Course Descriptions

SPRING 2017 COURSE DESCRIPTIONS

 

SUPPLY CHAIN STRATEGY

Dr. Jeff Karrenbauer

President, Insight, Inc.

Over the past 50+ years, supply chain management has emerged as a critical business discipline, gradually achieving parity with the traditional mainstays of accounting, finance, management, and marketing. The contemporary view subsumes critical elements of the traditional corporate silos of procurement, manufacturing, finished goods distribution, and marketing into a tightly integrated set of business processes focused on delivering value to customers. It spans not only functions but also geography: it is critical to the success of any global enterprise. It is central to many of the significant managerial questions of our time: outsourcing, strategic sourcing, globalization, sustainability, customer and supplier relationships, vulnerability (risk) management, lean processes, and many others. Leading-edge firms regard supply chain management as a competitive weapon, not a disparate collection of separate, annoying functions that simply generate costs.

Students taking this course can expect to:

  • Gain an understanding of a contemporary, leading-edge view of supply chain management.
  • Understand the strategic role of supply chain management and its relationship to corporate goals and objectives, including certain critical financial measures.
  • Learn, at an overview level, the fundamental components of supply chain management, including customer relationship management, customer service management, demand management, order fulfillment management, manufacturing flow management, supplier relationship management, returns management, and product development management.
  • Learn how various supply chain strategies and corresponding network designs can be evaluated by means of a strategic supply chain design, computer-based mathematical model.
  • Discuss important contemporary supply chain strategy issues, including strategic sourcing, sales and operations planning (S&OP), sustainability initiatives, supply chain vulnerability and hardening, postponement strategies (including mass customization), cost-to-serve and the rigorous unification of supply chain management and marketing.

This course would be beneficial to all graduate business students, regardless of concentration, and would be especially important for those interested in management development programs, operations management, and international management.

 

 

MICROSOFT

Mauri Rapuzzi

Account Executive, Microsoft

A deep dive into technology and solution selling, this course will highlight how sales has transformed beyond building relationships and now focuses on delivering business value and quantitative impact to customers.

Throughout the week, students will:

  • Learn and experience how to apply their business background to sales and how leveraging their business acumen helps their personal success and also that of their customers.
  • Gain a unique perspective and understanding of one of the nation’s most successful companies.
  • As a team, identify how an assigned customer can use Microsoft technology to transform the way they do business and improve the lives of their employees or their customers.

 

 

EVALUATING REAL ESTATE OPPORTUNITIES

Bob Woods

Managing Principal, Summit Capital Group

Real estate development and investment is perhaps the most complex multidisciplinary, entrepreneurial, and cross-functional venture that any business school graduate could pursue. Given the volatile risk/reward nature of the business, many fortunes have been won and lost in the real estate industry. An investor’s ability to effectively assess risk, market trends, macroeconomic factors, and microeconomic dynamics is critical to his/her success when evaluating development and investment opportunities.

Since every business school graduate will likely become a real estate investor at some point in his/her lifetime – whether it be the purchase of a primary residence, an investment property, or the pursuit of a career in the real estate industry – the skills and methodologies learned in the process of evaluating real estate opportunities provide a real-world strategic planning framework that nearly everyone will be able to apply.

Students who enroll in this course will develop skills in evaluating real estate opportunities from the presentations that they receive on various methodologies, techniques, and perspectives including:

  • Using a market-based analytical framework, how to evaluate the potential of a piece of land and determine its highest-and-best use, including asset-class mix (office, industrial, residential, hospitality, multi-family, retail, etc.); open space and amenities consideration; and public/private infrastructure needs.
  • How to obtain funding for this potential real estate deal from a variety of capital sources, including banks, financial institutions, private equity sources, and hedge funds. Throughout the course, students will learn critical skills to be able to communicate with these financial sources.
  • How to raise capital for real estate opportunities without breaking securities laws and complying with SEC regulations.
  • How to underwrite and determine the financial feasibility of a real estate opportunity by employing an IRR-driven discounted cash flow underwriting methodology. This also includes skills development in sensitivity analysis, scenario testing, and project planning.
  • How to evaluate construction considerations, including when to engage a contractor, architect, and design engineers; how to select a contractor and create alignment with development objectives; and, how to create a phasing schedule using a market-based analytical approach.

 

 

EQUITY RESEARCH AND PORTFOLIO CONSTRUCTION

RJ Hottovoy

Consumer Equity Strategist, Morningstar

Bridget Weishaar

Senior Equity Analyst, Morningstar

Equity research is the ability to identify those qualities that give a company longer-term durable competitive advantages/economic moat, understanding the various valuation approaches applied by equity analysts/portfolio managers (including discounted cash flow models, relative multiples, and others), and recognition of how a defensible business model can influence a company’s valuation. Portfolio construction is the ability to apply equity research across a wide range of companies and construct an effective and balanced investment portfolio based on different investment mandates.

Equity research is widely used as a tool to value public and private investments across a wide range of industries, while portfolio construction is the art of maximizing investment returns by grouping equities in a method that reduces risk or accomplishes other specific investment goals.

The students who enroll in this course will develop skills in equity research and portfolio construction from the presentations that they receive on various methodologies, techniques, and perspectives including:

  • Identifying qualities that give a company longer-term durable competitive advantages/economic moat.
  • Identifying what types of competitive advantages/moat sources are most common across different companies/industries.
  • Introduction into various valuation approaches applied by equity analysts/portfolio managers, including discounted cash flow models, relative multiples, and others.
  • Understanding and quantifying how a defensible business model can influence a company’s valuation.
  • Identifying and screening for potential portfolio investment opportunities.
  • Understanding other factors beyond valuation that may present upside/downside catalysts for a given investment.
  • Constructing an effective and balanced portfolio based on different investment mandates.
  • Best practices for communicating a company’s competitive advantages, stock valuation, and portfolio construction rationale.

Students taking this course can expect to gain:

  • A framework for identifying potential sources that give a company sustainable competitive advantages and discussions about what types of competitive advantages tend to drive exceptional fundamentals over a longer horizon.
  • A real-world introduction to multiple valuation approaches—including discounted cash flow equity valuation model, relative multiples, and others—and how durable competitive advantages can influence valuation assumptions.
  • Access to senior equity analysts and portfolio managers who will be on hand to participate in course presentations on competitive advantages, introduce various valuation methodologies, discuss portfolio best practices, and partake in student presentation panels.

 

 

MARKETING DISRUPTION IN AN ERA OF CHANGE: MOSAIC AND STUBHUB

Khaleed Juma

Creative Director, Mosaic

Niche, hyper-targeted, cause-driven, integrated, experience first, pay for play, open, co-created, intrinsically social, crowd sourced. Not only are these words—that would have sent the Mad Men era of advertisers spinning into downward spirals—but they’re also a reflection of our current marketing climate. Billboards, TV commercials, radio (above the line advertising) still play a role in brands marketing artillery, but what’s winning are through the line campaigns that extend into social, content, experiential, and PR spaces (below the line advertising) that connect with consumers in the environments in which they thrive.

Join Mosaic and StubHub for a live case study where we’ll provide the support and you’ll create the solution.

Students taking this class will gain:

  • An in-depth understanding of above the line and below the line advertising in today’s marketing environment.
  • A deep dive into the spaces of social, content, experiential, and PR marketing.
  • An opportunity to dissect an existing business challenge within the StubHub brand.
  • Extensive coaching and guidance on how to tackle the problem using new marketing tools (above/below).
  • An opportunity to pitch your work to the StubHub and Mosaic teams.

 

 

M&A STRATEGY IN THE HEALTHCARE TECHNOLOGY INDUSTRY

Michael Wong

CEO, Day Blink Consulting

This course will utilize a “live” DayBlink Consulting case study in the healthcare technology industry as a platform to develop students’ skills in M&A strategy and also market entry and product launch strategy. In addition, DayBlink will provide an overview of the professional skills and methodologies that are commonly used in this space, along with a series of best practices for the consulting industry that will include lecture on skills, abilities, and habits that generate success in consulting, tips/tricks from expert consultants, and an opportunity to engage with and learn from seasoned consulting experts. The “live” case study will force students to develop their core consulting skills, will provide key insights into M&A strategy, market entry launch and product launch strategy, and will grant a better understanding on the key skills and competencies required to be successful in consulting.

The students who enroll in this course will develop skills in consulting from the presentations that they receive on various methodologies, techniques, and perspectives including:

  • General consulting skills (skills, abilities, and habits to be successful; tips/tricks; common mistakes; how to generate leads; etc.).
  • Academic presentation vs. business presentation.
  • M&A strategy and company valuation, market entry strategy, and product launch strategy.

Students taking this course can expect to gain:

  • Exposure to many methodologies which can be leveraged in a variety of different industries and consulting engagements.
  • Experience in the consulting industry in general, M&A strategy and company valuation, market entry strategy, and product launch strategy
  • An understanding of problem solving methodologies utilized in the consulting industry, healthcare strategy, and market entry strategy.
  • An opportunity to learn and engage on a “live” case-study with both consulting professionals as well as seasoned veterans of a Fortune 50 company, learn consulting methodologies and strategies, and gain knowledge on M&A strategy and other key areas.

 

 

DESIGN THINKING – A HANDS-ON EXPERIENCE FOR BRAND-BUILDING

John Gleason

Founder and President, A Better View

Design Thinking is a human-centered approach to seeking, understanding, and delivering solutions that address needs, gaps, and opportunities not being met by the current products or services being offered in given market or environment. We will dive—quickly—into the key principles of Design Thinking, notably: user empathy; reframing; adductive thinking and exploration; and rapid prototyping—supported by hands-on, experiential opportunities to reinforce these principles.

One of the unique aspects of this class is a live, immersive, ethnography experience (face-to-face, observational consumer research), which student teams will have the opportunity to lead directly with pre-selected target consumers. This experiential consumer research exercise will provide the foundation, the inspiration, and the fuel for your recommended solutions to the challenge(s) posed by our brand partner.

Students taking this class can expect to:

  • Better understand the key drivers of consumer/customer choices and behaviors—in-market, in-store, in-home, and in-use.
  • Get a chance to see how consumer behaviors and actions might differ between the words and opinions they might share in a consumer research setting and their real/underlying intentions and beliefs, and how one might use these experiences to uncover new opportunities to create better experiences and solutions.
  • See and experience, first-hand, these choice patterns and considerations through live, direct in-home and/or in-market consumer research exercises
  • Explore and utilize human-centric rationale to drive and inspire brand development
  • Balance these consumer initiated insights with the realities of a complex, competitive marketplace, including operations, financial goals/targets, retailer considerations, etc.
  • Question and challenge assumptions, break from the “norms” that typically create and reinforce barriers and constraints, and reframe core business needs and challenges to help drive new “norms” that provide differentiation, relevance, and real consumer/user value
  • Develop new, distinctive, and relevant business propositions, with supporting rationale and executional considerations, inspired by the insights you uncovered with business and operational requirements
  • Create, communicate, and defend a business recommendation with compelling rationale, highlighting choices made (and not made), and supporting drivers of recommended action—all inspired by your in-home consumer experiences and insights. Explore how to influence business leaders to make decisions which drive new value and growth opportunities.

This course will be beneficial to students interested in entrepreneurship and start-ups, marketing, brand management, corporate and consumer communications, strategy, management, consulting, innovation, user-/consumer-experiences, or consumer insights. This course was designed to help students see and understand a methodology which helps drive innovation and disruption; however, given the nature of the content—and the limited time—it is not heavily focused on data, analytics, nor financial modeling.

Each student enrolled in this course will be required to sign a non-disclosure agreement related to the brand partner for whom you are helping to identify and solve a key business challenge.

 

 

INTERMEDIATE EXCEL

Jon Crutchfield

Director, Mendoza College of Business IT

This course is hands-on, focusing on the following:

  • Using Microsoft Excel to solve basic business problems.
  • Organizing data for effective analysis and decision making.
  • Making data more interpretable and visible to others.

Important: students enrolled in this course are expected to be familiar with Excel, but not have extensive experience—for more advanced Excel knowledge, register for Advanced Excel.

 

 

ADVANCED EXCEL

Brian Proffitt

Principal Community Analyst, Red Hat

Students will obtain exposure to advanced spreadsheet and data management methodologies and will have the opportunity to apply what they have learned in this course. Successful completion of this course will enable students to obtain some experience and skills development in this important business function. Important: students enrolled in this course are expected to have a basic knowledge of Excel functions, formulas, and basic tools such as tables, formatting, and charting.

This course will help students develop Advanced Excel skills including:

  • Spreadsheet design and pivot tables.
  • Functions that include LOOKUP, logic, INDEX, and arrays.
  • Data integration, filtering, and auditing.
  • Macros, Solver, PowerQuery, and PowerPivot.

Students taking this course can expect to gain:

  • Exposure to many methodologies, which will aid them in many aspects of decision making.
  • Experience in software data management.
  • An understanding of the tools to conduct accurate assessments of the state of a given business.

 

 

MBA students ONLY: INDIVIDUAL VIRTUAL INTERTERM

Individual Virtual Interterm is designed to provide students with a simulated work experience working directly with a company on a real world problem. Students involved in this experience will be provided a real world case from a sponsor company and asked to provide the company with a meaningful written memo (one page) along with a 30-minute, 10-slide presentation. These cases are designed to mimic working virtually and thus the students should utilize e-mail and telephone as appropriate to correspond with the sponsoring company.

Students should expect to utilize knowledge from multiple subjects in their business education. The cases are designed to bring together multiple subjects learned in business school including finance, strategy, marketing, and others. Ideas and proposals are expected to be well thought out with clear justifications.

Case materials will provide students with enough information to answer the business question but may not be completely comprehensive. Utilizing business research skills students can research information or make assumptions as needed (however, the objective of the case is not business research).

Students will:

  • Be provided with individual feedback both during and after the interterm week.
  • Receive feedback that replicates what senior management would expect from a recent graduate business student hire in both technical and communication skills.
  • Work autonomously with limited oversight from the sponsoring company.

The teams will be asked to answer the objective in the form of a Challenger Sales pitch (presentation) to be used by an actual seller.