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John Mullins

Associate Professor of Management Practice in Marketing and Entrepreneurship


BA (Lehigh), MBA (Stanford), PhD (Minnesota)

An award-winning teacher and scholar, Professor John W. Mullins brings 20 years of experience in high-growth retailing firms to his teaching and research, including two ventures and one public offering, which he personally founded.

His research has won national and international awards from the Marketing Science Institute, the American Marketing Association, and the Richard D. Irwin Foundation. He is a frequent speaker to audiences in entrepreneurship and venture capital.

Professor Mullins earned his MBA at the Stanford Graduate School of Business and his Ph.D. at the University of Minnesota. Since becoming a professor in 1992, he has published four books, numerous cases and more than 40 articles in a variety of outlets, including Harvard Business Review, the MIT Sloan Management Review, and The Wall Street Journal.

His trade book, The New Business Road Test: What Entrepreneurs and Executives Should Do Before Launching a Lean Start-Up (4e, London: Prentice-Hall/FT 2013), is the definitive work on the assessment and shaping of entrepreneurial opportunities and is used in university courses worldwide.

Professor Mullins’ book on business models – the critically acclaimed Getting to Plan B: Breaking Through to a Better Business Model (Boston: Harvard Business Press 2009) – was named on “Best Books of 2009” lists by BusinessWeek and INC Magazine. The book was co-authored with Randy Komisar, a partner at the esteemed venture capital firm Kleiner Perkins Caufield & Byers in California.

He has consulted with, and provided executive education, for a variety of organisations – both large and small  – on five continents, including: the Young Presidents Organisation, Endeavor, Kenya Airways, Merck-Serono, Grupo Guayacan, the European and African Venture Capital Associations, Pumpkin Ltd, and the International Finance Corporation, among numerous others. He has served on the boards of fast-growing entrepreneurial companies in the United States, United Kingdom, Europe, and Asia.

2014

Tell me why

Mullins J W

Business Strategy Review

Will my idea work?

Mullins J W

Business Strategy Review

Plan B to start or grow your business

Mullins J W

Business Strategy Review

Use customer cash to finance your start-up

Mullins J

Harvard Business Review

Why banks are no use to tech start-ups

Mullins J W

Wall Street Journal

2012

How rock solid funded growth

Mullins J W

Financial Times

Se puede enseñar el emprendimento

Mullins J W

INCAE Business Review

What's your working capital model

Mullins J W; Komisar R

2011

Can entrepreneurship be taught?

Mullins J W

Fickle Grey Beast Blog

Managing in ethically corrupt environments

Mullins J W; Rhodes T

Business Strategy Review

Marketing strategy: a decision-focused approach

Walker O; Mullins J; Boyd Jr H

Measuring up: Dashboarding for innovators

Mullins J W

Business Strategy Review

2010

A business plan? Or a journey to plan B?

Mullins J W

Sloan Management Review

Marketing

Mullins J W; Walker O C Jr.

2009

A Capital Idea

Mullins J W

Business Strategy Review

Launching a new venture

Mullins J

Business Strategy Review

Measuring up: Dashboarding for innovators

Mullins J W; Komisar R

Business Strategy Review

Why business plans don't deliver

Mullins J W

Wall Street Journal

2008

Entrepreneurially fit

Mullins J W

ISB Insight

Fundamentally fit

Mullins J

Business Strategy Review

Marketing strategy: A decision-focused approach 6th eds.,

Walker O C JR; Mullins J W; Boyds H W JR; Larreche J

2007

Discovering unk-unks

Mullins J

Sloan Management Review

Worth a second chance?

Mullins J; Farneti I; Hassan F; Johnson RM; Zott C

Harvard Business Review

2006

Can we teach entrepreneurship?

Mullins J

Business Strategy Review

2005

Missing the boat or sinking the boat: a study of new venture decision-making

Mullins J; Forlani D

Journal of Business Venturing

2004

Entrepreneurial gold mines

Mullins J

Business Strategy Review

Managing cash: what a difference the days make!

Mullins J; Churchill N

Business Horizons

Take the money - or run?

Mullins J; et al.

Harvard Business Review

2002

New product decision making: how chance and size of loss influence what marketing managers see and do

Mullins J; Forlani D; Walker O C Jr

Psychology and Marketing

2001

How fast can your company afford to grow?

Churchill N C; Mullins J

Harvard Business Review

2000

Perceived risks and choices in entrepreneurs' new venture decisions

Mullins J; Forlani D

Journal of Business Venturing

Pioneering practices for new product development at US West

Mullins J; Sittig S; Brown C

Marketing Management

The effects of organizational and decision-maker factors on new product risk taking

Mullins J; Forlani D; Walker O C Jr

Journal of Product Innovation Management

New product development in rapidly changing markets: an exploratory study

Mullins J; Sutherland D

Journal of Product Innovation Management

Research Interests

Opportunity assessment, business model innovation, venture capital, entrepreneurship in emerging markets.