Scr 2010

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Scr 2010

  1. 1. Senior College Relations 2010 Roadmap and Reference 02/10/10 Phi Theta Kappa
  2. 2. Agenda <ul><li>Concept </li></ul><ul><li>Infrastructure </li></ul><ul><li>Projections (Sales and Scholarship creation) </li></ul><ul><li>Strategies/tactics </li></ul><ul><li>Q and A </li></ul>02/10/10 Phi Theta Kappa
  3. 3. Roadmap and Reference Concept <ul><li>Creating our team </li></ul><ul><li>Where are we going, how, when and why </li></ul><ul><li>What we were thinking </li></ul><ul><li>Working document </li></ul>02/10/10 Phi Theta Kappa
  4. 4. Infrastructure <ul><li>Business Development Managers Team : </li></ul><ul><li>Cohesive </li></ul><ul><li>Establishes, builds and maintains relationships </li></ul><ul><li>Committed to assisting partners with recruiting more PTK students </li></ul><ul><li>CF, Scholarship designation and Annual Convention sponsorship/Transfer college fair </li></ul><ul><li>B. Cross-Training for All Team Members: </li></ul><ul><li>Purchases </li></ul><ul><li>Developing Scholarships </li></ul><ul><li>Selling CollegeFish </li></ul>02/10/10 Phi Theta Kappa
  5. 5. Infrastructure <ul><li>C. Other areas of note: </li></ul><ul><li>CRM </li></ul><ul><li>Business Processes </li></ul><ul><li>Reporting/ROI </li></ul><ul><li>D. States responsibility breakdown: </li></ul><ul><li>See next page… </li></ul>02/10/10 Phi Theta Kappa
  6. 6. Infrastructure <ul><li>D – State Responsibility break down </li></ul>02/10/10 Phi Theta Kappa Christin Ron Sarah Ohio Alaska/Hawaii Minnesota Washington California Iowa Oregon Delaware Oklahoma Montana Nebraska Arkansas Wyoming Kansas Louisville Utah Missouri Illinois Idaho West Virginia Kentucky Nevada Maine Tennessee New Mexico Vermont Mississippi Arizona New Hampshire Indiana Colorado Massachusetts Alabama North Dakota New York Virginia South Dakota Connecticut North Carolina Wisconsin Rhode Island South Carolina Michigan New Jersey/Maryland Georgia Pennsylvania Florida
  7. 7. Sales and Projections <ul><li>2010 CollegeFish Sales goal: </li></ul><ul><li>$350,000 </li></ul><ul><li>Phi Theta Kappa Scholarship designation goal: </li></ul><ul><li>40 new scholarships </li></ul>02/10/10 Phi Theta Kappa
  8. 8. Strategies/Tactics <ul><li>Acquisition </li></ul><ul><li>+ </li></ul><ul><li>Retention </li></ul>02/10/10 Phi Theta Kappa
  9. 9. Strategies/Tactics Acquisition <ul><li>States with the most potential </li></ul><ul><li>Ongoing targeted contacts </li></ul><ul><li>EBLASTS </li></ul><ul><li>a. Scholarship partners that have not purchased CF. </li></ul><ul><li>GOAL: Send quarterly (February, May, August, October) </li></ul><ul><li>b. Community College Transfer Fair and convention program advertising opportunities.  </li></ul><ul><li>GOAL: Send late January; mid-February; early March   </li></ul><ul><li>GOAL: 100 four year schools exhibiting at community college transfer fair </li></ul><ul><li>c. CollegeFish subscribers that do not offer a Phi Theta Kappa specific scholarship. </li></ul><ul><li>  GOAL: Send quarterly (February, May, August, October) </li></ul>02/10/10 Phi Theta Kappa
  10. 10. Strategies/Tactics Acquisition <ul><li>4. Targeting 2 yr schools that have begun offering 4 yr degrees </li></ul><ul><li>GOAL: Develop list by June 1, 2010 then contact </li></ul><ul><li>5. Referrals </li></ul><ul><li>GOAL: Develop message and send out by June 1, 2009 </li></ul><ul><li>6. Mailings </li></ul><ul><li>a. CF mailing January – includes a letter, CF brochure and convention sponsorship insert. </li></ul><ul><li>GOAL: Send out by January 15, 2010 </li></ul><ul><li>GOAL: Acquire $15,000 in subscription revenue by March 1, 2009. </li></ul><ul><li> b. Partners in Excellence/CF mailing: This was sent out mid August of </li></ul><ul><li>2009. To date this mailing has produced $26,559 in CF sales. </li></ul><ul><li>GOAL: Send out by early to mid August 2010 </li></ul><ul><li>GOAL: Acquire $30,000 in subscription (new and retained) revenue by the end of 2010. </li></ul>02/10/10 Phi Theta Kappa
  11. 11. Strategies/Tactics Acquisition <ul><li>7. Free CF names for CC transfer fair attendees </li></ul><ul><li>GOAL: 5 new subscriptions </li></ul><ul><li>8. Conferences </li></ul><ul><li>AACRAO </li></ul><ul><li>April 21-24, 2010: New Orleans, LA </li></ul><ul><li>Goal: Acquire $8,000 in subscription (new and retained) revenue from AACRAO conference by the end of September 2010.   </li></ul><ul><li>NISOD </li></ul><ul><li>May 31 – June 2, 2010: Austin, TX </li></ul><ul><li>NACAC – to date(1-22-2010) 2009 conference has produced </li></ul><ul><li>$16,874 in sales. </li></ul><ul><li>September 30 th – October 2 nd 2010 : St Louis, MO </li></ul><ul><li>GOAL: Acquire $15,000 in subscriptions (new and retained) revenue from NACAC conference by the end of 2010. </li></ul>02/10/10 Phi Theta Kappa
  12. 12. Strategies/Tactics Acquisition <ul><li>9. Alumni Association Schools </li></ul><ul><li>GOAL: Establish list to begin contact by February 1, 2009 </li></ul><ul><li>10. PTK regional meetings </li></ul>02/10/10 Phi Theta Kappa
  13. 13. Strategies/Tactics Acquisition <ul><li>11. COLLEGEFISH + </li></ul><ul><li>Create CollegeFishPLUS transfer recruiting best practices. </li></ul><ul><li>GOAL: Complete by April 1, 2010 </li></ul><ul><li>Complete framework and price points of program for approval. </li></ul><ul><li>GOAL: Complete by April 1, 2010 </li></ul><ul><li>Engage in a free pilot program with 5 schools; seek feedback on results; create survey of all CF subscribers.  </li></ul><ul><li>GOAL: Begin June 1, 2010; complete August 1, 2010   </li></ul><ul><li>Submit survey to partners seeking feedback on viability of program characteristics. </li></ul><ul><li>GOAL: September 1, 2010 </li></ul><ul><li>Determine whether or not to move forward based on feedback from pilot schools and surveying of existing partners.  </li></ul><ul><li>GOAL: December 1, 2010 </li></ul><ul><li>  </li></ul><ul><li>  </li></ul>02/10/10 Phi Theta Kappa
  14. 14. Strategies/Tactics Retention <ul><li>Contact/Service – Ongoing </li></ul><ul><li>a. Contacting CF subscribers ahead of their renewal dates to assist with exporting their remaining names and help determine which subscription level to renew at. </li></ul><ul><li>  </li></ul><ul><li>b. Contacting Scholarship Partners to update their scholarship listings on CollegeFish. This will take place from May through July. </li></ul><ul><li>  </li></ul><ul><li>c. Monitor CF subscribers that have not exported names lately and contact where appropriate. </li></ul><ul><li>  </li></ul><ul><li>d. Follow up with CF subscribers that run searches and receive 0 results. </li></ul><ul><li>  </li></ul><ul><li>e. Provide excellent customer service when CF customers call with service issues. </li></ul>02/10/10 Phi Theta Kappa
  15. 15. Strategies/Tactics Retention <ul><li>2. Automatic email messages </li></ul><ul><li>GOAL: Create Framework and timing of messages by May 1, 2010 </li></ul><ul><li>  </li></ul><ul><li>GOAL: Implement all messages between June 1, 2010 and December 31, 2010. </li></ul><ul><li>3. Surveying: CF customers/Scholarship partners </li></ul><ul><li>Goal: Complete Survey for review by February 1, 2010 </li></ul><ul><li>  </li></ul><ul><li>Goal: Send out survey by February 15, 2010 </li></ul>02/10/10 Phi Theta Kappa
  16. 16. Q and A 02/10/10 Phi Theta Kappa

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