The Course Catalog includes course descriptions of all courses offered by F. W. Olin Graduate School of Business. For descriptions of the courses offered in the current or upcoming semesters, please see our Course Listing

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MBA9502 - CUSTOMER ACQUISITION AND PERSUASION

CUSTOMER ACQUISITION AND PERSUASION

MBA9502 CUSTOMER ACQUISITION AND PERSUASION
(FORMERLY SELLING IDEAS, PRODUCTS AND SERVICES TO EXECUTIVES)

1.5 Credits

The growth of business revenue depends directly on a firm,s ability to create additional value for
current and potential customers. This course will focus on the professional selling process, to include identifying opportunities, gaining access to and engaging decision makers, asking high gain questions, building long term relationships with decision makers and influencers, presenting winning proposals, handling resistance and objections, completing the sale or obtaining commitments and following up. The course will use the value creation methodology to identify solution options aimed at creating value and enhancing the other party,s (e.g., customers) competitiveness. The course will use a number of inputs to share current academic thinking and best practice. Course participants will also be challenged to apply the learning to potential opportunities. The art and science of ethically and effectively convincing another party about self, ideas, solutions, products, services, etc., is an imperative for everyone, whether in family or social settings, profit or not-for-profit ventures. It,s a life skill. This course is therefore for everyone.

Prerequisites: None

1.5 credits

MBA9520 - WEALTH MANAGEMENT I

WEALTH MANAGEMENT I

MBA9520 WEALTH MANAGEMENT PART 1 - TAX, ESTATE, AND INVESTMENT PLANNING
1.5 INTENSIVE ELECTIVE CREDITS


There are 6 pillars of wealth management - tax planning, estate planning, investment planning, retirement planning, education planning, and risk management (asset protection and insurance).
Part 1 examines tax planning - an overview of the income tax system, capital gains, alternative minimum tax, Roth conversion, charitable gifting techniques, and the latest on the Bush tax cuts. Then estate planning covers an overview of the estate and gift tax, standard estate planning documents you need, use of trusts, life insurance in estate planning, and advanced techniques. Finally investment planning starts with basic investment objectives, then modern portfolio theory is covered including expected returns, measures of investment risk, the degree of correlation among investments and asset classes, and the concept of the efficient frontier. Specific types of investments are discussed such as mutual funds, commodities, TIPS, stocks, fixed income, real estate, gold, and exchange traded funds. Asset allocation, inflation, annuity investing, and specific decisions such as leasing versus buying are also covered.

Part 1 covers the topics from an individual planning perspective. The course is designed for students who have already accumulated wealth or are in the process of doing so. This could be the successful entrepreneur (or in the process of becoming successful) but also includes students who expect to inherit wealth and those that are interested in helping parents manage their wealth. Also students who have interest in the financial services industry - financial advisors, insurance advisors, bankers, mutual fund managers, etc. will find the course of interest.

Prerequisites: None

1.5 credits

MFE7500 - MGMT CONSULTING FIELD EXPERIENCE

MGMT CONSULTING FIELD EXPERIENCE

MFE7500 MANAGEMENT CONSULTING FIELD EXPERIENCE (MCFE)
3 Credits


**THIS COURSE REQUIRES ACCEPTANCE INTO THE MCFE PROGRAM. Registration is Manual for students who have been accepted into the program**

The MCFE Program is designed to link the business and investment community with Babson College students through a consulting team project. Graduate Students work in teams of three to five people, supported by a faculty advisor with the objective of examining an actual business or investment situation. The assignments take place in a variety of business environments which have included Fortune 500 companies, growth companies, venture capital firms, hedge funds and large and small investment companies. The team projects cover approximately 14 weeks during the fall or spring semester, with students earning three credits. At the conclusion of the project, the MCFE team,s findings and recommendations are presented to the sponsoring company in a detailed, written report and oral presentation.

The program provides students with an opportunity to apply their classroom-based learning to real-world business issues and investment situations where they and their partnering companies gain value as well as exposure to new opportunities, innovative solutions and resources. It also provides a unique perspective for anyone interested in either the investment (investment banking, traditional asset management or hedge fund, venture capital/private equity and private wealth management), corporate finance or consulting area.

Prerequisites: Permission from the Graduate Office of Experiential Learning

3 credits

MFE7510 - MGMT CONSULT FIELD EXPER - PROJ MGR

MGMT CONSULT FIELD EXPER - PROJ MGR

MFE7510 MANAGING THE CONSULTING FIELD EXPERIENCE

3 Credits

**THIS COURSE REQUIRES ACCEPTANCE INTO THE Project Management/MCFE PROGRAM. Registration is Manual for students who have been accepted into the program.**


This experiential learning course integrates class work as a project leader and hands-on management experience at the same time. As a project leader you will be in charge of a team of four to six undergraduate students working on a Management Consulting Field Experience (MCFE) project for an organization. MBA students will be responsible for managing the entire consulting experience, which will require them to use a variety of skill sets (e.g. project management, coaching, emotional intelligence, team building, performance management, planning) that will vary based on your team,s needs and the deliverables required by the company. While you will not be an active team member performing the day-to-day tasks, your responsibility will be to manage the team towards final delivery of the project to the client. This course will provide valuable hands-on leadership experience that cannot be acquired in a classroom setting alone.

Prerequisites: Permission of Experiential Learning Programs Associate Director

3 credits

MFE7567 - MCFE: G51 CAPITAL

MCFE: G51 CAPITAL

MFE7567 MANAGEMENT CONSULTING FIELD EXPERIENCE (MCFE)
3 Credits

**THIS COURSE REQUIRES ACCEPTANCE INTO THE MCFE PROGRAM. Registration is Manual for students who have been accepted into the program.**

The MCFE Program is designed to link the business and investment community with Babson College students through a consulting team project. Graduate Students work in teams of three to five people, supported by a faculty advisor with the objective of examining an actual business or investment situation. The assignments take place in a variety of business environments which have included Fortune 500 companies, growth companies, venture capital firms, hedge funds and large and small investment companies. The team projects cover approximately 14 weeks during the fall or spring semester, with students earning three credits. At the conclusion of the project, the MCFE team,s findings and recommendations are presented to the sponsoring company in a detailed, written report and oral presentation.

The program provides students with an opportunity to apply their classroom-based learning to real-world business issues and investment situations where they and their partnering companies gain value as well as exposure to new opportunities, innovative solutions and resources. It also provides a unique perspective for anyone interested in either the investment (investment banking, traditional asset management or hedge fund, venture capital/private equity and private wealth management), corporate finance or consulting area.

Prerequisites: Permission from the Graduate Office of Experiential Learning

3 credits

MSA6600 - PERSONAL PROJECT COURSE

PERSONAL PROJECT COURSE

MSA6600 PERSONAL PROJECT
6 Credits

(MSAEL Core)

This course bridges key MSAEL Program learnings into demonstrated application, by delivering real Project impact, while enhancing the ability to mobilize others to drive organizational growth and renewal. With Faculty coaching each student will identify, in alignment with their work stakeholders, a specific challenge or opportunity at their organization. Clear Learning Plan frameworks, built on Project Management under Uncertainty principles, will be used to frame their project considering stakeholder needs, potential resistance to change, benefits of implementation and leadership challenges (self, others, organization). Their Entrepreneurial Leadership Project Action Plan, with relevant Analytics, will be reviewed for progress through ongoing check-points with Faculty, and key stakeholders inside their organization. By the end of this Capstone course, the student successfully implements a measurable pilot solution and a plan for further actions.

6 credits

MSB6300 - BUSINESS ANALYTICS FIELD PROJECT

BUSINESS ANALYTICS FIELD PROJECT

MSB6300 BUSINESS ANALYTICS FIELD PROJECT
3 Blended Credits


The course will provide students with the opportunity to reinforce as many as possible of the program's learning goals by guiding and coaching them through the performance of analytical tasks that they can expect to encounter in the workplace following graduation. The course will consist of two principal components:


1. A formal curriculum, delivered in a blended format, that will teach students critical skills needed to plan and execute analytical projects, and then to communicate their results effectively to senior management and other stakeholders; and
2. A consulting project, coached by a faculty member, in which teams of students will perform an analytical task for an outside organization and present their work to executives from that organization.

3 credits

MSB6310 - STORYTELLING/COMMUNICATION WITH DATA

STORYTELLING/COMMUNICATION WITH DATA

MSB6310 STORYTELLING/COMMUNICATION WITH DATA

3 Credits

(MSBA Core)


In 2020, businesses are highly dependent on a data-driven decision-making model. The data explosion seen in the past few years makes managing and understanding data extremely difficult. Hence, there is a dire need to make sense and visualize the data effectively to solve problems. This course will introduce data visualization using Tableau for beginners. Students will learn best practices for data visualization and storytelling. Students will develop the expertise to generate powerful reports and dashboards to help businesses make decisions based on their data. They will create high-impact visualizations based on common data analysis, predictive analytics to improve business decisions. At the end of the course, students will be well prepared to take the level 3 tableau exam.

Prerequisites: MBA students will be required to review approximately 2 hours of pre-work videos

3 credits

MSM6100 - LEAP: LEADING ENTREPRENEURIAL ACTION PROJECT

LEAP: LEADING ENTREPRENEURIAL ACTION PROJECT

MSM6100 LEAP

4.5 Credits

Leap is a year-long experiential course and serves as the foundation for the MSM program. The course is designed as an integrated learning experience that integrates design, entrepreneurship, and organizational behavior. The course is structured as a project-based course in which students will work in small, independent groups as they identify, design, develop, and prepare to launch a new opportunity. Students will develop a deep understanding of the intersection between design principles and fundamentals of entrepreneurship. Students also will learn how to work effectively in a group and organization, critical to the success of any new opportunity. Cocurricular resource sessions will provide
students with essential awareness of legal issues that might impact the implementation of their projects.

4.5 credits

MSM6101 - LEAP:LEADING ENTREPREN ACTION PROJECT

LEAP:LEADING ENTREPREN ACTION PROJECT

MSM6101 LEAP

4.5 Credits

LEAP is a yearlong experiential course and serves as the foundation for the MSM program. The course is designed as an integrated learning experience that integrates design, entrepreneurship, and organizational behavior. The course is structured as a project-based course in which students will work in small, independent groups as they identify, design, develop, and prepare to launch a new opportunity. Students will develop a deep understanding of the intersection between design principles and fundamentals of entrepreneurship. Students also will learn how to work effectively in a group and organization, critical to the success of any new opportunity. Cocurricular resource sessions will provide students with essential awareness of legal issues that might impact the implementation of their projects.

4.5 credits

OLN7500 - CROSS REGISTRATION AT OLIN COLLEGE

CROSS REGISTRATION AT OLIN COLLEGE

OLN7500 ENGINEERING FOR HUMANITY: HELPING ELDERS AGE IN PLACE THROUGH PARTNERSHIPS FOR HEALTHY LIVING (Olin College Spring 2013 Course, specially aimed at 3-College students)

Olin College: Engr 2141/AHSE 2141
Instructors: Caitrin Lynch and Ela Ben-Ur
Day/Time: Mondays and Thursdays, 12:30-3 [time can be shifted slightly to accommodate
commute time and lunch; contact the profs]

Do you want to make a positive difference in the lives of older adults in the local
community? We're looking for students with passion to help others and with diverse
backgrounds in arts, humanities, social sciences, business, and/or technical fields. This
innovative, intergenerational course is a partnership between college/graduate students
and local senior citizens. It is co-taught by two Olin College professors with experience in anthropology, design, and mechanical engineering, and will take place at Olin College and in the local communities (home visits and fieldtrips). We will partner Wellesley-Babson-Olin student teams with local senior citizen volunteers, and ultimately the students will design real, implemented solutions to specific everyday problems.

Projects will be customized to meet the needs of the senior citizen partners. Possible projects: students might design a device to help someone who has difficulty reaching up to change a light bulb, something to help hold a newspaper steady with shaky hands, or something to enable someone to get clothes out of a dryer that is difficult to stoop down to reach. The class meets 2x/week; some sessions are devoted to co-design with the client population or to team meetings, other sessions involve guest speakers and fieldtrips, others are for discussion of topics relevant to aging and/or design. No prerequisites; a sense of adventure highly recommended.

More info? See http://e4h.olin.edu/spring2013.html
Questions? Contact Caitrin Lynch clynch@olin.edu


Prerequisites: None

2 credits