Kennebec Valley Community College and Collegis Education share how they reclaimed control of enrollment in the face of daunting challenges.

1. December 2016
Drive 2017 Enrollment with
Better Student Connections

2. Before we begin
We are using WebEx. Please enter questions in the text field at the
bottom of the chat window.
We are monitoring the discussion and will try to bring the
comments and questions into the conversation.
We are recording the webinar; the webinar archive and slides will be
provided after the event.
Join the conversation on Twitter: @CollegisEdu
212/14/2016 Copyright Collegis, LLC - Proprietary and Confidential

3. About Collegis
At Collegis Education, we tailor our marketing and technology capabilities to
activate an institution’s full potential. We understand the student journey is a
holistic experience — not a series of isolated interactions. This integrated
approach to enrollment growth plays a critical role in helping our partners
achieve double-digit new enrollment growth.
Integrated enrollment growth management
312/14/2016 Copyright Collegis, LLC - Proprietary and Confidential

4. 12/14/2016 Copyright Collegis, LLC - Proprietary and Confidential 4
Meet our speakers
Karen Normandin
Dean of Student Affairs
Kennebec Valley Community College, Maine
More than 27 years of higher education
experience including serving as faculty, Dean of
Students and Dean of Student Affairs with a focus
on improving student experience and driving
innovative enrollment management strategies.
Paul Kramer
Director of Student Experience
Collegis Education
Developed and led best-in-class training and guidance
initiatives for public and private colleges and
universities for over 14 years, including Capella
University and Rasmussen College.

5. Today’s agenda
35% of colleges missed enrollment goals in 2016 -- EducationDive.com
12/12/16
The landscape is changing
KVCC case study
Best practices
12/14/2016 Copyright Collegis, LLC - Proprietary and Confidential 5

6. Landscape Change #1
12/14/2016 Copyright Collegis, LLC - Proprietary and Confidential 6
Students are applying to more and more institutions.

7. Landscape Change #2
Students now begin their search without
a specific institution in mind.
12/14/2016 Copyright Collegis, LLC - Proprietary and Confidential 7

8. Set the stage with students’
journey
12/14/2016Copyright Collegis, LLC - Proprietary and Confidential 8

9. Defining the student enrollment journey
12/14/2016 Copyright Collegis, LLC - Proprietary and Confidential 9
Inquiry Attempt Interview
Application Transcripts
Financial
Aid
Register Enroll

10. The KVCC case study
12/14/2016Copyright Collegis, LLC - Proprietary and Confidential 10

11. KVCC Overview
One of seven community colleges operating under Maine
Community College System Board of Trustees.
Opened Fall 1970 with 35 full-time and 131 part-time students.
Since then, it has grown to 2,600 students in Fall 2015.
Offers more than 30 degree programs with many designed for
outcomes in local business and industry.
Located in Somerset County — one of the most economically
depressed areas in Maine.
12/14/2016 Copyright Collegis, LLC - Proprietary and Confidential 11

12. The situation
Outdated admissions model, minimal marketing, and an
ineffective website.
Recruitment not proactive.
Limited staff resources and budget.
12/14/2016 Copyright Collegis, LLC - Proprietary and Confidential 12

13. Shifting the student conversation
Reviewed how and when we communicate with students —
careful examination of emails, letters, postcards and phone calls.
From frontline team members to the administrative professionals,
we created awareness of how frightening the college experience can
be for a student.
While we are familiar with so many terms and processes, many of
them sound like a foreign language to a first-time college student.
Changed the culture across the campus.
12/14/2016 Copyright Collegis, LLC - Proprietary and Confidential 13

14. Successes and learns
How did the conversations improve?
Conversations improved within specific departments as well as
between departments. The result is a less siloed environment
and a more team-based approach that is enhanced by external
perspective.
Problem-solving focus: Identifying areas for change and
improvement with an emphasis on how to actually make the
improvement.
The staff’s overall feelings of value improved after
implementing more meaningful student conversations.
12/14/2016 Copyright Collegis, LLC - Proprietary and Confidential 14

15. Results
Return to Growth
After several years of declining enrollment, KVCC was able to
maintain 2015 growth.
Increase Application-to-Start Rates
Decreased summer melt (250 to 178).
ID ways to determine prospect’s level of interest.
Conversations regarding what indicates an intention to attend.
12/14/2016 Copyright Collegis, LLC - Proprietary and Confidential 15

16. How do you know if you need
help?

17. Best Practice #1:
Quick Engagement
In an annual review of 30,000+ inquiries from prospective
students, we found:
24%
enrollment rate
4%
enrollment rate
for inquiries contacted
within 24 hours.
for inquiries contacted
after 24 hours.
Copyright Collegis, LLC - Proprietary and Confidential 17

18. Best Practice #2: Evaluate
Tip: “Shop” your college.
12/14/2016 Copyright Collegis, LLC - Proprietary and Confidential 18

19. Best Practice #3: Monitor Metrics
While inquiry-to-enrollment conversion rates vary among
institutions, we recommend using the following as a general
guide for determining if admissions conversations and
process are working effectively:
19
Campus-Based Interviews
Inquiry to Attempt 95%+ w/in 24 hrs.
Inquiry to Appointment Set 70%
Appointment Set to Show 60%
Show to Application 55%
Application to Start Rate 85%
Inquiry to Enrollment 19%
Phone-Based Interviews
Inquiry to Attempt 95%+ w/in 24 hrs.
Inquiry to Contact 70-75%
Contact to Interview 30-35%
Appointment to Application 40-45%
Application to Start 55-60%
Inquiry to Enrollment 5-6%
Copyright Collegis, LLC - Proprietary and Confidential 19

20. Best Practice #4: Elevate
conversations
1. Move from transactional to matching the student’s goals.
2. Establish standard elements and conversation flow.
3. Nurturing relationships with prospective students is
everyone’s responsibility.
20Copyright Collegis, LLC - Proprietary and Confidential 20

21. Summary
Assess the student experience.
Know your metrics.
Drive student-centric culture.
Copyright Collegis, LLC - Proprietary and Confidential 21

22. Three basic steps to better connections
12/14/2016 Copyright Collegis, LLC - Proprietary and Confidential 22
Evaluate
student
engagement
Train team
members
across the
entire institution
Reevaluate
student
engagement

23. Questions?

24. Print-out
Best Practices
1. Respond within 24 hours.
2. Shop your college.
3. Monitor metrics.
4. Determine if conversations are transactional, process driven
or if the conversations are student centric focused on
matching the student’s goals.
5. Establish standard elements and conversation flow that are
present in every student conversation/interaction.
6. Nurturing relationships with prospective students is
everyone’s responsibility.
24Copyright Collegis, LLC - Proprietary and Confidential 24

25. Thank you
Connect with us:
info@collegiseducation.com
@CollegisEdu
12/14/2016 Copyright Collegis, LLC - Proprietary and Confidential 25