Kellogg Material

Entrepreneurship – Tools And Techniques
HOWARD A. TULLMAN

Winter 2001
KELLOGG-HKUST EMBA PROGRAM
HONG KONG
December 7-9,14-16,2001
CLASS KH04

Introduction
Howard Tullman has been a serial entrepreneur and CEO for the last 20 years after spending 10 years as a Federal trial lawyer. He has personally founded nine successful companies while helping to create, finance and develop another eight businesses. He has participated as a principal in 14 public offerings, two different complex reorganizations of large corporations where he was brought in as CEO to manage the turnaround process and approximately a dozen merger and/or acquisition transactions worth over $1 billion in the aggregate.

Description
This class focuses on all of the critical elements of starting new businesses. The core material and the opportunity to participate actively in the class are somewhat unique in that all of the businesses examined will be those developed by Mr. Tullman. These range from database and information technology businesses through entertainment and media businesses up to and including Internet-based companies which are still operating successfully today in several areas. Mr. Tullman’s view is that there is a defined set of tools, concepts and processes which can be effectively applied over and over again – almost regardless of the subject content of a particular business opportunity – to maximize the likelihood of its ultimate success. Class participants will learn these approaches and apply them in several ways in the course of the various sessions. Areas to be covered will include (subject to time constraints and other opportunities that may be presented) the nature of entrepreneurs, managing the venture capital process, first mover considerations, strategic partnerships and alliances, stages of business growth and evolution, critical management issues in start-up businesses, special competitive concerns for new ventures, the change management process and strategies for troubled companies.

Schedule
S-12/8     Overview – Brief Introduction of Companies & Cases
S-12/8 Entrepreneurs, Venture Capitalists, Managing the Venture Capital Process, Effective Milestones, and Issues and Concerns Surrounding the First Mover
S-12/9 Strategic Partnerships and Alliances – Imagination Pilots Case-Part 1 – Cross-Industry Blocking Alliances – Pressplay versus Musicnet
S-12/9 Stages of Growth and Evolution – CCC Information Services Case, Imagination Pilots Case-Part 2
F-12/14 Critical Concerns for Managing New Ventures – Original Research II Materials, The Cobalt Group Materials
F-12/14 Critical Concerns for Managing New Ventures - JAMtv Materials and “Music Wars” Articles
S-12/15 Special Competitive Considerations – Information Kinetics Materials, Palm and Microsoft Articles
S-12/15 Change Management – Troubled Businesses & People Issues – The Five Temptations of A CEO – Monkey Article
S-12/16 Team Presentations – ShowingTime Case – Pro/Con
10-Minute Presentations by Each Team
S-12/16 Final In-Class Examination (1 hr) – Final Q & A

Grading
Active Class Participation 400
Team/Group Presentations* 300
Final In-Class Examination 300   

1000
*May include Peer Evaluations of Team Member’s Contributions

Notes
1.  
Recommended Text: The Five Temptations of A CEO – Patrick Lencioni
2.  
Team Presentation: Each Team will decide whether to argue in favor of or against the ShowingTime business. Each Team will then prepare and deliver a 10 to 15 minute presentation in support of their position. Emphasis should be given to concepts and analytical tools covered in the class. No financial analysis is required.
3.  
Final Examination: Each participant will be asked to analyze a current competitive situation and, using the various concepts and materials covered in the class, to express an opinion of the outcome – giving specific reasons for your conclusion. No financial analysis will be required.



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