Tuesday & Thursday, 3:30 p.m. to 4:45 p.m  Room Falmouth 311

Dr. Jack M Wilson, Distinguished Professor of Higher Ed., Emerging Technologies, and Innovation

Falmouth 418  Jack_Wilson@uml.edu  978-934-2540 (Please use email rather than phone)

course Site: http://www.jackmwilson.net/SNV

SCHEDULE: http://www.jackmwilson.net/SNV

Office hours: The office hours are Tuesday, Wednesday and Thursday 1:30-2:30 pm. I am also happy to schedule individual appointments. Email is an excellent way to reach me as well.


64.361.202: This course is designed to help students to identify, evaluate, and obtain control over opportunities that can be exploited by starting new companies.


Bruce Barringer and Duane Ireland: “Entrepreneurship: Successfully Launching New Ventures (4th edition) from Pearson Prentice Hall.  I will also be providing access to a couple of online case studies including the ILinc-LearnLinc Story at  ../LearnLincStory2.htm  and The ILinc-LearnLinc Case  



This is one of the required courses for students with a major of entrepreneurship and one of the COM electives for students in the College of Management.


Effective January 2003, the minimum Grade Point Average required for graduation is 2.20 for all College of Management (6x.xxx) courses and an overall Grade Point Average of 2.00.


Welcome to 64.361!  This course is designed for students with a curiosity about and/or interest in starting a new business.  In this course, students will explore the entrepreneurship process including how entrepreneurs discover and evaluate the sources and opportunities for new business ventures; how they assemble the resources, how they operate and grow a new business; and finally how they harvest their hard work as successful entrepreneurs.  The course covers a variety of topics associated with launching and running a new venture, such as marketing, financing, building the venture team, legal and regulatory issues, and social and environmental issues. 


Upon successful completion of the course, you should be able to:

(1)   discover and evaluate the sources and opportunities for new business ventures;

(2)   describe the process of assembling the resources necessary to launch a new venture;

(3)   be familiar with the activities and concepts associated with launching and running a new venture, such as marketing issues, financing issues, global and ethical issues, political, legal and regulatory issues, social and environmental issues, and issues involving rapidly changing technology.

During the course, students are required to complete a variety of individual and team assignments, including a team based presentation of a business case to the class. To successfully accomplish these tasks, student are expected to

(1)   demonstrate the ability to think critically and communicate effectively;

(2)   exhibit the ability to complete intellectual projects independently and in collaboration with others;

(3)   exhibit the ability both to use appropriate media to gather information relative to their major field and to access reliable general information.  


This course is taught with a combination of lecture, in class activities, case discussions, on-line discussion, elevator pitch, and a term project.  You will form class groups for the in-class activities at the first class meeting.  Each team will be responsible for preparing and presenting a case to the class on one of the scheduled weeks.   You should choose and sign up for one of the cases in the first week.  Several classes will be held online instead of in the face to face classroom.  These will include the classes on September 30 and October 26, but may include others.

Things you need to do within the first week of class:

1. Pick a partner to work with on presenting a case to class -as described below.

2. Select a tentative topic for you (individually) to prepare a summary business plan as described below. 





(1) Class Participation in discussion


(2) Exams midterm and final ( 20% each)


(3) Team or Individual Case Analysis Reports


(4) Term Paper Analyzing Proposed New Venture


(5) Elevator Pitch: Describing your proposed business venture


(deduct) Attendance*

Possible point deductions




Course grades will be determined as follows:


> 93%


> 90%


> 87%


> 83%


> 80%


> 77%


> 73%


> 70%


> 67%


> 63%


> 60%


< 60%

Deductions are possible:

1. Attendance is mandatory. I will take attendance each week.  You may have three excused absences if you clear it with me ahead of time and make arrangements to hand in any written assignments.  Leaving the classroom early will be counted as an absence.  Each absence after the third will result in a lowering of your grade by an additional grade (e.g., if you do C work with 3 absences, your grade will become a C-, 4 absences would lower your grade to a D).

2. Working in teams is essential for this course as well as in the real business world.  Your work as a member of the team will be subjectively evaluated as part of the grade.

3. This is your minimum grade.  I may curve resulting in a higher grade.



The University and this College expect high standards of ethical and moral conduct. Except on group projects, you are expected to prepare and present your own original work. The penalty for plagiarism or any other form of cheating will be failure of the course. Review the University’s statement of Academic Honesty/Plagiarism in the University Code of Academic Behavior as set forth in the Bulletin of Undergraduate Studies.


(1) Participation (10%)

Class attendance is a necessary but not satisfactory condition for the course to be successful. I strongly advise that everyone be prepared to participate in each class meeting. Participation will be graded according to the following categories:

                        Active participation (full credit):

                        -           100% attendance is required

                        -           Actively participates and contributes in class discussion and in-class activity

                        -           Contributions are consistently relevant, valid and may introduce new ideas

                                             Contributions consistently demonstrate the completion of assigned readings and an ability to apply those readings to the discussion

                        Occasional participation (80% credit): 

                        -           Occasional participates and contributes in class discussion and in-class activity

                        -           Contributions are usually relevant, valid but may not be new ideas

                        -           Contributions may or may not demonstrate the completion of assigned readings

                        Rare participation (50% credit):

                        -           Rarely participates and contributes (i.e. does not participate in every session)

                        -           Contributions may or may not relevant, valid or new. 

                        -           Contributions may or may not demonstrate the completion of assigned readings

                        No participation (no credit)

-      Does not participate or contribute to the class discussion

(2) Exams midterm and final exam(20% each )

There will be two written examinations in this course.  Questions in the examinations will test understanding as opposed to simple recognition or memory.  To perform well students will need to have kept up with the reading throughout the course and thought deeply about the material.   The first exam, listed on the schedule will cover materials taught before the exam date.  The final is scheduled in the exam week and will cover all materials.  These exams are closed book examinations.

Make-up exams will only be given in the case of a serious emergency that prevents attendance at the scheduled exam. In the case of a non-emergency situation that prevents attendance at the scheduled exam, the student should notify me at least two weeks in advance to discuss alternative arrangements.  In either case, the student should provide verification of the situation.  


(3) Case Analysis Team Presentations (20%)

You are required to sign up as an individual or team of two to prepare and present one case to the entire class.  There are 12-18 cases.  Please read the cases using the questions as a guideline, and then write an analysis report addressing these questions from the list.  You should use the theories or concepts we discuss in class to analyze the case and answer the questions. 

The written cases are only the starting point for each team.  You are expected to research each case in addition to the information provided in the cases.  Each individual or team will prepare a PowerPoint, Prezi, or other presentation for the class and turn that presentation in following the live presentation.

(4) Term Paper on a Proposed new Venture: (20%)

You are to prepare a term paper (summary business plan) that does an analysis of a potential new venture.   You may chose that on your own or interview potential entrepreneurs to obtain and idea.  I will be available for discussion of ideas.  Use the text and the syllabus to prepare an analysis that covers everything such as opportunity recognition, feasibility, industry and competitor analysis, business model, legal issues, financial analysis, team selection, getting funding, marketing, intellectual property, and strategies for growth and overcoming challenges.  The form of this paper is similar to a summary business plan as discussed in my Chapter on the Business Plan.  The length is up to you, but is usually about 15 pages.  You may chose to do this for a hypothetical idea of your own, or you may team up (with the permission of the instructor) to work with other groups on campus to prepare a plan for one of their proposed ventures.  One group that you should consider is the Difference Makers group.

This is a list of student organizations at UMass Lowell:  UML Student Organization Links


(5) Business Elevator Pitch (10%)

Develop an elevator pitch for your proposed venture and deliver it to the whole class in sixty seconds.  Your elevator pitch must include

  1. The BURNING pain your product will resolve – the hook
  2. Target Customer and potential market size
  3. How you are going to make money
  4. Where the business “is at”


To better prepare your pitch, you are require to complete a preliminary analysis of the idea you are going to pitch based on 4 criteria:

1.   Attractiveness—is it attractive risk-reward balance?

2.   Timeliness—“window of opportunity: is still open?

3.   Value—does it create significant value to customers?

4.   Durability—can it sustain over time?


Before your presentation, please remember the following:

  1. Prepare, prepare and then prepare some more.
  2. Choose the content carefully.
  3. Remember that you are trying to persuade, not overwhelm.
  4. Show enthusiasm, but temper it with reality checks.
  5. Rehearse before you give the presentation.
  6. Don’t overlook the basics.
  7. Adopt a cooperative helpful approach to questions, and remember the Golden Rule!


You must include secondary and primary research and citations must be included in the body of the paper and at the end of the paper.  If you do not have bibliographic references, you will not receive full credit because the lack of references will be interpreted as a lack of research.



- Please set all cell phones silent upon entering the classroom!

- Turn in assignments on time. Late submission will be accepted unless special arrangements are made with teh Professor.

- If you have a physical or learning disability you should ask the Office of Disability Services to identify you to the Instructor so that appropriate accommodations may be provided.