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Leadership, Innovation and the Liberal Arts Center
Bryn Mawr College
101 N. Merion Avenue
Bryn Mawr, Pennsylvania 19010



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                                           Entrepreneur Training Curriculum


I. The Basics of Entrepreneurship


     A.  Translating Ideas into Viable Business Models

  • Customer problems and solutions
  • Business operations and reveues
  • Critical planning
  • Business model building blocks
  • Exercises:  Customer Problems and Business Solutions

              Revenue model


      B.  Marketing Strategy and Planning

  • Competitive product develment
  • Market analysis, segmentation, prioritization
  • The marketing mix
  • Competitive analysis and advantages
  • The marketing plan
  • Exercises:  Marketing mix/Segmented Strategies

                                                      Competitive  Strengths and Weaknesses


     C. Financial Statements: Critical Management Tools

  • The fundamentals: Income &Cash Flow Statements

                                        Balance Sheet

  •  Other key items: Capital Plan, 5 year-Model

                                      Sales pipeline, Monthly Cash Flow

  • Exercises: Reading/Understanding Statements


     D.  Capital Planning

  • Defining outside capital
  • Capital requirements
  • Balancing need/risks

Capital Planning (continued)


  • Debt vs. Equity factors and decisions
  •  Capital and ownership
  • What investors are looking for
  • Company valuation
  • Exercises:  Creating a Cap Table

                                                                  Valuing a Company Pre vs. Post Money


     E.  Pitching to Investors

  • Pitch objectives
  • Effective communications (including demos)
  • Creating your investor pitch (page by page)
  • Presentation do’s and don’ts
  • Exercises: Create an elevator pitch

                                                                 Your 10-12 Key slides



II.  Exit Strategies:  How and when to sell your start-up


  • Your investors objectives
  • Private market valuation
  • Why sellers sell/Why buyers buy
  • Aligning interests of management and shareholders
  • Preparing companies for exit



III.  The Due Diligence Process: How Investors will Evaluate Your Business


  • The Deal Memo
  • Due Diligence Checklist: What You Must Provide
  • Indpendent Research
  • The Term Sheet