The Wharton School Small Business Development Center

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• The Wharton SchoolSmall Business Development
  Center

Presented to 1st Year MBA Candidates August 2006
whartonsbdc.wharton.upenn.edu
A part of the Sol C. Snider Entrepreneurship
Center, and the Pennsylvania SBDC network. The
Center receives its funding from The Wharton
School, the Department of Community and Economic
Development (DCED) of the Commonwealth of
Pennsylvania, and by the U.S. Small Business
Administration
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The Wharton SBDC

• The Wharton SBDC assists high potential
  entrepreneurs to build their businesses by
  developing and providing frameworks that
  facilitate data-driven decisions
• Our Mission is to accelerate economic growth,
  promote entrepreneurship, and enhance the
  educational experience of students at the Wharton
  School

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The Team
Dr. M. Therese Flaherty SBDC Director Dr.
Flaherty has 25 years of experience as a
professor at Wharton, Harvard, and Stanford. She
led the international and professional expansion
of Whartons Global Consulting Practicum and has
research interests in operations and the
application of economics and IT.
Prof. Eric T. Bradlow SBDC Academic Advisor Prof.
Bradlow is the K.P. Chao Professor of Marketing,
Statistics, and Education. He is renowned for
his expertise in marketing research methods,
statistics, branding, and e-commerce. He has
been awarded the Excellence in Teaching Award at
the Graduate and Undergraduate levels.
Leslie E. Mitts SBDC Managing Practice
Leader Leslie Mitts graduated from the Wharton
MBA program in 1990. She is a former consultant,
venture capitalist, and entrepreneur with
expertise in the information technology industry.
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The Team
Linda K. Gilbert Administration
Samuel J Reeves Business Development
Tom F. Boland Coordinator
Marina Hervy WG 06
Second Year Consultants
Gregory Friedman
Scott Hilyer
Grant Allen
Rajan Singh
Jun Shin
Johannes Weber
Cheryl Uynicky
Santiago Bruno
Boris Katsnelson
Laurence Spector
Joseph Herger
Leila Berkeley
Michele Cheowtirakul
Shin Chuang
Andrada Ispas
Michael Broom
Rodney Leger
Gerrit Webbink
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Our Clients and Practice Areas

• We work with a range of clients
• Locally-focused small businesses such as jewelry
  stores and IT Consultants
• Multi-million dollar, family-owned operating
  businesses
• Venture-backed technology-based businesses
• We have Three main practice areas
• Strategic Execution
• Strategic Regeneration
• Strategic Innovation

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Our Clients
Stage at Which the Entrepreneur is Executing
Maturity
Decline Re-Generation
Nature of Business
Growth
First Steps and Strategic Business Planning
Classes and Consulting
Startup
SBDC and the Business Life Cycle
Strategic InnovationConsulting Practice
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Opportunity for New Senior Consultants

• Consultants are encouraged to experience a full
  range of consulting projects -- typically from
  2-4 cases -- over the course of a semester.
• During these projects, consultants will have the
  opportunity to
• Apply research and analytic frameworks relating
  to strategy competitive analysis, marketing,
  finance, and operations to the real-world
  challenges entrepreneurial businesses face
• Learn to effectively link the strategic and the
  tactical elements of a consulting engagement
• Make an economic and measurable difference in the
  Philadelphia business community
• And be expected to
• Express a genuine desire and willingness to make
  a contribution to our client entrepreneurs
• Bring a commitment to the conscientious
  fulfillment of required case deliverables and to
  producing excellent work

During their second year, select MBA consultants
act as leaders and mentors in the Wharton SBDC
organization
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IT Structure for Supporting Excellence in
Deliverables
Provides Key Dates Deliverables Tracks to
Required Project Deliverables
Templates of Required Deliverables Also Available
Within Each Case
Link to Case-Specific Tools
(High Growth)
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Diagnosis Support for Excellence in Deliverables
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Other Special Opportunities

• Consulting with Venture Capital Firms
• Strategic planning and operational
  analysis/optimization within portfolio companies
  ranging from 15m to 3b in valuation
• Deal screening with recommendations for new
  investments
• Analysis of investment selection process with
  recommendations for new areas of emphasis and
  capital deployment strategy
• Internal Projects to Develop the Organization and
  Take Leadership
• Templates for Consulting and of Best Practices
• Outreach to Experts
• Case Writing

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Timeline

• Application Process
• Submission of Applications 5pm, August 25
• Interview Notification August 29
• Interviews September 6-8
• Consultant Selection September 14
• Case Work and Training
• Introductory Training September 15-16 (full
  days)
• Clients Assigned September 18
• Client Meetings Begin September 25
• Client Relationship Mgmt Training September 27
• Entrepreneurial Accounting Training October 4
• Marketing Research Training October 18

730am 850am
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How to Apply

• Submission of Applications 5pm, August 25
• Email Cover Letter and resume to SBDC
  Coordinator Tom Boland at mail_at_sbdc.wharton.upenn.
  edu.
• Cover letter should include
• Describe how this experience will enhance your
  professional and educational development
• Describe the tools and experiences you have that
  would allow you to excel as a consultant
  supporting entrepreneurial growth
• Confirm commitment of 10 hours/week during the
  semester plus attendance at all training sessions
• Interview Notification August 29
• Interviews September 6-8

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Criteria for New Consultants

• We will employ 30-35 MBA candidates in 2006-07
• As many as 20 will be 1st Year MBAs

• Successful consultants are
• Intellectual leaders able to dig in and analyze
  company, competitive, and market data
• Entrepreneurial thinkers with experience in
  structuring ambiguity
• Creative and innovative individuals with good
  process and team-building skills able to develop
  action steps linked to sustainable change
• Our team will consist of individuals with
  previous experience from many different fields
• Accounting - Operations
• Entrepreneurship - Public Policy
• Finance - Sales
• Management - Strategy
• Marketing

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High-Growth Strategic Innovation Client Safend
Inc. Dor Skuler, VP Business Development
Consultant Jun Shin Wharton MBA Candidate 07

• Whartons SBDC helped Safend understand the
  underlying assumptions for a new product line
  including understanding the target market,
  distribution channels, pricing and price
  sensitivity, and the optimum market entry
  strategy.
• Wharton SBDC gave us the evidence the
  outsiders view -- and caused us to put structure
  and an actual plan around our thoughts for a new
  product. They played the part of a trustworthy
  third party in challenging assumptions and adding
  integrity into our plan.
• The quality of the work which Safend absolutely
  plans on sharing with third parties adds a high
  level of credibility around Safends plans with
  this product, and significantly raises the
  companys potential in finding third parties for
  this product.
• Instead of Safend saying this is a good idea,
  and this is market entry strategy, we now have a
  systematic research and analysis around the
  recommendations, which helps the partner we are
  trying to enlist as well as investors for our
  third round of capital.

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Consultant Scott Hillyer Wharton MBA Candidate 07
Consultant Joe Herger Wharton MBA Candidate 07
High-Growth Strategic Innovation Client Osage
Ventures, L.P. Robert Adelson, President
Joe Herger and Scott Hillyer did a tremendous
job during their summer 2006 work at Osage
Ventures.  They brought energy, maturity and
sound judgment to their primary responsibility,
vetting new venture opportunities.  They also
helped diligence several companies, one of which
we recently invested in.  Overall, we were
impressed with their ability to be very
productive and make valuable contributions to the
fund with minimal supervision and up front
training.