Gray Associates shared how Regis University integrated with Gray's flexible data, systems, and processes. Through this integration, Regis University's Academic Council (RUAC), composed of college representatives, was able to provide recommendations to their Provost on the best programs to Grow, Sustain, or Intervene. Among other critical findings, a key takeaway for Regis was that Faculty engagement was mission critical. Before diving into the outcomes of Regis University's Program Sustainability Assessment, Gray will share the most recent student and employer trends using the best data in higher education. All of the trends we reveal are derived from Gray's Program Evaluation System (PES). PES was used by RUAC to identify key data points to inform future resource allocation strategies for sustainability and future growth.

1. Data • Insights • Strategy
www.GrayAssociates.com
Data • Insights • Strategy
www.GrayAssociates.com
Demand For Higher Education
Programs
Results through July 2018

2. 2
About Today’s Presenters
Bob Atkins
CEO
Bob Atkins - Bob led Gray’s entry into the education industry
and the development of Gray’s proprietary industry databases and
service offerings. He has worked with most of Gray’s education
clients, consulting with CEOs and CMOs on business strategy,
pricing, location selection, and program strategy.
Linda Osterlund
Academic Dean
Linda Osterlund - Dr. Linda Osterlund is currently the
Academic Dean for Rueckert-Hartman College for Health
Professions at Regis University. In her previous role as Vice
Provost for Resource Planning, she facilitated the Program
Sustainability Project for Regis University in 2017. Linda is a
Licensed Marriage and Family Therapist, with a PhD in Counselor
Education and Supervision, and minor in Applied Statistics and
Research Methods.

3. Confidential 3
Who Is Gray?
Program and Market
Evaluation Data
Employment
Placement Rates
Student Demand
Demographics
Wages
Programs Price ProjectsPlace
§ Program Evaluation System
§ Program profiles
§ Program location
§ Market selection
§ Location selection
§ Campus consolidation
§ Price elasticity
§ Price positioning
§ Price optimization
§ Business strategy
§ Strategy implementation
§ Complex analytics
Advanced Analytics
Predictive Models
Geo-Analytics
Clients: Higher Education Institutions and Stakeholders
Competition
Employer Requirements
Program
Economics
New

4. 4Confidential
§ Inquiries
- National
- Online & On-Campus
- Program, Degree, & City
§ Google Search Trends
- Programs
- Brands
- Growth and Decline
§ Program Sustainability
- Gray Perspective
§ Regis Case Study on Program Sustainability

5. Confidential 5
§ We started tracking Inquiries in 2012 and Google search volumes in September 2016.
§ In our webinars, we share data for the last three years.
Overall Student Inquiries (All Sources)
Gray has tracked demand for several years.
0
100,000
200,000
300,000
400,000
500,000
600,000
700,000
800,000
900,000
1,000,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
2016 2017 2018
Source: GrayReports – Inquiry Trends, Gray’s Program Evaluation System

6. Confidential 6
§ May volume rose 4% year-over-year.
§ June volume rose 1% year-over-year.
§ July volume rose 3% year-over-year.
Overall Student Inquiries (All Sources)
Inquiry volumes have increased year-over-year for the past 4 months.
0
100,000
200,000
300,000
400,000
500,000
600,000
700,000
800,000
900,000
1,000,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
National Inquiries
All Programs and Award Levels 2016 2017 2018
Source: GrayReports – Inquiry Trends, Gray’s Program Evaluation System
+ 3%

7. Confidential 7
§ Conversions for May and June are on track to beat 2017.
Overall Student Inquiry Conversions (All Sources)
For April 2018 inquiries, total conversions rose 2% year-over-year.
0
5,000
10,000
15,000
20,000
25,000
30,000
35,000
40,000
45,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Total Inquiry Conversions
All Programs and Award Levels
2016 2017 2018
1. Conversions are counted in the month in which the inquiry is received (i.e., an inquiry that is received in January and converts in March will be counted as a January inquiry).
Typically, the application rate will rise for at least three months after the month in which the inquiries are received.
Immature Months1
Source: GrayReports – Inquiry Trends, Gray’s Program Evaluation System
+2%
YoY

8. Confidential 8
§ Month over month, July prices continued to fall from May’s high of $49.47 to $46.31.
§ Year-over-year prices rose 2.4%, but are at their lowest level since November 2017.
Average Price for Pay-per-Inquiry
For 16 of the past 17 months, the average price per inquiry has risen year-over-year.
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
2016 $45.1 $45.9 $44.7 $44.8 $42.4 $44.9 $44.3 $44.5 $45.1 $44.7 $44.8 $45.4
2017 $45.3 $45.2 $45.5 $45.3 $45.5 $45.7 $45.2 $44.5 $45.0 $46.0 $45.9 $46.7
2018 $47.1 46.56 46.33 47.35 49.47 48.85 46.31 - - - - -
$30
$35
$40
$45
$50
$55
Average Price per Inquiry for PPI
All Programs and Award Levels
+2.4%
YoY
Note: PPI means “Pay per Inquiry.” Inquiry price is the average price per inquiry from PPI.
Source: GrayReports – Inquiry Trends, Gray’s Program Evaluation System

9. 9Confidential
§ Inquiries
- National
- Online & On-Campus
- Program, Degree, & City
§ Google Search Trends
- Programs
- Brands
- Growth and Decline
§ Program Sustainability
- Gray Perspective
§ Regis Case Study on Program Sustainability

10. Confidential 10
Inquiries for Online Programs
Inquiries for online programs grew 11% year-over-year in July.
0
50,000
100,000
150,000
200,000
250,000
300,000
350,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Inquiries
Inquiries for Online Programs
All Programs and Award Levels 2016 2017 2018
Source: GrayReports – Inquiry Trends, Gray’s Program Evaluation System
+11%

11. Confidential 11
Inquiries for On-Campus Programs
In July, inquiries for on-campus programs dropped 11% year-over-year.
0
50,000
100,000
150,000
200,000
250,000
300,000
350,000
400,000
450,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Inquiries
Inquiries for On-Campus Programs
All Programs and Award Levels
2016 2017 2018
Source: GrayReports – Inquiry Trends, Gray’s Program Evaluation System
-11% YoY

12. 12Confidential
§ Inquiries
- National
- Online & On-Campus
- Program, Degree, & City
§ Google Search Trends
- Programs
- Brands
- Growth and Decline
§ Program Sustainability
- Gray Perspective
§ Regis Case Study on Program Sustainability

13. Confidential 13
The Big 5 Programs: July Growth Year-over-Year
After growing in May and June, Medical Assistant fell 24% year-over-year in July.
15%
8%
-1%
-24%
-1%
-30%
-25%
-20%
-15%
-10%
-5%
0%
5%
10%
15%
20%
Healthcare
Administration
Criminal Justice Registered Nursing Medical Assistant Business
Administration
Five Largest Programs Since January 2012
Year-over-Year Change in July Inquiries
Source: GrayReports – Inquiry Trends, Gray’s Program Evaluation System

14. Confidential 14
The Fast 5 Programs:
The Higher Education Programs with the Fastest Inquiry Growth
Only Public Administration grew above 50% year-over-year in July.
70%
39%
22% 20%
16%
0%
50%
100%
Public
Administration
Healthcare
Administration
Web/Digital Design Graphic Design Medical Insurance
Coding
The Fast 5 Programs
Year-over-Year Change in July Inquiries
§ In June 2018, all of the Fast 5 grew by at least 50%.
1. Includes the 75 programs with the highest volume since January 2012.
Source: GrayReports – Inquiry Trends, Gray’s Program Evaluation System

15. Confidential 15
§ Overall, higher level degrees are outperforming.
Inquiry Volumes by Degree: Year-Over-Year Change
Interest in certificates appears to be highly volatile.
2%
5%
16%
21%
-41%
56%
-4%
-60% -40% -20% 0% 20% 40% 60% 80%
Associate's degree
Bachelor's degree
Master's degree
Doctor's degree
Post-master's certificate
Postbaccalaureate certificate
Undergraduate certificate
Change in Inquiries
July YoY
Source: GrayReports – Inquiry Trends, Gray’s Program Evaluation System

16. Confidential 16
Online Inquiries: Year-over-Year Inquires by State
Year-over-year, July inquiries grew fastest in Wisconsin, North Dakota, Oregon, New Mexico,
Arkansas, and Kansas.
Source: GrayReports – Inquiry Trends, Gray’s Program Evaluation System

17. Confidential 17
Student Inquiries: The Big 5 Cities
In July 2018, inquiries increased in all of The Big 5 Cities.
§ Los Angeles increased the most: 25%.
-14%
-22%
-15%
-8%
-21%
8%
13%
4%
25%
22%
-25%
-20%
-15%
-10%
-5%
0%
5%
10%
15%
20%
25%
Philadelphia, PA Chicago, IL New York, NY Los Angeles, CA Houston, TX
Five Cities With the Most Inquiries Since January 2012
Year-over-Year Change in July Inquiries
2017 YoY % Change 2018 YoY % Change
Note: The market for each city is defined as a 15-mile radius around the population center of its CBSA.
Source: GrayReports – Inquiry Trends, Gray’s Program Evaluation System

18. 18Confidential
§ Inquiries
- National
- Online & On-Campus
- Program, Degree, & City
§ Google Search Trends
- Programs
- Brands
- Growth and Decline
§ Program Sustainability
- Gray Perspective
§ Regis Case Study on Program Sustainability

19. Confidential 19
§ Gray tracks search volume for the 200 largest higher education programs.
- In 2016, these programs produced 67% of all completions.
- We track approximately 25 keywords for each program.
Google Search Trends: Programs
After eight months of year-over-year declines, Gray’s Google search index rose 1% in July.
0
2,000,000
4,000,000
6,000,000
8,000,000
10,000,000
12,000,000
14,000,000
16,000,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Google Searches
200 Largest Programs* 2016 2017 2018
*Google Searches for 25 keywords for each of the 200 largest programs based on IPEDS completions
+1%

20. Confidential 20
§ Gray tracks search volume for a sample of 75 higher-education brands.
§ Through July 2018, brand searches have fallen an average of 5%.
Google Search Trends (Brands)
The year-over-year decline in Google brand searches slowed to 2% in July.
0
2,000,000
4,000,000
6,000,000
8,000,000
10,000,000
12,000,000
14,000,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Google Searches
75 Brands 2016 2017 2018
Source: Gray Associates Research, Keyword Search Trends for 75 Brands.

21. Confidential 21
Shrinking Programs
Google searches are falling fast for Teaching and Hospitality programs.
-68%
-45%
-43%
-34%
-34%
-28%
-27%
-23%
-80% -70% -60% -50% -40% -30% -20% -10% 0%
Hotel/Motel Administration/Management
Education, General
Hospitality Administration/Management, General
Administrative Assistant and Secretarial Science, General
Criminal Justice/Safety Studies
Elementary Education and Teaching
Chemistry, General
Teacher Education, Multiple Levels
Fastest-declining Programs
July Google Searches
Teaching
Hospitality
Source: Gray Associates Research, Keyword Search Trends for Largest 200 IPEDS Programs.

22. Confidential 22
§ Harvard University is the only school new school on the list.
Fastest-growing Brands
In our sample of 75, the fastest-growing brands include very different schools.
6%
7%
11%
12%
12%
15%
17%
18%
0% 5% 10% 15% 20%
University of Kansas
Harvard University
College for America, SNHU
Florida Career College
University of Wyoming
Western Governors University
West Coast University
Universal Technical Institute
Fastest-growing Brands
Google Searches
Source: Gray Associates Research, Keyword Search Trends for Largest 200 IPEDS Programs.

23. 23Confidential
§ Inquiries
- National
- Online & On-Campus
- Program, Degree, & City
§ Google Search Trends
- Programs
- Brands
- Growth and Decline
§ Program Sustainability
- Gray Perspective
§ Regis Case Study on Program Sustainability

24. Confidential 24
Program Sustainability: An Integrated View
We envision four foundations of program sustainability.
Program
Economics
Institutional
Mission
Academic
Standards
Program
Markets
Foundations of Program Sustainability

25. Confidential 25
Program Sustainability: An Integrated View
Let’s briefly review best practices in market analysis.
Program
Economics
Institutional
Mission
Academic
Standards
Program
Markets
Foundations of Program Sustainability

26. Program Scoring
We suggest using four categories of market data.
Student
Demand
Employment
Degree
Fit
Competitive
Intensity

27. Confidential 27
Program Markets: Program Scorecard

28. Confidential 28
Program Sustainability: An Integrated View
A heathy program meets institutional, academic, financial, and market requirements.
Program
Economics
Institutional
Mission
Academic
Standards
Program
Markets
Foundations of Program Sustainability

29. Confidential 29
Program Economics: Methodology
Accumulate student revenue and instructor cost per credit hour by course.
-
+
}= Program Cost
and Revenue

30. Confidential 30
Economic Scorecard
The Economic Scorecard includes comparisons to the college’s other programs.
§ Metrics per SCH enable apples to apples comparisons with other programs.
§ The color coding shows the program’s rank vs. other programs at the college.
Nursing Program Contribution
Community College

31. Confidential 31
Program Sustainability: An Integrated View
Now, Let’s turn it over to Linda, who will show how Regis integrated all four elements.
Program
Economics
Institutional
Mission
Academic
Standards
Program
Markets
Foundations of Program Sustainability

32. 32Confidential
§ Inquiries
- National
- Online & On-Campus
- Program, Degree, & City
§ Google Search Trends
- Programs
- Brands
- Growth and Decline
§ Program Sustainability
- Gray Perspective
§ Regis Case Study on Program Sustainability

33. Office of the Provost
Goal:
To optimize the portfolio of programs and inform resource allocation for short-term and long-term strategic planning.
Strategy:
Ø Faculty engagement was critical; Regis University Academic Council (RUAC), composed of college representatives.
Ø Programs are categorized as GROW, SUSTAIN, or INTERVENE based on the process below.
Process:
Ø University analytics and reporting (UAR) provided data to each program for evaluation. The program reviewed the data and
provided commentary to give context. The program also provided a 300 word statement on the mission and strategic fit of the
program.
Ø RUAC evaluated the information and provided recommendations to Provost. The Provost and Dean’s reviewed the
recommendations and sought faculty input to create program priorities.
Outcome:
Program priorities inform university strategic planning to resource programs according to their potential for growth, necessary
sustainability, or need for intervention, either to close the program or continue as a sustainable program in the current portfolio.
Regis University’s Program Sustainability Project

34. Program Sustainability Decision-Making Matrix
Intervene
• Low Value
• Low/No
Growth
GROW
• High Value
• High Growth
SUSTAIN
• High Value
• Low Growth
START
• High Potential
Value
• High Potential
Growth
Requires
additional
investment
Opportunity to
reallocate
funding
Office of the Provost

35. 1) Mission and Institutional Fit
2) Assessment of Trends
3) Relevance and Demand
4) Student Success Indicators
5) Resource Efficiency
5 Key Performance Criteria
Office of the Provost

36. Program Sustainability Report
Office of the Provost

37. Office of the Provost
Student Demand
(-5 to +22)
33%
Competitive
Intensity
(-14 to +22
33%
Employment
(-18 to +20)
27%
Degree Fit
(-50 to +10)
15%

38. Computer Science 3 Year Credit Hours Trend
CC&IS
Office of the Provost

39. Competitive Analysis for Computer Science
CC&IS
Office of the Provost

40. Sample Regis University Academic Council (RUAC)
Dashboard Screenshot
CC&IS
Office of the Provost

41. Confidential 41
Summary
Program Review should address all four foundations of Program Sustainability
Program
Economics
Institutional
Mission
Academic
Standards
Program
Markets
Foundations of Program Sustainability

42. Data • Insights • Strategy
www.GrayAssociates.com
Data • Insights • Strategy
www.GrayAssociates.com
Upcoming Gray Associates’ Webcast
September Webcast (August Results)
Thursday, September 20th at 2:00 PM ET
42