mason.wm.edu (757) 221-4100

Second Year Experience Day

Welcome Class of 2019!

mason.wm.edu (757) 221-4100

Professor David Murray

Supply Chain Management &

Business Analytics CAM

Supply Chain Management &

Business Analytics CAM

2018

David Murray

Course Themes

• Business Analytics

• Continuation of the material developed in Data

Science for Managers elective

• Deeper into R

• Deeper into Machine Learning Algorithms

• Supply Chain Management (SCM)

• How they work

• How to design them

• How to operate them (site visits)

• How to use analytics to improve their operation

Business Analytics Topics

• More sophisticated topics in R

• Control structures (loops, conditional statements)

• Regular expressions

• The apply family of functions

• Additional Machine Learning Algorithms

• Cross Validation

• Subset Selection and Shrinkage

• Step Functions, Basis Functions and Smoothing Splines

• Principal Component Analysis

• Maximal Margin Classifiers

• Support Vector Machines

Supply Chain Management Topics

• Advanced Inventory Management• Single and Multi-echelon Inventory Policies

• Little's Law, EOQ (deterministic)

• Newsvendor, Base Stock and Echelon Stock

Policies (in a stochastic setting)

• Sales and Operations Planning (S&OP)

• Risk Pooling and Postponement

• Manufacturing and Distribution Policies

• Supply Chain Design

Typical Course Trips

• Port terminal visits

• Wal-Mart's global supply chain

• Cross-Docking Facility

• Import Distribution Center

• Regional Distribution Center

• Retail Supercenter

• Amazon Fulfillment Center(s)

• STIHL

• Other trips

• Royal Caribbean

• Continental Manufacturing

Course Trips

Course Trips

Course Trips

Course Trips

Course Trips

Course Trips

• xxx

Course Trips

Course Trips

Course Trips

Course Trips

Course Trips

Course Trips

Class Activities

• Lectures/cases/class discussions

• A book called "The Goal" is required reading

• Computer games/simulations

• We'll build on the "Beer Game" experience

with several plays of a computer-based

(competitive) supply chain game to build

intuition and exercise the various inventory

policies we have discussed.

• Trip Discussions

Summary

• Applied

• Experience supply chain operations first-hand

and talk with experienced operations staff

working in some of the largest and most

respected Manufacturing and Distributions

organizations in the world.

• Analytical

• Develop analytics skills and data analysis

techniques to design and operate supply chains

more efficiently.

Who Should Take This Course?

• Students preparing for careers in • Business Analytics

• This is a required course for the Concentration in Business Analytics

• Supply Chain Management

• Consulting• Internal or external

• Marketing• Inter-firm collaborative processes, CRM, forecasting

• Finance• How to recognize/characterize firms that have the

potential to create sustainable value

• Upper-level corporate managerial positions in other disciplines

B2B Career Acceleration Module

April 2016

How to Successfully Sell and MarketProducts and Services in a B2B Marketplace

Ron HessKeith Sullivan

Sientra, Inc., Board Member

Zeltiq AestheticsChief Commercial Officer &President NA

Medicis Pharmaceuticals

Reliant Technologies

Business-2-Business Marketing

Exchange of goods, services, and ideas….

between or among firms.

The Customer in aB2B Environment

THE CENTRALFOCUS……

ALWAYS……NO EXCEPTIONS.

AND THE KEY ISSUE…

UNDERSTANDING FIRM BUYING BEHAVIOR

Some B2B “Heavy-weights”

Lockheed Martin Corporation

Anyone interested in …

Marketing field in generalSupply chain interestsTechnologyBusiness ServicesSelling/sales managementStrong job opportunity

What you will gain from B2B course:

Appreciation for the B2B market environment and its unique characteristics.

Understanding of B2B marketing fundamentals (makes you a better marketer and a better hire).

Enhance your ability to tackle real-world problems that companies experience.

Similar to the types of activities you will be asked to perform early in your careers.

Teaching Techniques:

Lectures, Discussion, Guest lectures, HBR case discussions, Case Exam, Visits to local and regional companies, CAM trip to IBM, Cisco, RedHat, Lenovo and others, Semester-long “Live” case, Presentations of problem/case solutions.

B2B CAM Week-By-Week Overview:

Week 4

SalesForceMgt.

Issues

Week 6

Pricing &Other

Ways toThe

Customer

Week 1PositioningStatement /MarketingStrategy/Live Case

Week 3

MarketingAutomation

and CRM

Week 2

Promotion /Filling the

SalesFunnelIn B2B

Week 7

CustomerSatisfaction

CLV

Week 8

FinalforLiveCase

Week 5

CompanyVisits

Expanded Topics Planned for 2018:

Additional or enhanced content on: Generation of Leads (more), Social Media in B2B, Marketing automation (more how to), Other uses of marketing technologies, Pricing (“with little differentiation”) Managing Customer Conflict, Managing Channel Partners

mason.wm.edu (757) 221-4100

Professor John Strong

Corporate Finance CAM & Finance Specialization

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CAM

• Corporate Finance • Cases, simulations• Training the Street• Joint JD/MBA Acquisition Simulation• Guest speakers• Study visits• Executive immersion program

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Finance Specialization

• 11 credits • Corporate finance; investment management• CFA• First year: Advanced Financial Management (2)• CAM (6 cr.)• Batten Fund (4.5 cr.)

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Finance Specialization

• Investment Mgmt: Equities (1.5 cr.) B• Investment Mgmt: Fixed Income (1.5 cr.) C• International Finance I (1.5 cr.) C• International Finance II (1.5 cr.) D-----------------------------------------------------• Entrepreneurial Finance (3 cr)*• Driving Org’l Performance (3 cr)**• Financial Statement Analysis (3 cr)**

mason.wm.edu (757) 221-4100

Professor Scott Swan

Marketing Specialization

THANK YOU!

THANK YOU!

The goal

THANK YOU!

THANK YOU!What is being sold?

What is being sold? ...and how did Starbucks arrive here?

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Is Marketing for you?

• Job satisfaction is very high:

– a) interesting, important work, – b) variety of jobs and skills, – c) good pay

Peter Drucker

• Marketing serves as the voice of the customer

• Leader in creating value

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Variety of jobs

Marketing manager Market analyst Brand manager Sales representative Public relations coordinator/mgr Advertising and event promoter Social media manager Account manager Search engine optimization

specialist Email marketing manager Web content writer

Web producer Product manager Pricing analyst Logistics / distribution Market research analyst Media buyer Meeting, convention, and event

planners Chief marketing officer Promotions manager Design thinking facilitator

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Variety of Skil ls

Creativity Strong communication skills Teamwork Intuitive understanding of consumer culture Firm grasp on economic theory

Analyze complex data and transform it into accessible and appealing ideas that can be used to reach and influence consumers. Ambiguity, complexity, and options

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Pay• The Bureau of Labor Statistics (BLS) predicts

steady job growth in marketing industry professions.

• Marketing manager positions are expected to increase by 13% through 2022 (digital even higher)

• Starting salaries are $50,000 - $135,000. Most marketing managers earned an average annual salary of $137,400 ($195,000 for CMO).

Varies by position, industry, experience, geography, etc

For Specialization in Marketing? 12 credits total

1st year session D elective “Marketing Research” course required (pre-requisite for taking the CAM in Session A of Year 2)

6 credits of B2B CAM6 credits of electives

Traditional Marketing 1 course required:Product Mgt (3 cr)Marketing Strategy (3 cr)Digital Marketing (3 cr)Cust Exp Mgt (3 cr)

Also would count one of the following courses:Corp Finance (3 cr)Negotiation (3 cr)Planned Change (3 cr)Design Thinking (3 cr)Database Mgt (3 cr)Advanced Modeling (3 cr)

It’s not just a cup of coffee...

The Marketing Area has been rated as one of the top teaching programs in the country multiple times.

– we take pride in our focus on teaching and look forward to sharing the classroom with you.

mason.wm.edu (757) 221-4100

Professor Jim Bradley

Healthcare & Business Analytics Specializations

mason.wm.edu (757) 221-4100

Break

mason.wm.edu (757) 221-4100

Professor David Long

Consulting Specialization

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Management Consult ing• Management consultants provide strategy and

advisory services to improve performance and to solve business problems. – one of the fastest growing business sectors

worldwide and a very popular career choice for business school and other graduates

mason.wm.edu (757) 221-4100 34

Consult ing Specialization

• Prepares students for a variety of consulting practices• Gives students the skills essential to perform

effectively in a consulting firm

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Program

1st Year Courses• Strategy -> the core of expert advice• Management Consulting “Skills” -> the everyday

skills needed to be successful.

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Management Consult ing Skil ls

• This course was designed and is being co-taught and/or led by hand-picked alumni who are in the field, serving as management consultants.

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Skil ls - sample

Building relationships Facilitating a meeting Managing conflict Data analysis Communicating with impact Working with teams Conducting interviews Project management Working with clients

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Program

1st Year Courses• Strategy• Management Consulting “Skills”2nd Year Courses• Any CAM Q1• Managing Change Q2• Electives of your choice (3 credits)

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Program

Electives (3 credits)• Human Resource Management (OB)• Managing Project Teams (OB)• Design Thinking (Entrepreneurship)• Field Consultancy• Project Management (Ops)• Lean Six Sigma (Ops)• Driving Performance (Accounting)

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Consult ing SpecializationHope to see you in class!!!

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Thank you

mason.wm.edu (757) 221-4100

Phil HeavilinExecutive Director, Graduate Career Management Center

Graduate Career Management Center

mason.wm.edu (757) 221-4100

Career ManagementMBA 2nd Year

Wednesday, March 21, 2018

mason.wm.edu (757) 221-4100 44

P lease complete our onl ine appl icat ion…

Photo: https://beinspiredchannel.com/frustrated-frustration/

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Internship Update - Offers

Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul2018 Offers 1 4 0 1 0 4 6 11 18 16 7 12019 Offers 1 1 3 4 7 4 8 8 0 0 0 0

0

2

4

6

8

10

12

14

16

18

202018 to 2019 MBA Internship Offers

39.1%

38.7%

0.0% 20.0% 40.0% 60.0% 80.0% 100.0%

2018 Offers

2019 Offers

2018 to 2019 MBA Internship Offers YTD %

During the months of March through May 2017 there were 45 offers or 65.2% of all offers were in this time period.

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Internship Update - Acceptances

Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul2018 Accepted 0 1 3 1 0 2 7 11 17 19 7 12019 Accepted 1 0 2 2 4 4 8 7 0 0 0 0

0

2

4

6

8

10

12

14

16

18

20

2018 to 2019 MBA Internship Acceptances

During the months of March through May 2017 there were 47 acceptances or 68.1% of all acceptances were in this time period.

36.2%

30.1%

0.0% 20.0% 40.0% 60.0% 80.0% 100.0%

2018 Accepted

2019 Accepted

2018 to 2019 MBA Internship Acceptances YTD %

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Full-t ime Job Search - Offers

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

80.0%

90.0%

100.0%

Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep

Offers Pacing (2018) vs Last Year (2017)

Full Time MBA 2018 Offers Full Time MBA 2017 Offers

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Ful l - t ime Job Search - Acceptances

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

80.0%

90.0%

Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep

Acceptance Pacing (2018) vs Last Year (2017)

Full Time MBA 2018 Acceptances Full Time MBA 2017 Acceptances

mason.wm.edu (757) 221-4100 49

Session D Career Events

• Core Sessions:– Deloitte Diversity & Inclusion Event, March 30– “Just in Time” Employer Networking Event, April 4

• Supplemental Sessions:– Ursula Burns Keynote, March 23– Case Interview Session with Janeen Shaffer, March 28– Etiquette Dinner, April 24– Tool Time, March 30 & April 13

• Event details & RSVP in MASONlink• Coaches Meetings• Wrap-up Outstanding Assignments

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Fall Career Fairs/Expos

• National Black, September 26-28, Detroit• Grace Hopper, September 26-28, Houston• Prospanica, September 12-14, Milwaukee• Reaching Out MBA, October 4-6, Minneapolis• MBA Veterans, October 11-12, Chicago• Meet the Firms, September 14, Miller Hall• W&M Career & Internship Fair, September 21, Sadler

Center• National Association of Women MBAs, February 28-

March 2, 2019, Philadelphia

mason.wm.edu (757) 221-4100 51

Questions?

Image: http://lifetime-fm.com/wp-content/uploads/2014/01/achievement.jpg

mason.wm.edu (757) 221-4100

Terry ShannonExecutive Director of the Executive Partner Program

Field Consultancy Overview

mason.wm.edu (757) 221-4100

FIELD CONSULTANCY PROGRAMS e c o n d Ye a r O r i e n t a t i o n - 3

March 21, 2018

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FIELD CONSULTANCY

• Session “B”

• 3 credit hour course

• Can take only one other course

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LEARNING OBJECTIVESGain knowledge and understanding of all aspects of Consulting and Project Management, to include:

• Assigning team member roles and responsibilities

• Defining project and deliverables

• Creating, managing and adhering to your Work Plan

• Monitoring progress against project milestones and deliverables

• Determining the types and sources of data required to solve the client’s problem and meet deliverables

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LEARNING OBJECTIVESGain knowledge and understanding of all aspects of Project Management, to include:

• Managing client relationship and expectations

• Effective communications

• Acquiring and analyzing data, and determining logical conclusions, consequences and tradeoffs

• Making recommendations from fact-based data analysis

• Developing an implementable execution plan

• Making presentations and a formal written report

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FIELD CONSULTANCY 2018 CHANGES

• Smaller Teams

• Shorter time frame to complete

–October to December - 7 weeks

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CLIENTS 2017Publicly/privately held, and not-for-profit companies

Company Location Industry Project Area

1 American Woodmark Winchester, VA Mfg Cabinetes Lowes/Home Depot New market

2 Cox Business Norfolk, VA Communications Pricing/Service offerings

3 Ferguson Wmsbg, VA Supplier of plumbing good, B2B/B2C New product offerings

4 HCA Healthcare Richmond VA Healthcare Improve service usage

5 Hospice House Wmsbg, VA Hospice services Awareness & fund raising

6 Lackey Clinic York, VA Healthcare Cost/value to community

7 Liebherr -Germany Newport News , VA Mining equipment Forecasting & product

development

8 Riverside Wmsbg, VA Healthcare- Cancer Foundation Awareness & fund raising

9 Sentara Wmsbg, VA Hospital/healthcare Dev. & launch a new community program

10 VA. Distillers Assoc. Richmond, VA Alcoholic Beverages Determine value to state

of Va

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STUDENT PROJECT ASSIGNMENTS

• Based on final client commitments student preferences will be taken under consideration

• Team members are assigned based on balancing knowledge, gender, nationality and team size

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CFC TIMETABLEOct 1 -Finalize Clients; projects sent to Fac, EPs, students

Wk of 10/29 -1st week of Class - Student Orientation Meeting

Wk of 11/5 -Initial meeting with client completed-Team to obtain client's signed approval of Project Definition & Work Plan

Oct-Nov -Teams work on their Work Plans; weekly client communications

By Nov 16 -Interim client presentation completed

Nov-Dec -Teams continue work based on interim presentation feedback and individual team assignments

-Begin work on Final Report/Presentation to Client

By Dec 19 -Final Report and Presentation delivered to Client

mason.wm.edu (757) 221-4100 61

CORPORATE FIELD CONSULTANCY PROGRAM

mason.wm.edu (757) 221-4100

Professor Graham Henshaw

Innovation and Entrepreneurship Specialization &

Entrepreneurship Launchpad

mason.wm.edu (757) 221-4100

Innovation & Entrepreneurship

Specialization

Your plan

Reality

mason.wm.edu (757) 221-4100 65

Who should take this specialization - quiz

- Do you want to enhance your ability to identify new opportunities? (Y/N)

- Do you want to develop skills used to creatively and iteratively generate breakthrough solutions? (Y/N)

- Might your future job involve defining and solving ambiguous problems? (Y/N)

Bonus: Which group have I avoided mentioning taking this course or specialization?

mason.wm.edu (757) 221-4100

Skills MindsetOpportunity Discovery

Failing wisely

Improvisation

Collaboration

Openness to risk

Tolerance for ambiguity

Grit

Self-direction

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Year 1, Term 4:Introduction to Innovation & Entrepreneurship - 2 credits *

Year 2, Term 2:Design Thinking - 3 credits *

Year 2, Term 3:Entrepreneurial Ventures - 3 credits *

Year 2, Term 4: (TAKE ONE)Financing Entrepreneurial Ventures - 3 creditsLaunchpad - 3 credits

* required

mason.wm.edu (757) 221-4100

Carlane PittmanDirector, MBA Programs

Second Year MBA Requirements

Michele MitchellAssociate Director, MBA

Programs

mason.wm.edu (757) 221-4100

Overview of Specializations & Process

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What You Need to Know About Your Degree

• MBA – General Management

• Diploma: Masters of Business Administration

• Transcript: Lists Specialization

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Academic Resources Reminder

• Degree Evaluation: Degree Works: degreeworks.wm.edu• Academic Links and Forms: mason.wm.edu/mymba

– Academic Calendar– Course Request Forms

• Registration and Grades: Banner on my.wm.edu• Course Information: blackboard.wm.edu• Curricular Practical Training (CPT) for F1 or J1 students: iStart• Research: McLeod Business Library• Course Descriptions – my.wm.edu (select the Banner icon)All information for this session will be available during the week of March 26 on myMBAunder the Class of 2019 Degree Requirements.

mason.wm.edu (757) 221-4100 72

Beta Gamma Sigma• International Honor Society in Business

(similar to Phi Beta Kappa)

• Top 20% of graduating students of each class FTMBA

year are invited for membership in the spring of the second year.

• If you become a member, the honor will appear on your transcript.

• More information can be found here: https://www.betagammasigma.org/

mason.wm.edu (757) 221-4100 73

Graduate Assistantships• Graduate Assistantship (GA) information (two categories) –

– Guaranteed through Admissions

– General – Open to all other students

– Minimum GPA 3.0 required

• Complete application by April 15

– Application will be sent via email

• Types of Graduate Assistantships

– Research

– Teaching – support of the classroom

– Administrative

• Students will be informed of GA assignments in the summer once final grades are determined

mason.wm.edu (757) 221-4100 74

Curricular Practical Training (CPT)

When you receive an offer:(Eligibility - 2 consecutive semesters):

– iStart (istart.wm.edu)

– Email a copy of offer letter to mba.program@mason.wm.edu

– Contact Michele or Carlane to discuss position

– Once approved you will be registered for BUAD 6001, Internship

Issues (1 credit). This course does not count towards graduation

requirements

mason.wm.edu (757) 221-4100 75

Second Year Curriculum(Minimum 26 credi t hours)

Joint Degree Students (JD/MBA, MBA/MPP, MBA/MAEd)Total of 15 credits after completion of first year requirements

Fall 2018

Winter Break

Spring 2019

Session A Sprint Session B Session C Sprint Session D

Career Acceleration

Module (6 hours)

SPRINT(1 hour)

Second Year

Electives (6 hours)

Second Year

Electives (6 hours)

SPRINT(1 hour)

Second Year

Electives (6 hours)

13 hours 13 hours

mason.wm.edu (757) 221-4100 76

Career Acceleration Modules (CAMs)

• Intensive career related courses• One CAM is required in session A

– Business Analytics & Supply Chain Management– Corporate Finance– B2B Marketing

mason.wm.edu (757) 221-4100 77

Fall 2018 ScheduleField Consultancy:• Session B

Global Business Immersion(international trips):• Winter or Spring Break• Information Sessions:

Fall 2018

Peninsula Center Classes• Newport News Campus• Option of taking one course • Designed for Flex Students• Registration for Fall: August 15

mason.wm.edu (757) 221-4100 78

Spring 2019 ScheduleElectives (18 credits)

• View Fall 2018 electives in Banner (Spring 2019 will be available in Oct. 18)

• Global Business Immersion (1.5 credits)

• Cross listed courses with Law or Public Policy• With Program approval. Application on myMBA. Schedule meeting with advisor prior

to applying.

• Independent Study (1.5 or 3 credits – application on myMBA)

• Courses at the Peninsula Center (Newport News)

• Other elective options (not for Graduate Credit)• Audited courses (do not count towards degree)

• Undergraduate courses (do not count towards degree)The full-time MBA Program requires students to be registered

for a minimum of 9 credit hours each semester.

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Specializations

• Enhances your career path

• Not Required

• Advising: Michele or Carlane

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Six Specializations1. Business Analytics

2. Consulting

3. Innovation & Entrepreneurship

4. Finance

5. Healthcare

6. Marketing

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Selecting Your Specializations and CAMs

You will be sent an email with your CAM assignment and instructions for registration

NoSpecializing?Yes

Automatically Placed in

Required CAM

Rank Order CAM Choices

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CAM & Specialization Selection Process

• Survey – Due April 18

– Specialization

– CAM choice

• Advising

– Email will be sent to sign up for advising –

– Michele - https://calendly.com/mrmit2

– Carlane - https://calendly.com/carlanepittman

• Self Registration of CAM & Elective Courses

mason.wm.edu (757) 221-4100 83

Innovation & Entrepreneurship Specialization Sample

Total Credit Hours Required: 11• Required Courses

– BUAD 6951 Introduction to Innovation & Entrepreneurship (2 credits)

– BUAD 6851 Design Thinking (3 credits)– BUAD 6861 Entrepreneurial Ventures (3 credits)

• Pick 1 of the following courses– BUAD 6891 Launchpad (3) Pre req: BUAD 6861– BUAD 6881 Financing Entrepreneurial Ventures (3 credits)

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Reminders• Run a degree evaluation through Degree Works

on my.wm.edu.

• Academic Advising

– Information will be sent shortly via email to set up individual

appointments. Dual degree students are strongly encouraged to meet

with an advisor before selecting second year courses

• Complete CAM & Elective survey by April 18

• CPT: International student requirement for internship

– Please contact academic advisors for additional assistance

mason.wm.edu (757) 221-4100 85

Important Upcoming Dates

2018

• March 30th – Mason Idol

• April 13th – MBA Awards Ceremony Survey

• April 26th – MBA Awards Ceremony

– 12:00-2:00pm in Brinkley Commons

• May 12th – Graduation/Commencement

for the Class of 2018

2019

• August 20th – 24th Orientation for MBA

Class of 2020

• August 27th – First Day of Fall Classes

• August 29th – Mandatory Re-Orientation

for Second Years

• January 14th – First Day of Spring

• May 11th - Graduation

mason.wm.edu (757) 221-4100

Questions?

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Thank you