Curriculum 2017-09-05T19:20:05+00:00

Business Core

These courses cover three central concepts that are key to running a business:

  • finding customers with an intense need (“How do I sell it and to whom?”),
  • building a way to meet that need for less than you sell it for (“How do I make and deliver it?”), and
  • counting the cash at the end of the day so you know you won’t run out (“Will it add value?”).

All courses also integrate questions central to living a life of meaning and challenge to develop the habits, values, and judgment that lead to long-lasting success and fulfillment.

The courses were created by the master entrepreneur-teachers from Acton’s award-winning MBA program. 

Entrepreneurial Finance

  • Learn the Cash and valuation framework
  • Learn how to identify costs, revenues and cash flow
  • Understand the types of risk a business must measure
  • Learn how to calculate PV, FV, and NPV
  • Learn how to value a firm based on a multiple of cash flows
  • Learn to calculate contribution per unit, breakeven and payout
  • Compare the risks and rewards of different archetypal business models
  • Learn how to read a simple income statement
  • Practice calculating EBITDA
  • Practice projecting future revenue, expenses and profits
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Sales and Marketing

  • Learn the Customers Framework
  • Develop the judgment you need to build a business one customer at a time through a fun simulation game
  • Learn how to find out what customers really want
  • Understand the importance of targeting customers
  • Learn four key strategies for targeting and prioritizing customers
  • Develop an understanding of sales funnels and their value in a business
  • Learn about kinds of salespeople: Hunter vs farmer, Opener vs closer
  • Learn sales terminology: MQL, SQL, opportunity, pipeline, coverage, CRM, SFA, etc.
  • Understand difference between sales and marketing
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  • Learn the operational framework that will help you ask the essential questions
  • Play a simulation game to learn how to deliver products and services as effectively as possible
  • Learn how to calculate key process metrics, including capacity, cycle time, lead time, and capacity utilization
  • Learn about Theory of Constraints
  • Create process maps to illustrate processes
  • Practice using rapid prototyping
  • Explore strategies for incrementally improving an existing process
  • Use tools to match demand and supply effectively


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Mercatus Way

We believe knowledge is just the beginning — and that it’s the practical application of knowledge that’s key. That’s why we create lecture-free, totally immersive learning environments, laser focused on real-world applications. And that’s why we offer the highest quality curriculums imaginable, developed by successful entrepreneurs and business leaders.


Business Bootcamp

In the Business Bootcamp you will have a chance to apply in real life theories and tools you learned in the Business Core courses. Besides, you will learn three new frameworks and dozens of advanced tools and techniques used in top business organizations.

  • Lean Startup will teach you how to start a business or a new product/service.

Lean Startup

  • Learn the difference between traditional methods and Lean Startup
  • Explore Lean Startup concepts, principles, and terminology
  • Learn how “startup” applies to both public products and internal company products
  • Explore the Lean Startup Model
  • Learn Business model canvas
  • Learn Value Proposition canvas
  • Apply the Build-Measure-Learn Loop
  • Understand experiment results
  • Explore the Minimum Viable Product’s role in new product development

Digital Marketing 101

  • Intro to digital marketing strategy
  • Digital marketing principles and terminology
  • Social media marketing
  • Content marketing
  • Email marketing
  • Web analytics
  • Lead generation foundations

Project Management 101

  • Stakeholder analysis
  • SWOT
  • Risk map
  • Ghantt Chart
  • Work Breakdown Structure
  • Estimation
  • SMART Goals
  • RACI Matrix
  • Feedback
  • Project Reporting
  • Introduction to Agile methodology

Career Skills

  • Industries and roles
  • Understanding your strengths
  • Marketable skills
  • Job Search Strategies
  • Professional Networking
  • Writing resumes
  • Interview Skills
  • First 90 days
  • Career planning
  • Professionalism
  • Dealing with difficult people

Personal Development

  • Understanding yourself
  • Improving confidence and self-esteem
  • Deconstructing Your Fears
  • Power of habits
  • Breaking bad habits
  • Learn how to learn
  • Life of meaning
  • Role models
  • Personal development plan

Personal Productivity

  • Time management
  • Prioritization
  • Multitasking
  • Pomodoro Technique
  • Stress Management
  • Finding Energy
  • Procrastination
  • GTD
  • To do list
  • Timeboxing
  • Goal setting
  • Treasure mapping
  • Self motivation
  • Breaking bad habits
  • Meditation

Analytical Skills

Business Analytics 101

  • Problem solving with analytics
  • BADIR™ Framework
  • Excel: working with data
  • Data visualization: Charts
  • Exploring data using PivotTable
  • Descriptive statistical measures
  • Marketing analytics
  • Web analytics

Information Technology

  • Microsoft PowerPoint
  • Microsoft Excel
  • Advanced internet search
  • Collaboration tools
  • Trello
  • Basics of web-design
  • Management information systems
  • How CRM systems work

Communications Skills

  • Active listening
  • Non-verbal Communication
  • Written Communication – communication clearly and concisely
  • Verbal Communication – Face-to-face
  • Presentation Skills
  • Questioning skills
  • Effective Meetings
  • Storytelling
  • Developing good customer relationships
  • Trust Building

Problem Solving and Creativity

Problem solving and decision-making are important skills for business and life. Your ability to make right decisions fast will define your success. Problem-solving and decision-making are closely linked, and each requires creativity in identifying and developing options.

There are processes and techniques to improve decision-making and the quality of decisions. 

Problem Solving

  • Root cause analysis
  • PDCA
  • Problem Definition process
  • The FOCUS Model
  • Creative Problem Solving
  • 5 Whys Appreciative Inquiry
  • Kaizen Affinity Diagrams
  • Tree Diagrams
  • Checklist (Aide-Memoire)

Decision Making

  • Prospect Theory
  • Decision Matrix Analysis
  • Paired Comparison Analysis
  • Pareto Analysis
  • Decision Tree Analysis
  • Six Thinking Hats
  • PMI Cost/Benefit
  • Most common decision-making mistakes


  • Generating new ideas
  • Brainstorming
  • 6 Thinking heads
  • Mind mapping
  • Creativity Bootcamp (practical exercises)
  • The 5 step creative process



Это метод интерактивных имитаций различных бизнес-ситуаций в форме игрового процесса, которые максимально приближены к реальным рыночным условиям. Это позволяет сформировать практическое мышление и необходимый набор навыков в игровой, творческой обстановке.


Использование интерактивных материалов является частью активного обучения, они требуют творческого подхода, развивают критическое мышление и предполагают самостоятельную работу, что позволяет конвертировать знание в навык.


Работа в Excel даёт глубокое понимание внутренних процессов бизнеса, позволяет овладеть навыком управления финансовой составляющей.


Также называется ``метод ситуационного анализа`` - заключается в моделировании реалистичных проблемных ситуаций в бизнесе, найти решение которых предоставляется группе обучающихся.
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