School of Business

BUS - 227, New Business Development

CRN #14391, Winter, 2023

Important - - Classes begin: January 09, 2023

dates - - Classes end: April 07, 2023
- - Examination period:
Mid-Term Week: February 20 – February 24, 2023
Final Exam: April 10 – April 21, 2023

- - Holidays:
January 26, 2023 – Republic Day (Thursday)
March 08, 2023 – Holi (Wednesday)
April 07, 2023 – Good Friday (Friday)

Faculty Name MANISH SHARMA Office: Visiting Faculty room, Block B

Contact manish.sharma@ufv.ca

Phone: +91-9815482603

Office hours One hour after every scheduled class

Prerequisite(s BUS 120, (BUS 160 or CIS 110), (BUS 144 or BUS 145), BUS 249 (formerly BUS
) 149 and BUS 162), and CMNS 125.

Calendar A comprehensive course in how to establish a small business. Topics include buying a
description business, franchises, starting your own business, sources of financing, forms of
business, determining location, and the management strategies of marketing, finance,
production, inventory control, and human resources. This course concludes with the
development of a business plan.

Learning Upon successful completion of this course, students will be able to:
outcomes LO 1. Assess personal readiness for entrepreneurship;
LO 2. Develop a personal plan to acquire the necessary knowledge and skills for business
development;

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 LO 3. Recognize different business structures;
LO 4. Distinguish the role each type of business plays in the economic landscape;
LO 5. Evaluate distinct business opportunities in the context of globalization;
LO 6. Determine appropriate business and promotional strategies for developing a
sustainable competitive advantage;
LO 7. Describe operations management and human capital pool requirements;
LO 8. Define financing requirements and identify sources of funding;
LO 9. Develop a comprehensive business plan.

Required Textbooks, website, manuals, programs/software

resources Entrepreneurship: Successfully Launching New Ventures, 6/e Paperback – by R.
Duane Ireland Bruce R. Barringer (Author)

If you require a calculator include the following:

 A calculator approved by the School of Business.
For a list of approved models please see: https://www.ufv.ca/business/handbook/

Supplemental Think like an Entrepreneur, Act like a CEO –Beverly E. Jones – Mandatory
resources Non-required reading/resource list, papers on library reserve, websites

Methods of Grades will be allocated on the following basis

evaluation Class participation & attendance* (Individual) 10%
Business Plan (Team) – 20%
Group projects - Entrepreneurship profile (Team) 20%
Midterm Exam (Written) 25%
Final Exam (Written) 25 %
*Instructor is free to develop any individual assignment that consists of weekly
quizzes, roleplay activities or case studies. 

Very Important:

In calculating final grades, any assignments, group or partner project grades will
only be considered if the student has an overall passing grade in exams minimum
50 % (e.g. midterm, final exam). This means students cannot pass the course on
the basis of group work or homework. Students must pass individual exams before
any group or partner grades are even considered.
You must retain a copy of each submitted assignment and all working files
(including, but not limited to, draft versions of your assignments, articles cited,
interview transcripts, surveys) until you have received your final grade for the whole
course.

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 By submitting an assignment, you are making a declaration of intellectual integrity.
You are declaring that the work submitted is your own and complies with all
regulations stated in the Academic Misconduct section in this syllabus as well as
UFV Policy 70. You are also agreeing to allow your work to be compared against
the work of others, including the use of plagiarism detection software, to detect
plagiarism.

References Written assignments must use the current APA style of referencing. See also
guidelines from the Academic Success Centre.

English Assignments must be free of spelling, punctuation, and grammatical errors.

standards Assignments containing such errors will be penalized (i.e. mark deductions up to
20%).

Grading scale Grades will be assigned according to the following scale.

Grade Percent equivalent Grade point value

A+ 90 – 100 4.33
A 85 – 89 4.0
A- 80 – 84 3.67
B+ 77 – 79 3.33
B 73 – 76 3.0
B- 70 – 72 2.67
C+ 67 – 69 2.33
C 63 – 66 2.0
C- 60 – 62 1.67
D 50 – 59 1.0
F < 50 (fail) 0.0
FD 0 0.0

Standard percentage equivalencies are used to determine the final letter grade. The
final percentage will be rounded to the nearest integer, using standard
mathematical practice (i.e. if the first digit after the decimal place is 5 or higher,
rounding is to the next higher integer) before converting to a letter grade.

An FD grade denotes a fail due to academic discipline and is included in the GPA
calculation. Rules for assigning an FD grade are found in the Procedures and
Regulations document of Policy 70: Academic Misconduct. The FD grade is
changed to an F on the transcript after a period of 12 months provided the student
successfully completes a workshop on Academic Integrity through the Academic

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 Success Centre, and commits no further violations during the 12-month period.
Otherwise, the FD remains. Once an FD grade is converted to an F, it is subject to
the same regulations as any other F grade a student receives.

Academic Academic misconduct includes, but is not limited to, giving and receiving
misconduct information during any test or exam, using unauthorized sources of information
during any test; plagiarizing; fabrication, cheating, and, misrepresenting the work of
another person as your own, facilitation of academic misconduct, and under certain
conditions, non-attendance.

Plagiarism will not be tolerated. You must reference your work and acknowledge
sources with in-text citations and a complete list of references. This includes direct
and indirect quotes, diagrams, charts, figures, pictures, and written material.

Students are not permitted to use Google templates for PowerPoint presentations;
they must create their own original slides.
The use of UFV based platforms such as Blackboard is encouraged to use to
communicate; non UFV platforms such as Snapchat are discouraged.

For group projects, the responsibility for academic integrity, which can result in
academic misconduct and its resulting penalties, rests with each person in the
group and sanctions would be borne by each member.

For more information see UFV Policy 70 on Student Academic Misconduct. Also
watch the videos at www.ufv.ca/ai/faculty-resources/promoting-academic-integrity-,
www.ufv.ca/asc/academic-integrity-matters, and www.ufv-aim.ca.

Student Students are required to conduct their behaviour in a mature and responsible
conduct manner, consistent with the University mission, policies, procedures and
regulations. Students will be held accountable for their actions whether acting alone
or in a group. Students should familiarize themselves with UFV Policy 204.

Examination Examinations must be written at the scheduled, time, date, and location. The final
policy examination period includes Saturdays.

Writing the final examination at a time other than the one in the posted examination
schedule will only be permitted when a student has a direct conflict between two
scheduled examinations. Two exams on a single day is not considered a valid
reason for moving an exam. Students must notify the affected instructors of a
conflict by the end of Week 9 of the class. Exams may be scheduled at a time or
day of the week different from the class meeting time. You must adjust your

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 schedule accordingly.
Only severe extenuating circumstances (such as serious documented illness) will
be accepted as a reason for not writing an exam as scheduled. In this case, the
instructor must be notified by the student at the earliest possible opportunity, and a
doctor's certificate must be provided. The instructor will establish the alternate date
and location for the make-up exam.

Any travel plans need to be made for dates after the scheduled exam period which
is published well in advance in the UFV Calendar Schedule of Events.

No electronic devices (other than calculators, if required) will be allowed. Where

calculators are allowed, the professor reserves the right to clear the calculator’s
memory.

All papers, mobile phones, books, bags, and outer garments must be placed at the
front of the class or under the desk as specified by the instructor.

Assignments Class Participation (5%) + Attendance (5%) = (10% Weightage): 

Students are expected to attend all classes and are expected to actively participate
in all in-class activities. Students found to be not making a reasonable effort to
complete the in-class activities will forfeit their class participation grade for the day. 
In every class except 1st & 7th every student need to submit synopsis and key
learnings (Hand written) of a supplementary recommended book before the start
of the class. Fail to do so, your marks will be deducted in class participation and you
may not be allowed to attend the class on that particular day.

Group Project – 20% Weightage

There will be 4 Group Projects each carrying 5% weightage. Mode of submission
will be power point presentations. Detailed outline of every assignment will be
shared with the students while giving them the assignment.
Grading for the Business Plan presentation will be done on the following
parameters:
2 marks for timely submission, 8 marks for presentation skills (Professional dressing
2 + Communication 6), 10 marks for the content and 5 marks for individual
contribution. Each team presentation should be limited to 10 minutes. All team
members are expected to contribute in the preparation of the written report and the
delivery of the presentation. 
Date and time of submission will be IST. Submission date will not be rescheduled
for any student except medical reasons or extenuating circumstances. In case of
medical reasons, submission of medical prescription by registered medical
practitioner is mandatory.

DEADLINES

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Assignments must be submitted on time (IST) on the due date. Late assignments
will not be accepted except under extreme extenuating circumstances (documented
illness) and will receive a “0” grade). However maximum 24 hours of grace period
will be allowed for assignment submission with 10% deduction in marks /
weightage, beyond 24 hours ZERO grades will be awarded.

Business Plan (20% Weightage)- Team

Team of FOUR (4) students will be formed and each team need to submit their
BUSINESS PLAN in 4 parts (as per the course schedule) in front of a panel which
will be decided by the teaching faculty.
Grading for the Business Plan presentation will be done on the following
parameters:
2 marks for timely submission, 8 marks for presentation skills (Professional dressing
2 + Communication 6), 10 marks for the content and 5 marks for individual
contribution. Each team presentation should be limited to 10 minutes. All team
members are expected to contribute for the preparation of the written report and the
delivery of the presentation. Presentation 1, 2 & 3 will carry 4 % weightage each,
and Presentation 4 will carry 8% weightage (4+4+4+8 = Total 20 %)
Preparing the BUSINESS PLAN is an important learning outcome for this course.
Social loafing by team members WILL NOT be tolerated. If you have a team
member that is not doing their fair share of the work, you have two options:1)
request individual grading or 2) fire the team member. Fired team members will not
meet the team learning outcome requirements of the course and therefore, they will
be removed from the class by the instructor 
In every presentation, marks will be awarded to every team member on individual
basis. After every group presentation, panel of ANGEL INVESTORS will do paper
investment (No real investment) in your business idea.
The TOP 3 groups which will fetch highest investment will get BONUS 10% marks
as a group (10 % of cumulative marks secured in their FOUR business plan
presentations).
The decision of the panel members will be final.
Final submission of the BUSINESS PLAN (outline attached at the end) should be a
hard copy with spiral binding. One copy for each group

Mid-term written exams – 25% weightage

There will be a mid-term written examination; In the written examination syllabus till
6th session will be covered. The question paper will be of 50 marks consisting of 3
sections. Section A will be of 10 marks, consisting of 10 questions (Multiple choice)
- 1 mark each, Section B will be of 20 marks, consisting of 10 questions (short
answer questions) - 2 marks each, Section C will be of 20 marks, consist of 4 Long
answer questions - 5 marks each. Allocated time will be 2 Hours. Absence (except
sever medical emergency) in written exams will fetch ZERO marks/ weightage. No
reappear request will be accepted.

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 Final written exams – 25% weightage
There will be a final written examination; In the final written examination complete
syllabus will be covered. The question paper will be of 100 marks consisting of 4
sections. Section A will be of 10 marks, consisting of 10 questions (Multiple
choice)- 1 mark each, Section B will be of 20 marks, consisting of 10 questions
(short answer questions) - 2 marks each, Section C will of 50 marks, consisting of 5
Long answer questions- 10 marks each & Section D will be a case study of 20
marks. Allocated time will be 3 Hours. Absence (except sever medical emergency)
in written exams will fetch ZERO marks/ weightage. No reappear request will be
accepted.

Turnitin Turnitin originality checker will be a mandatory component of this course for the
Final Assignment. Turnitin compares student papers to the current and archived
web, other student work, millions of journal articles and e-books.

Please note that uploading any work into Turnitin is not an assignment drop box.
Your work must still be submitted here in my Class/in class.

Official Turnitin Statement

The University of the Fraser Valley (UFV) is committed to the fundamental values of
preserving academic integrity as defined in UFV policies. Use of Turnitin contributes
to student success by enabling students to have their papers evaluated for
plagiarism by Turnitin before the work is assessed by an instructor. Students agree
that by taking this course, assignments may be required to be submitted to
Turnitin.com or that the instructor may submit questionable text on behalf of a
student. Students will be required to create an account with Turnitin and to submit
their work via that account, on the terms stipulated in the agreement between the
student and Turnitin. This agreement includes the retention of your submitted work
as part of the Turnitin database. Students should be aware that Turnitin servers
reside in the United States. Accordingly, students may use an anonymous identity
in their interactions with Turnitin. Students who have concerns about the Turnitin
tool should consult with their instructor in advance of any submission deadline.

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 Course Schedule
Suggestive
Week Date Topics Assignment
reading
Group Project 1 -
Discussion: Introduction to Assigned Comparison
Entrepreneurship, Generating Ideas study of at- least 3
Chapter – 1 businesses
1 Jan 13th Class Activity: Entrepreneurial potential
Chapter - 2 1. Family business
– Self assessment
Formation of groups for team project 2. Franchisee
3. New Start up
Discussion: Feasibility analysis, Writing
a Business plan
Chapter – 3 Submission of Group
2 Jan 20th Class Activity: Submit(Hand written)
Chapter - 4 Project - 1
synopsis & key learning of Chapter 1 to 5
(Think like an Entrepreneur, Act like a CEO)

Discussion: Project Presentation - 1ST

Jan 27th ANGEL INVESTOR MEET 1
3 Class Activity: Submit(Hand written)
synopsis & key learning of Chapter 6 to 10 Business Idea presentation
(Think like an Entrepreneur, Act like a CEO)

Discussion: Industry & competitor Group project 2- Assigned

analysis, Developing an effective
Chapter – 5 To study market, interview
Business model
4 Feb 3rd thru questionnaire at least
Class Activity: Submit(Hand written) Chapter - 6
200 target customers of
synopsis & key learning of Chapter 11 to 15
your business Idea
(Think like an Entrepreneur, Act like a CEO)

Discussion: Obtaining business licence &

permits, Assessing new ventures financial
Chapter - 7
viability Submission of Group
5 Feb 10 th
(page 228),
Class Activity: Submit(Hand written) Project - 2
Chapter - 8
synopsis & key learning of Chapter 16 to 20
(Think like an Entrepreneur, Act like a CEO)

Discussion: Project Presentation – 2nd

ANGEL INVESTOR MEET
6 Feb 17 th Class Activity: Submit(Hand written) 2
synopsis & key learning of Chapter 21 to 25
Feasibility Study report
(Think like an Entrepreneur, Act like a CEO)

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7 MIDTERM EXAM

Group Project 3 -
March Assigned
3rd Discussion: Building a new venture team Visit at least 3 financial
& Getting Funding Chapter – 9 institutions and collect the
8 Class Activity: Submit(Hand written) information on project
Chapter - 10 financing including
synopsis & key learning of Chapter 26 to 30
(Think like an Entrepreneur, Act like a CEO) 1. Documentation
2. Term & conditions
3. ROI etc.
Discussion: Marketing issues
March Class Activity: Submit(Hand written) Submission of Group
9 Chapter - 11
10th synopsis & key learning of Chapter 31 to 35 Project 3
(Think like an Entrepreneur, Act like a CEO)

Discussion: Project Presentation – 3rd

March Class Activity: Submit(Hand written) ANGEL INVESTOR MEET 3
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17th synopsis & key learning of Chapter 36 to 40 Marketing &
(Think like an Entrepreneur, Act like a CEO) Organizational strategy
Group Project 4 –
Assigned
Interview at-least one
successful entrepreneur
(min turnover 5cr.) of your
Discussion: Intellectual properties, area and create a video
Strategies for firm’s growth Chapter – 12 message
March
11 Class Activity: Submit(Hand written) 1. Motivation to become
24th Chapter 14
synopsis & key learning of Chapter 41 to 45 an entrepreneur
(Think like an Entrepreneur, Act like a CEO)
2. How they got this idea
3. Roadblocks
4. Strategies to overcome
5. Secret of his/her
success
Discussion: Franchising
March Class Activity: Submit(Hand written) Submission of Group
12 Chapter - 15
31st synopsis & key learning of Chapter 46 to 50 Project 4
(Think like an Entrepreneur, Act like a CEO)

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 Discussion: Project Presentation – 4th ANGEL INVESTOR MEET 4
Class Activity: Submit (Hand written) key Business Model, Revenue
learning of -Think like an Entrepreneur, Act like Model, Sales forecasting &
13 April 7th
a CEO- In which areas this book helped you to final combined presentation
grow and what personal changes you going to to the panel of investors.
make to become successful entrepreneur.

14 FINAL EXAM
*At any stage during the course, there can be changes in the syllabus/assignments or marking system with prior intimation

Business Plan Guidelines

 The maximum length of the plan is 20 (twenty) pages.
 General Outline:
o Cover letter
o Title Page
o Table of Contents
o Executive Summary
o Background Information
o The Industry
o Products and/or Services
o Management
o Marketing
o Operations
o Financial Plan
o Risks and Problems
o Appendices (will include your financial schedules and other supporting information)

Business Plan - Outline

A well-written business plan is not only an important tool for you, but it is essential if you are going to be
borrowing money or raising capital to start your enterprise. Lenders and investors will want to know as much as
possible about the feasibility of your business and about your strategies for success. They would also want to
examine how realistically you have assessed your potential venture – and whether you’ve prepared for the worst,
as well as the best, your business can do.

Business Plan Components

 Introductory letter

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  It explains why you are writing the plan and highlights the major features. Give the name of your
business in this letter.

 Title page

 This should list the company name, address and phone number, as well as your own.

 Table of contents

 Outline the major headings and subheadings of the material that will follow.

 Summary statement

Your business plan should start off with a brief summary of your proposed venture. The following elements
should be covered:
 A description of the business. To be included here is whether yours is a service, retail, wholesale or
manufacturing business.
 The amount of money you will need to operate your business and how you plan to use it. Again, at the
summary stage, this information does not need to be lengthy. You will go into greater detail throughout
the body of the plan.
 The amount you and your partners have invested to date.
 Information on what security you have in order to support loan financing. Here you might list such items as
property, stock or other assets you have which could be used as collateral.
 An assessment of your projected earnings from the business. This is simply a short summary of your
anticipated earnings, based on the information derived from the various financial statements.

The industry
From your market research data, you should have a solid idea about whether your chosen business is in a growth
industry, a new industry or whether there is a niche for your business in the industry as it now exists. Detail this
information here, making sure to include:
 The principal characteristics of your industry:
 The players. Who are your competitors and what share of the market do they have? What are their strong
points? Their weak points? How do you measure up to them?
 The trends. Can you predict where your business will be in five or 10 years? Is the particular industry
you’re entering in growth or decline?
 The barriers to entry and exit within your industry. It is relatively easy to start a business. Does it require a
substantial amount of capital? Or specialized knowledge? Are there already too many players in the field?

Products and services

This is a critical part of your business plan. By giving a clear picture of your venture’s perceived place in the
market, you will allow a lender/investor to begin evaluating the risks. This part of the plan outlines:

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 A thorough description of your product or service. Give an honest assessment of its strengths and weaknesses.
Make sure to outline what makes it unique and describe how you will position it to earn an advantage over
your competitors.
 Patents, trademarks, copyright protection. Give the status of any element that can distinguish your product or
service from the competition.
 The technology you will use. You may be acquiring state-of-the-art machinery that will give your business an
edge over a similar existing enterprise. If so, state what this technology is and how it will help your business
succeed.

Management
Your lender/investor will want to know who the key personnel will be in your business, the strength of their
commitment to your enterprise, and how you will divide the work. In this section, include:
 Your business’s organization. If you have designed an organization chart, include it here. Otherwise, explain
the functions of yourself and key partners.
 Management compensation. Explain your proposed salary and benefit schedule for yourself, any partners and
key employees.

Marketing
If you wish, you may include in this section your entire marketing plan,
 The total market, as you see it. Estimate the size of the total market in terms of Rupees and units of product or
services sold.
 Your target market. Can you define your potential customers by where they live? Their age? Their income
level? Who are the buyers or purchase decision-makers? Are they individuals or will you be selling to other
companies? Where are these companies located? What are their particular needs? Include all the relevant data.
 The names of your competition, your assessment of their market share and your sense of their financial
health. Compare their product or service to yours in terms of quality, price, service, warranties, image, etc.
 The marketing advantages that give you an edge over your competitors. What separates your business from
the rest? Packaging? Service? Product quality? Price? Indicate your finding here.
 Pricing policy. Provide data on your fixed and variable costs and other means used to arrive at your pricing.
 Your selling policy (include credit terms). Will your salespeople work on commission, salary or a
combination of the two? Will you distribute through wholesalers, to retailers or directly to consumers? What
discounts will you offer? Describe your policies here.
 Your distribution plan. How will you distribute your product or service? By mail? Through export trading
companies? Direct to the consumer? Answer these questions in this segment.
 Your advertising and promotional plan. Describe the program you have devised in detail. Which media will
you use? What consumers or other businesses are you trying to reach?
 Service and warranties. How will you handle service problems? Will you have a system to deal with
complaints? How does your system compare to those of your competitors?

Land, buildings and equipment

In this section, you will describe the physical requirements of your enterprise:

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 Location. Give a description of the site you have chosen and outline why it’s suitable. Detail the factors that
went into your decision to choose this site. Is it close to your target market? Does it reflect your company’s
image?
 Land requirements. If your company needs land in order to operate, detail the information here. Include a site
plan and an estimated cost of the land and the buildings, including costs for the installation of services.
 Equipment requirements. Explain here what capital equipment and machinery your enterprise will need to get
under way. Outline the cost of this equipment and from whom you are likely to purchase it.

Operations
Particularly if you will be manufacturing a product, it’s essential to show lenders that you will have the full
necessary control over the process. In this portion of the business plan indicate:
 Inventory control. How will you keep track of your product? Will inventory control be computerized or
done manually? Describe briefly what inventory system you have set up and how it operates.
 Supplies and materials. From whom will you be getting these? What will they cost you? How available
are they? What are the terms and conditions? Give a detailed account of the answers to these questions.
 Personnel plan. How many employees will you be hiring? Briefly describe the jobs each employee will
perform. Outline the salaries and benefits they will receive.

Financial plan
Your financial plan must cover:
 All your capital requirements and your sources of financing to date.
 Cash flow budgets showing projections for at least one year.
 Projected income statement outlining expected sales and expenses for at least one year. Keep the
estimates realistic.
 Break-even calculations indicating your variable costs, your fixed costs and what you will be charging for
each unit of your product or service.

Risks and problems

Outline the risks you may be facing. Include:
 A worst-case scenario. What if the demand for your goods or services goes down? What if the number of
competitors increases? What happens if your overhead costs shoot up? Explain what you would do in
these circumstances. What could you save from your business if you fail?
 Avoidance of risk. Detail your plans for steering clear of the risks you have identified.
 Impact of risk. Describe how you intend to minimize risks you may not be able to avoid.

Your business plan should be as vital and strong as the dream you have for your company. A good plan can be a
powerful tool, one that will help you determine how much money you need and set you on your way to finding it.

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With a well-researched, realistic business plan in hand, you can meet potential lenders and investors with
confidence – and you will be a step closer to making your dream a reality.

Business Plan Presentation Outline

1. Nature of Presentation: Executive Summary

2. Target Audience: Investors, Partners, Lenders, Employees
3. Presentation Outline:
o Description of Business
 Product/Service
 Target Market
 Competitive Advantage
 Unique Selling Proposition
 What makes the opportunity durable (4 anchors)?
o Location Selection: Rationale (Map?)
o Financial Projections (INCLUDE KEY FINANCIAL RATIOS and charts)
 Sales Forecast (year one - include rationale)
 Income Statement (Year one)
 Cash Flow (Year one)
 Return on Investment
o Risk: how will you manage the risk?
o Closing
 Why should we lend/invest in your company?
 Take questions from your audience

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