Content Outline and Competencies:

I. Entrepreneurship Today
   A. Define the role of the entrepreneur in business
   B. Describe the important role small businesses play in the nation’s
economy
   C. Describe the entrepreneurial profile and evaluate your potential as
an entrepreneur
   D. Identify and explain the issues that are driving the growth of
entrepreneurship

II. How Entrepreneurs Move Ideas to Reality
   A. Describe why creativity and innovation are such an integral part of
entrepreneurship
   B. Understand how entrepreneurs enhance their own creativity and that
of their employees.
   C. Discuss the importance of continually analyzing, adapting, and
improving the entrepreneurial business
   D. Identify methods entrepreneurs utilize to continually improve their
product or service and the strategies of operating their entrepreneurial
business

III. Strategic Marketing and Management for the Entrepreneur
   A. Understand the importance of strategic marketing and management to a
small entrepreneurial business
   B. Explain why and how a small business must create a competitive
advantage in the market
  C. Explain the importance of effective financial management in
developing, growing, and sustaining an entrepreneurial business venture
   D. Recognize and understand the importance of legal skills in the
successful operation of an entrepreneurial business
   E. Identify the opportunity and impact of technology to entrepreneurial
business ventures
   F. Analyze global issues and opportunities for entrepreneurial
businesses

IV. Forms of Business Ownership
   A. Define a sole proprietorship, a partnership, a corporation, and a
franchise
   B. Identify advantages and disadvantages of each form of business
ownership
   C. Analyze the advantages and disadvantages of buying an existing
business

Content Outline and Competencies:

I. Empowering Entrepreneurs
   A. Examine beliefs and assumptions that empower entrepreneurs.
   B. Analyze circumstances surrounding entrepreneurial successes and
failures.

II. Transforming Entrepreneurial Concepts
   A. Identify requirements of implementing an entrepreneurial concept.
   B. Identify actions necessary to move from implements the concept to
achieving sustainable success.

III. Entrepreneurial Opportunities
   A. Identify opportunities that ignite ambition and foster self-reliance
and resourcefulness, perseverance, and determination.
   B. Analyze circumstances, skills and strategies which yield
entrepreneurial success.

IV. Goal Setting
   A. Review goals set by other entrepreneurs and the impact of goal
setting on entrepreneurial success.
   B. Applying the course content, establish individual goals to develop
personal entrepreneurial skills.

V. Learning Strategies
   A. Identify the impact of knowledge applied to effort.
   B. Analyze the power of self-directed life-long learning.

VI. Creating Sustainable Wealth
   A. Demonstrate an understanding of basic financial literacy.
   B. Illustrate how entrepreneurs create sustainable wealth regardless of
circumstances.

VII. Building a Sustainable Brand
   A. Recognize the importance of reliability as a key to building a
successful and sustainable brand.
   B. Discuss the impact responsibility plays in building a successful and
sustainable brand.

VII. Networking
   A. Understand the value a community of success by learning how to
connect and collaborate with innovators, entrepreneurs, mentors and
trusted advisors who can assist in transforming entrepreneurial ideas into
sustainable successes.
   B. Discuss strategies for implementing a personal community of
success.

Content Outline and Competencies:

I. Financial Statements (Balance Sheet, Income Statement and Cash Flow
Statement).
   A. Define financial terminology.
   B. Explain the importance and use of each financial statement.
   C. Prepare three-year proforma Income Statements, Balance Sheets and
Cash Flow Statements.

II. Sources of Financing
   A. Differentiate between debt and equity financing.
   B. Identify sources of debt and equity financing.
   C. Analyze the advantages and disadvantages of each form of financing.
   D. Identify the various types of business loans.
   E. Interpret the terms and conditions of a loan.

III. Cash Management
   A. Prepare a cash budget including:
      1. Start-up costs.
      2. Revenues.
      3. Expenditures.
   B. List methods of improving cash flow within a business.
   C. Determine the financial needs of a business.
   D. Describe methods of financing cash deficits incorporating internal
cash management techniques and external resources.

IV. Financial Statement Analysis
   A. Define the most common ratios used to evaluate and manage a
business, including:
      1. Using ratio analysis, assess the financial health of a business.
      2. Determine the break-even point for a business start-up.
      3. Interpret financial trends within a company.

V. Credit Worthiness
   A. Define the 5C’s of credit
   B. Evaluate the credit worthiness of a business using financial ratios
such as:
      1. Debt ratios.
      2. Equity ratios.
      3. Profit ratios.

Content Outline and Competencies:

I. Concept Statement

A. Explain clearly and succinctly the proposed business and its products and/or services.

B. Evaluate the concept statement for clarity and completeness.

II. Entrepreneurial Characteristics and Behaviors

A. List common entrepreneurial characteristics and behaviors.

B. Identify skills and expertise necessary for business success.

C. Assess personal strengths and weaknesses.

D. Identify specific areas in which additional business or technical skills are needed.

III. Evaluation of Business Concept Against Personal Criteria

A. Identify personal preferences, interests and talents.

B. Identify at least three personal and career goals for the next 10 years.

C. Evaluate the compatibility of personal goals and talents with business concept.

IV. Evaluation of the Business Concept Against the “Ideal” or Model Business Criteria

A. Review criteria for the “ideal” or model business.

B. Evaluate business concepts against ideal business.

C. Develop strategy to address weaknesses in business concept.

V. Management Plan for Business

A. Identify positions needed and define responsibilities.

B. Prepare the organizational chart.

C. Identify outside resources for business assistance and expertise.

VI. Legal Requirements for a Business

A. Evaluate the advantages and disadvantages of the various forms of business ownership and determine which form is best for student types of business.

B. Investigate local restrictions (licensing, zoning, permits) relevant to business.

C. Identify the types of legal agreements that are necessary to securing proprietary rights for a business.

VII. Marketing Plan Development

A. Prepare an industry study.

B. Prepare a competitive analysis and customer analysis.

C. Develop a plan for market penetration.

VIII. Product or Service Plan Development

A. Outline how the product will be made and delivered.

B. Identify sources of materials or suppliers for product or service.

IX. Financial Plan Development

A. Evaluate traditional and non-traditional sources of capital.

B. Identify, discuss and prepare pro forma income statements, balance sheets and cash flow statements for three years.

C. Explain the importance of cash management to a business.

X. Business Plan Preparation

A. Summarize critical business plan information into an effective executive summary.

B. Integrate sections of the plan into an effective whole, adding an appendix and table of contents.

C. Explain the benefits of a business plan from the perspective of the entrepreneur, a lender or an investor.

Content Outline and Competencies:

I. Essential of a Contract
   A. Identify the requirements of an enforceable contract.
   B. Distinguish between the workings of contract law and tort law.
II. Legal Forms of Ownership
   A. Identify the various forms of legal ownership.
   B. Explain the advantages and disadvantages of each form of business
ownership.
   C. Discuss the tax implications of the various forms of business
ownership.

III. Business Owner’s Liability
   A. Identify areas in which a business may have legal liability
exposure.
   B. Explain methods for addressing the liability aspects of business.
   C. Explain the need for, and process of, finding the right attorney.

IV. Duties and Responsibilities of an Agency Relationship
   A. Explain the nature of an agency relationship.
   B. Identify the risks associated with an agency relationship.

V. Ways to Protect the Proprietary Aspects of a Business
   A. Explain the importance of protecting the proprietary rights of a
business.
   B. Identify how to legally protect the proprietary aspects of a
business.
   C. List the criteria for the patentability of a product.
   D. Explain the patent process.
   E. Describe the process of obtaining trademark and copyright
protection.

VI. Resources for Zoning, Licensing and Regulatory Information
   A. Identify the licensing requirements for a new business.
   B. Investigate the zoning and regulatory requirements for a business.

VII. The Law and Human Resource Management
   A. Identify laws which impact human resource management in small
business.
   B. Describe the role of the Equal Employment Opportunity Commission.
   C. Prepare guidelines to ensure adherence to laws impacting human
resource management.

VIII. Bankruptcy
   A. Explain the different types of bankruptcy.
   B. Describe how state law impacts bankruptcies.

IX. Political Issues Involving Entrepreneurship
   A. Describe recent or pending legislation having significant impact on
small businesses.
   B. Identify political avenues to support small business legislation and
action.

Content Outline and Competencies:

I. Opportunities for Small Business Start-up and/or Growth
   A. Keep a written log of opportunities presented within the current
environment.
   B. Accurately evaluate and justify which business opportunities
identified have the greatest possibility of economic success.

II. Significant Changes Which Impact Small Business
   A. Identify and list the types of external information available to
assist small businesses in conducting an environmental analysis.
   B. Identify significant consumer trends affecting business today and in
the near future.

III. Analysis of Current Business Environment and Recommendations for
Small Business
   A. Differentiate between the environmental factors which should be
monitored carefully and those which may be only casually assessed.
   B. Project how positive environmental factors may be capitalized upon
by small businesses.
   C. Identify the unique qualities of small businesses which may enable
them to respond rapidly to business opportunities.
   D. Explain how factors having a negative impact on business may, given
the right environment, be minimized or turned into a business
opportunity.

IV. Environmental Analysis and Strategic Plan for a Specific Small
Business (Idea)
   A. List the four major categories of macro environmental variables.
   B. Conduct an analysis of the macro environment for small business.
   C. Identify which factors in the macro environment have the greatest
impact on small business.
   D. Evaluate how well the proposed business (idea) is supported by
consumer trends.
   E. Conduct a strategic analysis of environmental threats and
opportunities for the proposed business (idea).

V. Developments in the Local Community and Their Impact on Small Business
   A. Conduct an environmental analysis for small business in the local
community.
   B. Evaluate the  climate” for small business within the local
economy.

Content Outline and Competencies:

I. Direct Sales Industry
   A. Research the history of the direct sales industry.
   B. Identify the size and scope of the direct sales industry in terms of
both revenue and self employment.
   C. Identify historically significant companies in the direct sales
industry and analyze rationale of their industry significance.
   D. Discuss the economic impact of the direct sales industry.

II. Direct Sales Industry Trends
   A. Discuss historic trends in the direct sales industry.
   B. Identify current trends in the direct sales industry.
   C. Analyze both historic and current trends.

III. Products Sold through Direct Sales
   A. Identify primary product groups represented by the direct sales
industry.
   B. Discuss relevant consumer audiences for these primary product
groups.

IV. Organizational Structure
   A. Research organizational structures of leading direct sales
companies.
   B. Identify the relationship between the direct sales company and its
independent contractors.
   C. Discuss the form of self employment through independent contracting
comparing it to other forms of employment.

V. Sales Strategies
   A. Research the variety of sales strategies utilized by the direct
sales industry, i.e. face-to-face, group, party plans, etc.
   B. Compare and contrast sales formats identifying relevant applications
for each.

VI. Payment Strategies
   A. Research the different payment strategies utilized among direct
sales companies.
   B. Discuss implications to both the direct sales company and the
independent contractor of each payment strategy.

VII. Customer Relationship Management
   A. Identify the importance of both the customer and the independent
contractor of quality customer relationship management strategies.
   B. Compare and contrast the application of customer relationship
management strategies recommended by leading direct sales companies.

VIII. Professional Skills
   A. Identify the professional business skills necessary for an
independent contractor's success.
   B. Identify the professional selling skills necessary for an
independent contractor's success.
   C. Discuss the importance of and applications necessary for both
professional business skills and professional selling skills.

IX. Ethical Practices
   A. Identify business practices addressing the importance of ethics
utilized by leading direct sales companies.
   B. Discuss the importance of ethical practices in the direct sales
industry and the impact ethical business practices have on both the direct
sales independent contract and the direct sales companies they represent.

X. National Representation
   A. Research the functional contributions of the Direct Selling
Association (DSA) to the companies they represent.
   B. Identify the contributions DSA makes to the independent contractors
representing direct sales companies.
   C. Identify the indirect contributions the DSA makes to the consumers
of products and services brought to them by direct sales companies through
independent contractors.
   D. Discuss the commitment to ethical business practices as demonstrated
by the Direct Selling Association.

Content Outline and Competencies:

I. History of Franchising
   A. Describe the historical development of franchising
   B. Define franchising

II. Recognizing Franchising Opportunities
   A. Identify advantages and disadvantages of franchising to the
franchisor and the franchisee
   B. Describe typical elements included in a franchising agreement

III. Developing a Franchisor Business Plan
   A. Define a franchise business plan
   B. Identify the elements of a franchisee recruitment package
   C. Analyze the essential elements of a franchisee operations package

IV. Franchisor Management, Organization and Administrative Policies
   A. Describe franchisor management practices and their importance to the
franchisor and franchisee
   B. Investigate leadership principles important to franchising
   C. Analyze the functions of franchisor management in a franchise
system

V. Marketing and Selling the Franchise Opportunity
   A. Identify the uniqueness of selling in a franchise organization
   B. Analyze franchise sales packages

VI. Managing the Operations Process of a Franchise
   A. Learn why a franchisor has a promotional and an operations process
   B. Describe the components of a promotional package
   C. Describe the development of the operations process
   D. Understand the purpose of the franchisor’s brochure and what
information is included in the brochure
   E. Discuss the importance of informational manuals for franchisee
trainees and for prospective franchisees

VII. Evaluating Location and Site Selection
   A. Describe the importance of site selection to the success or failure
of the business
   B. Discuss the franchisor’s approach to allocating franchises within
a geographic area and for selecting specific sites within those areas
   C. Recognize the importance of market share in site selection

VIII. Financial Management and Planning Tools
   A. Develop an understanding of the financial responsibilities within a
franchised business
   B. Identify the capital requirements confronting franchised businesses
   C. Describe financial ratios useful in analyzing the financial
condition of a franchise operation

IX. Information Systems in Franchising
   A. Describe typical information systems used by various franchises
   B. Address the importance of information systems to various franchise
businesses

X. Franchise Legal Documents
   A. Describe trademarks, copyrights and patents and how to protect them
   B. Discuss intellectual property and its importance to business
   C. Analyze the basics of antitrust laws and the role they play in
franchising

XI. Investigating Franchise Opportunities as a Franchisee
   A. Describe the process of investigating and comparing franchise
operations
   B. Evaluate yourself as a prospective franchisee
   C. Describe the contents and importance of the disclosure document

XII. Financing, Marketing and Managing  a Franchised Business
   A. List the financing requirements of a franchisee
   B. Describe the marketing responsibilities of a franchisee
   C. Identify the essentials of the management process in a franchised
business

XIII. The Franchise Relationship between Franchisor and Franchisee
   A. Analyze the importance of communication, awareness, rapport, and
expertise in a franchising relationship
   B. Describe the principal areas of concern to franchisees in the
franchising program

XIV. Franchisor Support Services
   A. Identify services typically provided by a franchisor to a
franchisee
   B. Describe the importance of an effective communication system to the
franchisor-franchisee relationship
   C. Determine the value of franchisee training and what it generally
entails
   D. Identify the contents of a training manual/program necessary for the
development of the franchisee

XV. The Future of Franchising
   A. Research the current growth in franchising throughout the world
   B. Review current trends and issues in franchising

Content Outline and Competencies:

I. Planning for the Internship
   A. List goals and objectives to achieve in the internship setting.
   B. Identify possible internship opportunities and initiate the job
procurement process.
   C. Complete the application and interview process.

II. Initiating the Internship
   A. Determine specific objectives for the internship with the
facilitator.
   B. Discuss in a meeting with the facilitator and the job supervisor the
job description, objectives, and process for the internship.
   C. Complete the orientation to the company, its policies, and the work
assignment.

III. Learning About the Company
   A. Provide an accurate description of the company’s products and/or
services.
   B. Describe the company’s organization and management style.
   C. Describe the company’s market niche and/or customer base.

IV. Apply Knowledge and Skills Acquired in Entrepreneurship Courses
   A. Interpret the financial position and strength of a business based on
financial reports.
   B. Demonstrate an understanding of the marketing and management
functions.
   C. Demonstrate an understanding of decision making and problem solving
in a small business setting.

V. Documenting the Internship
   A. Maintain records detailing job-related tasks at the work site
(journal, activity log, etc.).
   B. Maintain records of human resources issues during the internship,
including hours worked and interactions with supervisors or other
management.
   C. Document classroom knowledge (theory, concepts, facts, strategies,
skills) used to complete job-related tasks.
   D. Document problems experienced and solutions applied.

VI. Demonstrating Professional Conduct and Workplace Skills
   A. Exhibit punctuality, initiative, courtesy, and loyalty in the
workplace.
   B. Exhibit an ability to get along with others.
   C. Identify and develop positive attitudes toward tasks and fellow
employees appropriate for the workplace, including giving and accepting
criticism and praise.
   D. Demonstrate adaptability to changes in the work environment.
   E. Follow written and oral instructions.
   F. Manage time and resources effectively.
   G. Follow employee rules, regulations, and policies.
   H. Identify and develop productive work habits, including attending to
detail, completing tasks, maintaining the work setting, and recording
data.
   I. Demonstrate effective work ethics.
   J. Identify and develop collaborative/teamwork skills, including
solving problems in groups, building consensus, and responding to
supervision.

VII. Evaluating the Internship Experience
   A. Describe and assess degree of consistency between learned classroom
competencies and workplace practices.
   B. Write a comprehensive self-evaluation.
   C. Write a comprehensive strategic action paper on company in which
interned.

VIII. Describing the Challenges Facing Small Business
   A. Identify the most critical challenges to the business in which
interned.
   B. Explain ways to address critical challenges facing the company.
   C. List opportunities for small business growth.

Content Outline and Competencies:

I. Planning for the Internship
   A. List goals and objectives to achieve in the internship setting.
   B. Identify possible internship opportunities and initiate the job
procurement process.
   C. Complete the application and interview process.

II. Initiating the Internship
   A. Determine specific objectives for the internship with the
facilitator.
   B. Discuss in a meeting with the facilitator and the job supervisor the
job description, objectives, and process for the internship.
   C. Complete the orientation to the company, its policies, and the work
assignment.

III. Learning About the Company
   A. Provide an accurate description of the company’s products and/or
services.
   B. Describe the company’s organization and management style.
   C. Describe the company’s market niche and/or customer base.

IV. Apply Knowledge and Skills Acquired in Entrepreneurship Courses
   A. Interpret the financial position and strength of a business based on
financial reports.
   B. Demonstrate an understanding of the marketing and management
functions.
   C. Demonstrate an understanding of decision making and problem solving
in a small business setting.

V. Documenting the Internship
   A. Maintain records detailing job-related tasks at the work site
(journal, activity log, etc.).
   B. Maintain records of human resources issues during the internship,
including hours worked and interactions with supervisors or other
management.
   C. Document classroom knowledge (theory, concepts, facts, strategies,
skills) used to complete job-related tasks.
   D. Document problems experienced and solutions applied.

VI. Demonstrating Professional Conduct and Workplace Skills
   A. Exhibit punctuality, initiative, courtesy, and loyalty in the
workplace.
   B. Exhibit an ability to get along with others.
   C. Identify and develop positive attitudes toward tasks and fellow
employees appropriate for the workplace, including giving and accepting
criticism and praise.
   D. Demonstrate adaptability to changes in the work environment.
   E. Follow written and oral instructions.
   F. Manage time and resources effectively.
   G. Follow employee rules, regulations, and policies.
   H. Identify and develop productive work habits, including attending to
detail, completing tasks, maintaining the work setting, and recording
data.
   I. Demonstrate effective work ethics.
   J. Identify and develop collaborative/teamwork skills, including
solving problems in groups, building consensus, and responding to
supervision.

VII. Evaluating the Internship Experience
   A. Describe and assess degree of consistency between learned classroom
competencies and workplace practices.
   B. Write a comprehensive self-evaluation.
   C. Write a comprehensive strategic action paper on company in which
interned.

VIII. Describing the Challenges Facing Small Business
   A. Identify the most critical challenges to the business in which
interned.
   B. Explain ways to address critical challenges facing the company.
   C. List opportunities for small business growth.

Content Outline and Competencies:

I. Analyzing the Target Audience
   A. Understand that consumer behavior is key to effective promotion
   B. Define the target audience
   C. Identify values, motivations and attitudes of the target audience

II. Targeted Marketing Research
   A. Define target marketing 
   B. Understand that research is key to successful target marketing
   C. Identify specific market segments using demographics, cohort
analysis, psychographics and geo-demographics
   D. Identify motivators and attitudes influencing target audiences
   E. Analyze the audience for the entrepreneurial business describing
them demographically and in terms of cohort, values, motivators and
attitudes
   F. Recognize the importance of continual and constant research
regarding the target market throughout the lifespan of the entrepreneurial
venture

III. Planning the Marketing Message
   A. Determine the market definition
   B. Develop the value proposition
   C. Create the executive summary
   D. Define the features and benefits of the entrepreneurial venture

IV. Creating Your Marketing Plan
   A. Define the problem/opportunity
   B. Identify the objectives to be accomplished
   C. Identify the customers who will be targeted
   D. Develop a strategy and action plan
   E. Determine a budget
   F. Develop a calendar/timetable
   G. Create a culture that supports the marketing plan

V. Choosing Advertising Media
   A. Review the pros and cons for media choices including newspapers,
magazines, radio, television, direct mail, publications and the Internet
   B. Review the production requirements of each media choice
   C. Identify the appropriate media mix for the entrepreneurial business

VI. Application of Entrepreneurial Marketing Philosophies by Successful
Entrepreneurs
   A. Review marketing efforts of successful entrepreneurs
   B. Analyze appropriate application of findings to the entrepreneurial
business

Content Outline and Competencies:

I. Defining Family Businesses
   A. Identify what constitutes a family business
   B. Identify the explain the historical strengths and weaknesses of
family businesses 
   C. Analyze competitive challenges faced by family businesses
   D. Assess the economic impact of family businesses locally, regionally,
nationally and globally

II. Leadership of Family Businesses
   A. Explain the role of the CEO of a family business
   B. Identify strategies to assist the next generation in governing and
perpetuating the legacy of the family business
   C. Analyze strategies to transition a family business from generation
to generation
   D. Recognize the unique roles of the CEO spouse

III. The Role of the Next Generation
   A. Identify the developmental needs and challenges of the next
generation leaders
   B. Explore the potential composition of next generation family members
to include siblings and cousins
   C. Analyze the challenge of respecting the past and focusing on the
future of the family business under the leadership of the next generation

IV. Estate and Ownership Transfer Planning
   A. Identify the essential elements of an estate plan
   B. Define corporate structures and classes of stock
   C. Analyze challenges in estate and ownership transfer planning

V. Strategic Growth Planning for a Family Business
   A. Identify strategies for developing and promoting growth of a family
business
   B. Analyze the critical role of non-family managers
   C. Explore career opportunities for non-family managers
   D. Research motivational and retention strategies for non-family
managers
   E. Identify strategies to extend the family culture to non-family
managers

VI. Family Business Governance
   A. Define the composition and role of boards of directors and/or boards
of advisors
   B. Define the Board’s role in setting company strategy
   C. Describe the Board’s role in succession and continuity planning
   D. Describe the composition and role of the Family Council
   E. Analyze the boundaries between the Board and the Family Council

VII. The Future of Family Businesses 
   A. Discuss the potential for family businesses to compete and thrive
   B. Analyze the challenges and opportunities for the future of family
businesses
   C. Recognize the leadership imperatives for family business
continuity