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Addressing
Operational Pain Points
within

International Enrollment
Management
Cheryl DarrupBoychuck
cheryl@USjournal.com
...
Operational Pain Points in IEM
• Measuring ROI
• Return on Investment
• Process over Promotion
• Proving sufficient funds
Brief History of
International Student Recruitment
• Then: No need for metrics
Brief History of
International Student Recruitment
• Then: No need for metrics
• Now: “Show me the numbers”
Brief History of
International Student Recruitment
• Then: No need for metrics
• Now: “Show me the numbers”
• Soon: Cultur...
Studying ROI:

Corporate World vs Higher Education
Initial Investment vs Subsequent Profits
Studying ROI:

Corporate World vs Higher Education
Initial Investment vs Subsequent Profits
Recruiting Expenses vs Tuition...
Studying ROI:

Corporate World vs Higher Education
Initial Investment vs Subsequent Profits
Recruiting Expenses vs Tuition...
The Agent Debate: NACAC
ROI in its Simplest Form
-- Cost of Recruitment
+ Tuition and Fees Generated
------------------------------------------Ret...
Online Promotions
Model
-- Cost of Advertising
+ Student(s) Tuition
+ Student(s) Fees
-----------------------------Return ...
Engaging Agents
-- Cost of Developing a Relationship*
-- Commissions Paid
+ Student(s) Tuition
+ Student(s) Fees
---------...
Advanced Calculus?
The Rise of Stealth Applicants
Traditional enrollment funnel has dissolved

Students applying without prior contact
Introd...
Google Chrome’s Incognito
Security Software Features
How to differentiate in a
complex, global marketplace
•
•
•
•
•

Identify your strengths
Target specific audiences
Conside...
Operational Pain Points in IEM
• Measuring ROI
• Return on Investment
• Process over Promotion
• Proving sufficient funds
Process > Promotion
Admissibility Indicators
• Academic readiness
• Financial capacity
Technology: + or - ?
• Social Media
• Level and Type of Support

• Data Storage
FundsV Exposure to Risk: Then
FundsV Exposure to Risk: Now
Addressing
Operational Pain Points
within

International Enrollment
Management
Cheryl DarrupBoychuck
cheryl@USjournal.com
...
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
Addressing Operational Pain Points in International Enrollment Management
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Addressing Operational Pain Points in International Enrollment Management

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Cheryl DarrupBoychuck presents this session at the Washington International Education Council in DC in January 2014. Learn more about how both USjournal.com and FundsV can improve the efficiency and integrity of international enrollment management.

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Addressing Operational Pain Points in International Enrollment Management

  1. 1. Addressing Operational Pain Points within International Enrollment Management Cheryl DarrupBoychuck cheryl@USjournal.com cheryl@FundsV.com
  2. 2. Operational Pain Points in IEM • Measuring ROI • Return on Investment • Process over Promotion • Proving sufficient funds
  3. 3. Brief History of International Student Recruitment • Then: No need for metrics
  4. 4. Brief History of International Student Recruitment • Then: No need for metrics • Now: “Show me the numbers”
  5. 5. Brief History of International Student Recruitment • Then: No need for metrics • Now: “Show me the numbers” • Soon: Culture of Evidence
  6. 6. Studying ROI: Corporate World vs Higher Education Initial Investment vs Subsequent Profits
  7. 7. Studying ROI: Corporate World vs Higher Education Initial Investment vs Subsequent Profits Recruiting Expenses vs Tuition – Cost of Instruction
  8. 8. Studying ROI: Corporate World vs Higher Education Initial Investment vs Subsequent Profits Recruiting Expenses vs Tuition – Cost of Instruction Flaw: Tuition < Cost of Instruction, so Profits are usually negative
  9. 9. The Agent Debate: NACAC
  10. 10. ROI in its Simplest Form -- Cost of Recruitment + Tuition and Fees Generated ------------------------------------------Return on Investment
  11. 11. Online Promotions Model -- Cost of Advertising + Student(s) Tuition + Student(s) Fees -----------------------------Return on Investment ESL Program -- $ 1,195 / year + $ 2,850 / 10-wk session + $ 465 Student Fees ---------------------------------$ 2,120 = 1st student $ 15,380 = 5 students $ 31,955 = 10 students
  12. 12. Engaging Agents -- Cost of Developing a Relationship* -- Commissions Paid + Student(s) Tuition + Student(s) Fees --------------------------------------------------------------------- Return on Investment * Don’t skip the relationship part
  13. 13. Advanced Calculus?
  14. 14. The Rise of Stealth Applicants Traditional enrollment funnel has dissolved Students applying without prior contact Introduced into database as “applicant” Accept lack of complete control of your institutional message
  15. 15. Google Chrome’s Incognito
  16. 16. Security Software Features
  17. 17. How to differentiate in a complex, global marketplace • • • • • Identify your strengths Target specific audiences Consider multi-lingual campaigns Focus on video promotions Streamline operations
  18. 18. Operational Pain Points in IEM • Measuring ROI • Return on Investment • Process over Promotion • Proving sufficient funds
  19. 19. Process > Promotion
  20. 20. Admissibility Indicators • Academic readiness • Financial capacity
  21. 21. Technology: + or - ? • Social Media • Level and Type of Support • Data Storage
  22. 22. FundsV Exposure to Risk: Then
  23. 23. FundsV Exposure to Risk: Now
  24. 24. Addressing Operational Pain Points within International Enrollment Management Cheryl DarrupBoychuck cheryl@USjournal.com cheryl@FundsV.com

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