarion Optical Co. Impact of Financing Alternatives 5/ Apr 13 More on Capital Structure Cash flow How to Write a Great Business Plan Clarion Optical Co. (con’t) How to Write a Great Business Plan 6/ Apr 15 Product Development Target Market Elements of a Deal Heather Evans 7/ Apr 20 Product Pricing Target Markets and Introductory Pricing Joint Juice Linking Strategy and Pricing 8/ Apr 22 Distribution Selling in a Corporate Environment InPart Note on Pricing Distributors 9/ Apr 27 Direct Selling Understanding the Buyer’s Needs Making a Sales Pitch Deaver Brown and Cross River, Inc. Selling as a Systematic Process Deaver Brown Video (BBoard) Personal selling Bonnie Levin 10/ Apr 29 Intellectual Property Who Owns the Idea? The Legal Protection of Intellectual Property Beta Golf Rights and Obligations of Employees Session Date Topic Module and Description Reading/Cases Lecture/ Guest 11/ Product launch Obtaining the first customer Marcia Radosevitch and Plan Reviews: May 5-7 1
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E NGINEERING  E NTREPRENEURSHIP  325 S PRING 2004 Northwestern University Professor William J. White May 4 Health Payment Review: 1989 (A) Performance Based Pricing 12/ May 6 Featured Speaker IE Distinguished Alumni Speaker Kathleen Flaherty 13/ May 11 Planning Selecting Advisors DigitalThink: Startup When and how to select advisors 14/ May 13 Making it Work Analyzing versus Operating Hiring Without Firing Explo Leisure Products Team Selection 15/ May 18 No class Teams work on business plans 16/ May 20 Guest Speaker from Ford Intrepreneurship Richard Gilbert 17/ May 25 Harvesting Sell or IPO Negotiation Analysis: An Introduction Grand Junction IPO Process Howard Charney 18/ May 27 Venture Capitalists How VC’s Think A Note on the Venture Capital Industry Plan Reviews: May 27-28 History of VC Jim White 19/ Jun 1 Team Building Identifying, Selecting and Motivating Your Associates
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