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Business Plan - Advanced Course (Business Models, Sales and Finance) (Business model, sales and finance)

Module WI000180

This Module is offered by Former TUM Department of Management.

This module handbook serves to describe contents, learning outcome, methods and examination type as well as linking to current dates for courses and module examination in the respective sections.

Basic Information

WI000180 is a semester module in German language at Bachelor’s level and Master’s level which is offered every semester.

This module description is valid to WS 2013/4.

Total workloadContact hoursCredits (ECTS)
90 h 30 h 3 CP

Content, Learning Outcome and Preconditions


Expansion of knowledge gained in "Business Plan - Basic Course" and completion of a comprehensive business plan.

- Introduction, vernissage, and team formation
- Overview and pitch of business ideas
- Additional session: Protection of industrial property; Prinz & Partner
- Business models
- Presenting your own business model
- Marketing concepts
- Expert session: Online marketing
- Expert session on marketing and sales tools for small and medium-sizes businesses
- Balance sheet and profit & loss account of a start-up
- Expert lecture: Financial modelling of a start-up
- Presenting your financial modelling
- Expert lecture: "How does a bank work?"
- Expert lecture: Tips on funding, VC's, Business Angels.

Learning Outcome

At the end of the seminar the students will be able to:
- apply the benefits of an iterative approach to the development of business opportunities;
- develop a suitable business model and a financial plan;
- draw up a marketing plan and take advantage of new media;
- evaluate their own business idea with the help of customer feedback, observations of stakeholders, and interviews;
- develop a complete business plan in order to apply for funding under the EXIST program, for example, or to participate in business plan contests;
- assess whether launching a business and a specific business idea represent a real opportunity.


- knowledge: business plan basic seminar or equivalent
- abilities: identifying opportunities, teamwork, communication skills, commitment, reliability
- skills: openness, analytical thinking, visual thinking, self-motivation

Courses, Learning and Teaching Methods and Literature

Courses and Schedule

Learning and Teaching Methods

Seminar-style: The lecturers are seasoned entrepreneurs, founders, and CEOs who have extensive experience in writing and reviewing business plans.
- Intranet project pool to form teams and as a shared space to work together.
- Intensive work on business ideas: Any team that emails the results of the work packages to the lecturer no later than 24 hours prior to the seminar will receive feedback in the seminar.
- Action based-learning: Review of observations, interviews and inquiries made in the basic course.
- Teamwork: Teams develop their business ideas by prototyping
- Invitation of experts on the subjects: marketing, sales, banks, and VC's


- Handouts (to be distributed in class, available to download from
- Case studies
- Examples
- Intranet discussion forum
- Intranet project pool


Munich Business Plan Competition, Manual on how to create a business plan:

Handout of the powerpoint slides from the seminar;

UnternehmerTUM (2011): Handbuch Schlüsselkompetenzen, 7th ed. (to be given to each class participant)

Timmons, Jeffry A. / Spinelli, Stephen (2007): New Venture Creation, 7th edition, McGraw Hill Professional

Malek, Miroslaw / Ibach, Peter K. (2004): Entrepreneurship, Dpunkt Verlag

Osterwalder, Alexander / Pigneur, Yves (2010): Business Model Generation: A Handbook for Visionaries, Game Changers, and Challengers, John Wiley & Sons

Kotler, Philip / Bliemel, Friedrich (2006): Marketing Management, Pearson Studium, München -alternatively-

Meyer, Anton / Davidson, Hugh J. (2000): Offensives Marketing, Rudolf Haufe Verlag, München

Module Exam

Description of exams and course work

The examination consists of the elaboration of a 20-page business plan (as a team effort) and an oral examination (as an individual effort).

The team receives written feedback on their business plan. Thus, the instructors report back to the team, telling them what they have achieved, where they still have weaknesses, what they can do to continue the work on their business idea, and how UnternehmerTUM may help a potential start-up team.

Exam Repetition

There is a possibility to take the exam in the following semester.

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