FREE Online MBA Course – Ultimate MBA Guide (MBA Program)
Thinking of geting an MBA ? Why not try free online MBA Course first.
I am an MBA, I know how expensive an MBA degree is.
When I was in my final year, I was determined to help those students who can not afford this expensive MBA Course.
This free MBA guide is another step toward the completion of my dream project.
So, In this Detailed online MBA GUIDE, chapters like how to generate a million dollar business idea, making a business marketing plan , revenue model etc. will be discussed in detail.
( Plus: I will be talking about a lots of Advanced Business strategies which I have never disclosed before. )
What’s in it for me!
CHAPTER 1- Million Dollar Mindset
Before getting into the core MBA ideology, lets first talk about the right Million Dollar Mindset.
A right mindset is required to apply and to take home this core knowledge.
The first step is to set up your mind open for this course so that you can be crystal clear and ready for applying it to your business.
Talking about the facts, 90% of the success you get in your life is only because of your correct decision making and your decision making is fully dependent on your mindset.
So, to cut long things short, to make a million Dollar you must have a million-dollar mindset.
If you think you have a million-dollar mindset then you are ready for the free MBA course. But if you wish to refine yourself for a better-focused mindset then you must be aware of the following ideology.
Putting it in simple words, Self-awareness is just the capacity to introspect and having a clear perspective of your own personality, your strengths, weakness, interests, passion, etc.
Before going forward in the course, you need to know yourself first.
You need to know what kind of person you are.
The next important thing is your self-control i.e. your will power.
It is very important to define your self-control. You must know how strong is your will power.
You need not worry if you lack will power or self-control, follow this trick to boost up your will power.
Break things into small tasks
You can increase your willpower by breaking down difficult tasks into small manageable chunks.
Set reasonable deadlines
You have to set deadlines in order to boost your will power. Always set deadlines that are well reasonable to be achieved and also stick to them.
Stay on task and hold yourself accountable
Just setting the goals or deadlines will not be enough for boosting the confidence, you must hold yourself accountable and have to realize your responsibility.
Next important thing is to have a Big Plan – Always look for a bigger picture.
I am not saying that never settle for less, rather I am saying never even think of less.
Commitment and consistency
You have to promise yourself to be consistent and committed throughout the journey.
Right Attitude is the most important factor.
Not only for business but even for your personal life if you are that you
KEI ZEN (Video Link)
- Identify your areas of Improvement___________________
- Identify small,specific task that are actionable_____________________
- Prioritise your actions_________________________
- Create a timeline to develop habit__________________
CHAPTER 2. Million-dollar business idea
If you are a business-minded person, then I am sure you get new business ideas daily.
But the problem is how to identify the perfect idea that can help you make a billion-dollar.
In this chapter, we will learn how you can figure out exactly what it takes to identify a billion-dollar Idea.
If you pick any big company, one thing you will find them in common is their unique idea and they made a product that solves the need of the market.
Identify the problems that you face in your day to day life.
Let us understand this through a model known as IEC Model.
I stands for Impact, E stands for Ease and C stands for Confidence.
Now we have to give ratings to the Business Ideas we have generated out of 100.
Impact means if you will bring this product in the market, what change it will create in the market. Rate your product according to this parameter.
Ease means how easy it is to do the business.
How confident I am in when I will sell this product in the market.
Rate your product according to the above three parameters.
Now the next step is Defining your Target Audience.
Target Audience means Customers who will purchase our product.
We have to find out who are they, where do they live, Why they only, Why they require my product, what problems will my product solve for them, what type of value my product will provide to them.
Now we have understood the problem and the idea. The Next step is making a Prototype of the Product. After making the prototype, we will take reviews of your product from our potential customers by asking them or rather selling them our product.
Let us understand the Concept of Bootstrapping. Bootstrapping is the concept of fusing the earned money from the business in the business. It basically means what you are earning from your business, you are reinvesting that money in your business. This will increase the Overall Capital of your Business.
This will help the business to maintain a Positive Cash Flow.
Another idea is of First Mover Advantage, Fast Mover Advantage and Best Mover Advantage. Let us understand each of them one by one
1. First Mover Advantage:
First Mover Advantage is a term used when a person is the first entrant of the product in the market.
2. Fast Mover Advantage:
Fast Mover Advantage is a technique to capture the whole market by introducing many products in the market. For Example, Patanjali when entered the market, captured the major market. Now the company is not able to pass the quality checks because they have entered various verticals and are unable to manage them. They became the Fast Mover but not the Best Mover.
3. Best Mover Advantage:
Best Mover Advantage is a technique to capture the market by solving queries of customers by leveraging Technology and providing best in class services at affordable prices.
All the above-mentioned techniques are of no use if you do not perform Market Research before introducing your product in the market.
Market Research is the process of conducting a survey of the market where you analyze whether the product will sustain in the market for the long run or not. Market Research can be conducted in both ways Physical as well as Digital.
One of the best ways to conduct Market Research is making a prototype of your product and try selling it to consumers and taking reviews and feedback from them. This process will help you evaluate the problems that your product has.
We have to operate on a small scale in the beginning. When you will feel that your product is now perfectly fit for the market, then you can start with bulk production and Market that product in an aggressive manner.
CHAPTER 3. UNDERSTANDING YOUR BUSINESS MODEL AND REVENUE MODEL
Now we will discuss how to make a business model and understand the revenue model of the idea we have chosen.
Business Models are of many types such as Recurring Business Model like Monthly or Yearly Subscriptions such as Gym, Netflix etc. are considered under Recurring Business Model.
Another type of Model is Transition Based Model which includes Buying and Selling of Products to earn a profit.
If your Idea does not have the Revenue Model, then change the idea.
For Example, if you thinking of earning money from blogging, then you can earn through AdSense and Affiliate Marketing.
There are various types of Costs Involved while running a business. These are:
- Fixed Cost
- Variable Cost
- One time investment
1. Fixed Cost
Fixed Cost is the cost which you have to bear regularly irrespective of any external factors such as sales etc. These include Rent, Salary, Utility Bills, Insurance, Property Taxes etc.
Note: You have to jot down every small Fixed Cost Expenses that you will pay in your business monthly or regularly.
2. Variable Cost
The Cost which we have to pay while selling the product is called Variable Cost.
For Example, Whenever you are selling a product, the real cost of that product is variable cost for you. If you are manufacturing a finished product, then the cost of raw material involved in it is Variable Cost.
3.One Time Investment
Many people Ignore One Time Investment while calculating the overall costs. It means how much money you need to start your own business.
Next Question arises that How to Calculate One Time Investment.
If you are taking a location or area on rent,then you have to deposit a security amount. That amount is One Time Investment. After that, you will spend some money on the renovation or buy some assets such as Furniture, Fridge etc.
Working Capital will be required for covering the day to day expenses of your business. Your expenses will cover Packaging Cost on the Products you will manufacture or trade.
It means at how much profit margin we will operate at. It all depends on you that what Profit Margin you want to set for your business. Some people want differentiation and some want to sell the product at a cheaper price.
It is the cost associated with delivering goods or services to the customers. For example, expenses incurred to change the title of the goods to a customer, promoting the goods or services being sold, distribution of products to the point of sale.
In starting, assume a 2% conversion rate, so if you reach 100 people then only 2 of them will buy your product. So you have to find out how many products can be sold from the 2% conversion rate.
Sales projection is the analysis of Future sales according to pre-assumed data. It is calculated on a monthly basis. To calculate this, you will add your Fixed Cost, Variable Cost and then subtract it from the revenue that you have earned from selling the goods to the consumer. This will help you to determine the overall profit or loss for the month.
Break-Even Analysis is a situation where there is no profit and no loss. In Starting Days, the expenses of your business will be more than your revenue. For Example, Our Fixed Cost is Rs 10000/- and the variable cost is 1000/- that we have to give on every product sale
Now let’s assume that after 10 months you have come to the Break-Even Point and now you are looking for Investments. At the Initial Stage, you shouldn’t look for Investments in your business but after some time to take your business to the next level you can take investment.
There are so many business ideas that require investment to go to the next level. But you have to decide how much money do you need and how many equities you are ready to dilute.
This overall process will help you to evaluate your whole idea like how much money do you need, what will be your profit margin, what are the sources of finance.
CHAPTER 4 : Define your Business Strategy
In this chapter, we will discuss the Strategies of my business. We will learn how to create Business Strategies so that in the long run we do not face any problem. In defining the Business Strategy, the first step is to do the Business Evaluation. Evaluation is done on the nature of Business whether It is manufacturing, outsourcing, franchising or service provider. You can switch the stages as well like when starting a business I can outsource the product and then I will manufacture that product on my own. But you have to define that stage at the beginning that from when you want to switch.
Now the next step is Creating a Business Structure. It means you need to understand the type of your company which you want to start. There are three types of company:
2. Sole Proprietorship
Partnership is a form of Business where they are two or partners who carry out Business activities and share the profit in an agreed ratio. The partners have unlimited liability which means they are liable to pay all the expenses and losses by their own if they fail to pay from their business.
Sole Proprietorship is a form of Business in which there is a single or sole owner of the Business. In this form of business, Proprietor has unlimited liability. All the liabilities and losses are to be born by the proprietor only.
Company is an artificial person having a separate legal entity, perpetual succession and a common seal. This means members may come and members may go but the company goes on forever. A company continues to work irrespective of its members.
There are various types of Company:
1. Public Limited Company
2. Private Limited Company
3. One Person Company
Public Limited Company –
A Public Limited Company is a company which has limited liability and offers shares to the general public. In this type of Company,51% of shares are held by the private sector and 49% is held by the government. As per Companies Act 2013, the minimum directors required in a Public Limited Company is 3 and there is no maximum limit.
Private Limited Company –
A Private Limited Company is a company in which the owner’s liability is limited to its shares. In this type of Company,51% of shares are held by the government and the rest 49% is held by the private sector. As per Companies Act 2013, the minimum directors required to start a private limited company is 2 and a maximum of 15 directors.
One Person Company –
A One Person Company is a company which has only one person as to its member.These type of companies are created when there is only one founder for the business.
After Understanding the Forms of Business, let us understand how to do SWOT Analysis of each form and then choose accordingly.
SWOT Analysis refers to Analyzing your company on the basis of 4 Parameters i.e., Strengths, Weakness, Opportunities, and Threats.
Strengths are the USP of the company which distinguishes you from other competitors in the market. Strengths include the following parameters:
a. Things your company does well.
b. Qualities that separate you from your competitor.
c. Internal Resources such as Skilled and Knowledgeable Staff.
d. Tangible Assets such as Intellectual Property, capital, etc.
Weakness means what resources I do not have which can cause me a loss. It includes the following parameters:
Areas where your company lacks which includes Human Resources.
a. Not having a competitive advantage.
b. Limited Resources.
c. Unclear USP(Unique Selling Proposition)
Opportunities mean what are the upcoming trends in the market which can help you to increase your business. Opportunities include the following aspects:
a. Underserved Markets for Specific Products.
b. Few Competitors in your area
c. Emerging needs for your products or services
d. Press/media coverage of your company
Threats mean what fear we have in our minds while doing business activities. It includes the following aspects:
a. Emerging Competitors
b. Changing the revolutionary
c. environment Negative press/media coverage
e. Changing customer attitude towards your company.
The SWOT Analysis is necessary for every business whether its scale of operations is big or small. It is for Long term Benefit.
We should do a SWOT analysis of our personal life as well. It will help us to do Self Evaluation.
Now, we will discuss the 7P’s of Marketing and Services that will help you to validate your Business Strategy in an efficient and effective manner.
The 7 P’s of Marketing and Services will enable the Business to perform its activities in a systematic and timely manner. It Includes:
- Physical Evidence
The Businesses who are working on the Product-Based Industry will be focusing on the first 4 P’s and the businesses who are working on Service Based Industry will be focusing on the last 3 P’s.
For detailed information on this, refer to this blog.
CHAPTER 5: OPERATIONAL AND DISTRIBUTION STRATEGY
In this chapter, we will discuss about Production and Supply Chain Management. We will study how to create a Production and Distribution strategy of our business. How we can build a business like Mukesh Ambani.
There are three types of Planning Structure in every Organisation:
1. Strategic Planning
2. Operational Planning
3. Tactical Planning
Strategic Planning is an organization’s process of making Policy objectives and overall guidance. It is done by Top Management. It includes making decisions, designing organizational framework and making Business Strategy.
Operational Planning is a blueprint that provides a clear image of how a team or a department will help in fulfilling the organizational goals and objectives. It includes daily tasks that include inflow and outflow of goods that required to manage the business efficiently and effectively.
For an Operational Manager, the following aspects are important for planning:
a. Who: The Personnel or departments who are in charge of completing specific tasks.
b. What: A description of what each department is responsible for.
c. Where: The information on where the daily operations will be taking place.
d. When: The deadlines for when the tasks and goals are to be completed.
e. How much: The cost incurred by each department to complete their tasks.
f. He has to decide the necessary skill set required to perform each activity.
Every Department requires a different skill set. If we take the example of Sales, then we will check the communication skills, Punctuality, dressing style, and other factors. We have to rate the Skill Set on a scale of 1-10.
For Example, Skill 1- 7/10
Skill 2- 8/10
Skill 3- 7/10
Tactical Planning focuses on short term actions and plans which include personnel, equipment, and human resource management. They define SOP’s(Standard Operating Procedure) of various business processes. For Example, If we want to make a burger, then what is the procedure to make a burger. That whole process comes under the SOP.
How to write the SOP for your Business
Create a Good SOP Title Page
Create a summary of SOP and what it aims to do
a. List the process steps
b. Write a set of Guidelines
c. Test the procedure
d. Implement your SOP
We have to make the SOP’s of each department in our organization.
Distribution Channels are the medium of Distribution of Goods.
It can be in the form of Direct Selling and Indirect Selling
It is defined as selling goods directly to consumers.
Importance of Direct Selling:
a. Full Control of Activities in the hands of the owner or manufacturer.
b. The quality check is controlled by the owner or manufacturer
c. No profit-sharing
d. Feedback Mechanism
One of the major disadvantages of the direct channels is that it increases your cost.
It is defined as selling goods through various mediums like distributors, affiliates, partners, wholesalers, retailers, etc.
Importance of Indirect Selling:
a. Control is distributed among various channels
b. Expansion and Diversification
CHAPTER 6: HUMAN RESOURCE PLANNING
Human Resource Planning plays an important role in the long term stability of a business.
Human Resource in a company is the asset of the company. Let’s do an activity.
Take a paper and pen and make the organizational structure of your company.
Then jot down the Job Description of each position and skills required for each position.
Now let’s talk about Office Culture. As an HR, you have to look into the office culture of your organization.
Office Culture includes the Dressing Style of employees whether they will wear a T-shirt or suit and the way they interact with other people. Many companies have put restrictions on internet surfing as well.
It depends on the Company’s culture and the type of work you want.
A study has shown that if you have shown a particular thing to employees in scarcity then they will think it in that way only and if we show something in abundance then they will think that it will always be there with them.
The next big topic to discuss here is Successor Planning.
There is a common saying that “Members may come and Members may go but the company goes on forever”.
Every person in a company, even the CEO of the company can be replaced by any other deserving person. Here are the 10 lessons for CEO Successor Planning:
a. Proactively plan for future leadership
b. Put the plan into action
c. Look for the right timed.
d. Allow time for it
e. Ensure Continuity
f. Establish a committee to oversee the transition process
g. Create a defined set of deliverables
h. Communicate often and honestly
i. Exit like you mean it
j. Remember it’s about more than you
The above-mentioned points will help the CEO to maintain his/her position in the company for the long term.
Let’s move deep into this concept and understand the importance of Levels of Authority in an organization.
Level 1: Basic
At this level, the person in this position is a fresher and he is following the orders of his manager. He has no authority in the organization. He will be doing normal jobs like Photostat and other office miscellaneous work.
Level 2: Research-Based
At this level, the person will do the research about the particular topic. For example, If the manager wants to complete a particular task, then he will tell his employees to do the research work for that particular task.
Level 3:Research Based and Suggestions
At this level, the person will do the research and will give suggestions based on his research.
Level 4: Start the process
At this level, the person can start the work on his own. He feels that there is a need for anything or any resource
Level 5: Decision Based on some approvals
At this level, the person can execute some of the tasks. For Example, I tell someone to deal with the clients and handle the calls.
Level 6: Full Authority
At this level, the person has the full authority to do any task. For Example, He can do Sales pitch as well as Cold-Calling.
Recruitment and Selection
Recruitment and Selection mean Selecting Right Person for the Right Job. It is a very critical process in an organization. Recruitment and Selection process depends on the type of organization in which an individual is applying for.
Some companies have only one round i.e., Face to Face Interview and some have Number of Rounds to filter the candidate well.
Recruitment and Selection are very difficult for Startups. Unemployment in India is basically due to a lack of skills. There are people who have done courses from various reputed institutes but they lack skills. Skills are a very important aspect of an individual’s long term growth and development.
There 2-3 ways of Hiring an employee in an organization:
a. If you are hiring for a Particular Skillset, then test his skills practically by giving him some tasks at the time of the interview. If his performance is on par, then it is easy for you to select him.
b. You can select a person on a trial basis for 7-8 days. If you are satisfied with his work within that time frame, then you can hire him.
c. There are many profiles where personality does matter. It includes Body Language, Grooming, Way of Speaking, Facial Expressions. These types of attributes should be present in the Sales Person of your organization.
How Different Levels Of Authority Hire Employees
As the Level increases, demand for skills also increases. If a company hires for Level 4,5 or 6 then they will check how good are your reasoning skills, how good you are in quants, how sharp is your brain. In the end, it all depends on your Talent and Skills which will help you to be placed at different levels of the organization.
Now you have got the desired employee you wanted in your organization. What Next? Have you ever thought of how to retain that employee in your organization for the long term? Here comes the major concept of Motivation.
Motivation is defined as keeping the employee in an organization happy and satisfied by providing him with some benefits.
There are two types of Motivation:
Monetary Benefits include Increment in Salary.
Non-Monetary benefits include Social Security, perks, health insurance, paid vacations, etc.
Some companies take their employees to motivation programs to retain them. They call big motivational Speakers and pay them to speak and motivate their employees.
Awards are given like the best employee of the month, this gives them intrinsic motivation.
Some Special tasks are there to be done in the company for which the CEO of the company tries to learn that skill which is required to perform that task.
This leads to the concept of Outsourcing. Outsourcing is a term used to outsource the work of the organization to the Third Party so that the company can perform its major tasks and activities efficiently and effectively. It is done to increase productivity in the work.
In Nutshell, Human Resource Management is a complex task to manage but if managed efficiently and effectively, then it can reap unlimited benefits to your company.
CHAPTER 7: BUSINESS MARKETING PLAN
Do you want to increase your business! The best way to do that is Marketing. But have you ever thought of making a Marketing Plan for your business before actually performing the marketing activities for your business?
In this Chapter, We will learn how to make a Marketing Plan for your business. The first criterion for deciding the Marketing Plan for your Business is deciding the Marketing budget of your company. Marketing Budget is to be decided by the company and not by the marketer.
Here is an assignment for all of you:
a. Write down your Marketing Budget per month:
b. Find your Target Groups and Identifiers:
Define your Marketing Budget per month and note it down. The Next thing is to find your Target Audience or Target Group. The target audience is the customers who will purchase your products. Based on some Demographics such as Age, Sex, Occupation, Salary, etc., you have to define your Target Audience.
After Deciding the Target Audience, now we have to decide our Marketing Strategy.
Marketing Strategy can be Offline as well as Online.
For offline videos on Marketing Strategy, follow my Marketing Playlist. The link has been given below.
For online Marketing,The first step is to make a Website. It’s like setting up your online store. Now the next step is to market that store. For that,Content Marketing is the best solution.
Digital Marketing is the best solution for all your Marketing needs as it is Cost-effective and its USP is that it’s Trackable. The reach is unlimited as you know every person of every age group have their presence on the web in one form or the other.
Content can be created in the form of Videos. You can start your own Youtube Channel and post your Video Content there. All the Big Giants and MNC’s are shifting towards the Video Platform. You can also post videos on your Facebook Page.
If we are selling a Product which is B2C and its ticket value is low, then we can use Facebook as well as Instagram for marketing our products.
If we are working in a professional network and doing B2B Activities, then Linkedin Marketing is best for you.
One major step to take while promoting your business online is Keyword Research. Keyword Research is searching for keywords that are relevant to your industry which the visitor is searching on Google or any other Search Engine.
Make a list of keywords that are profitable for your business. One more concept ignored here is of Cost Per Click(CPC). It is the cost incurred by the advertiser if any visitor clicks on the link to see the website or the ad. Different Keywords have different CPC.
To solve this query, you can use free tools like Ubersuggest and Google Keyword Planner. These tools will help you to find out the traffic and the CPC of a particular keyword that is searched on Google and other search engines.
You can create the below table for better understanding the keywords for your domain:
Keywords CPC Profit Relevance
- – – –
This table will help you to find relevant keywords for your content and what is the cost per click incurred for that particular keyword.
For Online Marketing Strategy, follow my Digital Marketing Playlist. The Link has been given below.
Choosing the Right Social Media Platform for your Business
Choosing the Correct Social Media Platform for your Business is very crucial for your business. You have to analyze your Product and your Target Audience and then select the Right Social Media Platform to market your business.
Every business has different goals and Objectives. Some want to create Brand Awareness about their product and some want to increase the reach of their product to the target audience.
In my opinion, create small budgets for each social media platform and then try and test it. It will help you to decide which social media platform is giving you better ROI for your product or service.
Creating Brand Awareness is the Main Focus of Marketing through Social Media.You can use Various Platforms to create an advertisement for your brand. These platforms are Facebook,Instagram,Linkedin,Google Search.
CHAPTER 8: FINANCIAL LEVERAGE
In this lesson,we will learn about how Financial Leverage is important for our business.We will study how to invest, whether we should take loan for our business or you should sell your equity and raise funds from investors and why many companies are shut down because they do not understand the concept of Leverage.
Leverage means work and result. For example, A Weighing Machine has a lever in between which tells us which side is heavier. Now if you have seen carefully,the distance from the centre is equal on both the sides. If the weight of one product is heavier than other product,then the lever will shift towards that side. This is the concept of Leverage.
There are two types of Leverages:
a. Operating Leverage
b. Financial Leverage
Operating Leverage is a term that measures how much a firm can increase its operating income by increasing its revenue. It tells about the company’s future profitability. The main motive of Operating Leverage is to reduce the variable cost.
a. Ascertain Break Even Point
b. Minimized Fixed Costs to increase earnings.
Financial Leverage is the use of debt to purchase additional assets. Let us assume that your company operates at a 20% profit margin. If you need a loan from the market, then you can take it at 10-12% P.A. At every sale, you will get an 8-10% profit. This is the concept of Financial Leverage.
It has two advantages:
b. Favorable Tax Treatment:
a. Calculate your company’s Operating Leverage and Financial Leverage.
b. Calculate your ROI to check whether you are satisfied with your loan or not.
BONUS LESSON: BUSINESS GROWTH PLAN
In this lesson, We will discuss the strategies you can use to grow your business at the exponential level. Here I am considering that your business is running and have made a sustainable business model. It means your business will continue for the long run, the products and services you are offering to your customers are good and satisfactory.
How to grow your business exponential
Here are a few ways to grow your business exponentially:
Bootstrapping is a process where the profit earned by your business is reinvested in your business. The growth rate is significantly lower when our business is bootstrapped. We aren’t able to grow at a very high speed.
It is best to use when you are starting your business as it will help you to increase your capital.
Debt Raising means borrowing money from the market. It can be from the Bank, your relatives or any other Financial Institution. When you take a loan from the Bank, you have to give a specified return in the form of Interest.
If your operating Profit which is the profit you are getting from your business is at least 1.5 times more than the amount taken as loan, then only you can consider this path. It means If I have to pay 10 lakhs rupees as an interest and I am getting a Consistent profit of 15 lakhs from my business, then I will go for Debt Raising.
Our Business should have Cash flow. It means Inflow and Outflow of Cash.
Franchising and Licensing:
Franchising means allowing other businesses to replicate your business in another location. Licensing means giving permission to someone to sell your products. For Franchisers, Franchising allows them to expand their business with less investment. For the licensee, it allows them to use, make or sell ideas, name, design, logo for free.
Now raising funds is not easier than it was before. It dilutes the ownership rights of the owner as well. Many people take funding and do not use it in their business. That’s why prefer to use your own funds rather than depending on external funding. This will create next-level dedication towards your business.
Growth Expansion Assignment:
a. Gross Margin Calculation:
b. Operating and Financial Leverage:
c. Funds Required:
d. Mode of Fund Raising:
e. Timelines and Deadlines:
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FREE ONLINE MBA COURSE – ULTIMATE MBA PROGRAM
Summary: Thinking of getting MBA? why not try free online MBA course first. This is the most detailed online MBA guide discussing how to generate a million-dollar business idea.
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