This document discusses how colleges can weather the "perfect storm" of challenges facing college admissions. It outlines demographic trends showing declining numbers of traditional college-aged students and increased economic pressures. It argues colleges must overthrow dead recruitment cultures, embrace authenticity in their branding and marketing, and ensure the campus visit experience is engaging. Specific tactics include engaging students earlier in their college search, emphasizing authentic stories over statistics, and training tour guides to provide memorable experiences that feel "right" to prospective students.
This E-Book peels back the layers and uncovers fundamental truths about demographics and lifestyle attributes Millennials share universally as well as how they can be segmented into unique groups. Take a closer look and see how wonderfully complex & awesome they are and how you can reach them more effectively.
The Sweet Briar College alumnae were close to winning. They needed to prove that a viable plan could be put together, as well as they were very motivated to hand over a plan to the new administration.
You may find this planning process very handy if you are looking for ways to develop a strategy.
They asked me to provide some strategic and analysis and recommendations on how to turn the corner. Their answers might not be your answers, but this is what was necessary for them.
This E-Book peels back the layers and uncovers fundamental truths about demographics and lifestyle attributes Millennials share universally as well as how they can be segmented into unique groups. Take a closer look and see how wonderfully complex & awesome they are and how you can reach them more effectively.
The Sweet Briar College alumnae were close to winning. They needed to prove that a viable plan could be put together, as well as they were very motivated to hand over a plan to the new administration.
You may find this planning process very handy if you are looking for ways to develop a strategy.
They asked me to provide some strategic and analysis and recommendations on how to turn the corner. Their answers might not be your answers, but this is what was necessary for them.
Leading Millennials in a project context by Mr Charbel AzarPMILebanonChapter
Mr. Charbel Azar was the speaker for the month of April in PMI Lebanon Chapter where he discussed "Leading Millennials in a project context"
Among the talking points:
- The different generations at the workplace today and characteristics of each
- What makes the Millennials so special to lead and manage?
- How to adapt your managerial and leadership style to suit Millennials.
Voices of a New Generation - Insights on the Gen Z MindsetOlogie
Students today are entering college at a unique time in history, shaping who they are and how they see the world. For colleges and universities, it's critical to recognize this generation's deep-rooted motivations, preferences, characteristics, beliefs and behaviors before they arrive on campus. Presented in Orlando at the 2018 AMA Higher Ed conference, this is Gen Z.
This is my take on Generational Marketing , based on USA and EU data, and it's application in positioning, marketing and segmentation. This presentation was meant for internal training and borrows content available on the internet. I do not claim any ownership of the material included in this presentation.
Millennials are bending and breaking the traditional rules, while becoming fast, aggressive new competitors. They’ve been described as the “Me Generation” and:
Get bored quickly
Seek meaningful work
Enjoy constant change
Desire professional development
Crave instant gratification
Learn more about Millennials in order to more effectively recruit, retain, manage and motivate them in the workplace.
The 'Hunger Games' Generation: 7 insights into 'Gen Z'Brand Genetics
Whether or not they’re your target audience today, Gen Z are already starting to influence how the world works. Their traits are only just starting to emerge but they show a marked difference to Gen Y / Millennials. Brand Genetics distilled existing studies and its own experience to uncover key Gen Z needs, identifying 7 relevant innovation opportunities that can help your business stay ahead of the game.
Why Can't We All Just Get Along? Four Generations Working Side by Side in Har...Andrew Krzmarzick
Presentation delivered at the Training Officer's Consortium (TOC) Institute in Williamsburg, VA, on April 27, 2009. Facilitated by a Gen X'er and a Traditional. Objectives included:
1. Understand and better navigate the intergenerational differences in your office
2. Participate in several training modalities that reach a multi-generational audience
3. Experience a truly blended approach to training that addresses the learning preferences of all four generations.
Gen X is sometimes referred to as the “lost” or "grumpy" generation, this was the first generation of “latchkey” kids, exposed to lots of daycare and divorce. Known as the generation with the lowest voting participation rate of any generation, Gen Xers were quoted by Newsweek as “the generation that dropped out without ever turning on the news or tuning in to the social issues around them.”
Gen X is often characterized by high levels of skepticism, “what’s in it for me” attitudes and a generation with more debt than savings. They've gone from XTREME to XHAUSTED! Learn more about Gen X and what makes them tick.
Leading Millennials in a project context by Mr Charbel AzarPMILebanonChapter
Mr. Charbel Azar was the speaker for the month of April in PMI Lebanon Chapter where he discussed "Leading Millennials in a project context"
Among the talking points:
- The different generations at the workplace today and characteristics of each
- What makes the Millennials so special to lead and manage?
- How to adapt your managerial and leadership style to suit Millennials.
Voices of a New Generation - Insights on the Gen Z MindsetOlogie
Students today are entering college at a unique time in history, shaping who they are and how they see the world. For colleges and universities, it's critical to recognize this generation's deep-rooted motivations, preferences, characteristics, beliefs and behaviors before they arrive on campus. Presented in Orlando at the 2018 AMA Higher Ed conference, this is Gen Z.
This is my take on Generational Marketing , based on USA and EU data, and it's application in positioning, marketing and segmentation. This presentation was meant for internal training and borrows content available on the internet. I do not claim any ownership of the material included in this presentation.
Millennials are bending and breaking the traditional rules, while becoming fast, aggressive new competitors. They’ve been described as the “Me Generation” and:
Get bored quickly
Seek meaningful work
Enjoy constant change
Desire professional development
Crave instant gratification
Learn more about Millennials in order to more effectively recruit, retain, manage and motivate them in the workplace.
The 'Hunger Games' Generation: 7 insights into 'Gen Z'Brand Genetics
Whether or not they’re your target audience today, Gen Z are already starting to influence how the world works. Their traits are only just starting to emerge but they show a marked difference to Gen Y / Millennials. Brand Genetics distilled existing studies and its own experience to uncover key Gen Z needs, identifying 7 relevant innovation opportunities that can help your business stay ahead of the game.
Why Can't We All Just Get Along? Four Generations Working Side by Side in Har...Andrew Krzmarzick
Presentation delivered at the Training Officer's Consortium (TOC) Institute in Williamsburg, VA, on April 27, 2009. Facilitated by a Gen X'er and a Traditional. Objectives included:
1. Understand and better navigate the intergenerational differences in your office
2. Participate in several training modalities that reach a multi-generational audience
3. Experience a truly blended approach to training that addresses the learning preferences of all four generations.
Gen X is sometimes referred to as the “lost” or "grumpy" generation, this was the first generation of “latchkey” kids, exposed to lots of daycare and divorce. Known as the generation with the lowest voting participation rate of any generation, Gen Xers were quoted by Newsweek as “the generation that dropped out without ever turning on the news or tuning in to the social issues around them.”
Gen X is often characterized by high levels of skepticism, “what’s in it for me” attitudes and a generation with more debt than savings. They've gone from XTREME to XHAUSTED! Learn more about Gen X and what makes them tick.
We consider this a grossly underestimated marketing audience. They wield more consumer power than many think and they are a beautifully unique and socially connected group. This presentation offers advice on both understanding and reaching today's seniors through messaging, media and marketing.
Attracting Future Leaders : Lessons for the Kool-Aid Kids from the Red Bull C...Suresh Parmachand
This is the presentation from the CMPX panel discussion : Lessons for the Kool-Aid Kids from the Red Bull crowd - Attracting Future Leaders. The discussion delves into the issue which the industry is facing which is a greater attrition rate due to retirement of the workforce than we do having new entrants entering the market.
You\'ve Got the Power is a very popular session delivered to frontline staff in schools and offices. It helps staff understand the key role they play in building and breaking school/district reputation and delivers five "power tools" to help them maximize their reputation-building influence.
Account Planning Portfolio (Draft) - Jason PotteigerJason Potteiger
My name is Jason Potteiger and I am an account planner seeking an agency. This is a first draft of my planning portfolio. More updates and revisions to follow. Feedback, notes and criticism are always welcome. Thanks, @JPotteiger.
Graduate Management Admission Council . Business 3.0 ConferenceJayant Murty
This talk delivered at the Intetnational GMAC Conference to Deans and heads of admission of MBA schools around the world seeks to examine what they can learn from brands across other industries. With MBA schools coping with declining admissions, strong overseas competition, disruption from MOOCs ( Massive Open Online Courses) and image parity across schools , there seems a dire need to disrupt and current model and embrace change with agility
Millennials, Generation Y - born between 1980 - 2000, how they respond to work ethics, their behavior at the workplace, how they like to manage work-life balance, and how the organizations should manage in order to compete in future.
The Power of Science + Art: How Advanced Analytics Innovations and Staff Empo...TargetX
The Power of Science + Art: How Advanced Analytics Innovations and Staff Empowerment Can Increase Your Recruiting Effectiveness
Technology Innovations Track
1. Weathering the Admissions
Perfect Storm
GACRAO - Savannah 2010
Jeff Kallay, VP Consulting, “Apostle of Authenticity” TargetX
2.
3. Managing Expectation
Overwhelm you with information
I don’t have all the answers, you won’t agree with me
You’re educated and smart; take what is relevant to you
The Perfect Storm
How to weather and thrive
Questions and Answers
Download PDF at in www.targetx.com/slideshare
11. White 2,480,000 58%
Latino 820,000 19%
African-American 640,000 15%
Asian 190,000 4%
Other 170,000 4%
12. Under $25K 940,000 22%
$25K to $50K 1,030,000 24%
$50K to $75K 860,000 20%
$75K to $100K 560,000 13%
$100K to $150K 520,000 12%
Over $150K 390,000 9%
13. Didn’t Finish High School 740,000 17%
HS Grad-Not in School 1,070,000 25%
HS Grad-Military Service 180,000 4%
HS Grad-Going to College 2,310,000 54%
15. High School or Less 1,540,000 36%
Some College 1,380,000 32%
One Bachelors Degree 690,000 16%
Two Bachelors Degrees 350,000 8%
Advanced Degree 340,000 8%
16. Questions We’re Asking
How have you prepared for the decline?
Have you prioritized the adult market?
17. Millennial
Largest, most wanted, most watched over and
most diverse generation in American history.
Howe and Strauss “Millennials Rising”
18. 76
Million Millennials
(vs. 72 million Boomers and 42 million Xers)
Howe and Strauss “Millennials Rising”
20. GI Generation (’01-’24)
Silent Generation (’25-’42)
Baby-Boomers (’43-’60)
Generation X (’61-’81)
Millennials (’82-’00)
Homeland or iGen
(2000-current)
24. GI Generation (’01-’24)
Silent Generation (’25-’42)
Baby-Boomers (’43-’60)
Generation X (’61-’81)
Millennials (’82-’00)
Homeland or iGen
(2000-current)
25. Boomer Parents GenX Parents
Born in 1982
Graduate
College
High School
Elementary School
“New Silent Generation”
26. “A generation that can sneakily trump boomer
X
narcissism and millennial entitlement.”
Jeff Gordiner, “X Saves the World: How Generation X Got the Shaft but Can Still Keep Everything from Sucking”
27.
28.
29. About Generation X
Born and raised as independent latch-key kids.
Sexual Revolution, Watergate, Vietnam,
Gay Rights, High Divorce Rate, Recession and
Woman’s Movement peppered their youth.
Demonized by Hollywood: Rosemary’s Baby, The
Exorcist, Taxi Driver, Pretty Baby and The Omen.
30. About Generation X
Playing to win by half expecting to lose.
Accepting wide gaps between personal outcomes
and sex roles.
Proud of their ability to cut through the hype.
31. About Generation X
Becoming cautious in family life and gradually
mellowing in personality.
Dedicated to starting and maintaining stable
families, something their Silent generation
parents did not.
35. “Loan crisis goes to college.”
CNN Money.com, May 2010
“College loans are the new subprime crisis”
New York Times, June 2010 (TargetX’s Trent Gilbert said this in April)
“Credit crisis hits student borrowers.”
The Boston Globe, April 2009
39. Meeting Operating Expenses
The Common Fund Freezes
Paying Off or Pausing Capital Improvements
Increased Discount Rate
Largest Increase from Employee Benefits
Frozen or Cut Professional Development Expenses
Staff Reduction
40. Questions We’re Asking
Will students go to school closer to home?
Will they “go away” to college?
How will you encourage them to visit?
How is your financial aid strategy adjusting?
Are you prepared to answer cost questions earlier?
How well trained are you (recruiters) on aid?
41. Questions We’re Asking
Are you in Growth or Retreat Mode?
What are you doing to cut costs?
Will you (recruiting staff) travel less?
48. Traditional Recruiting
Undergraduate Recruiting in Junior Year
Direct Mail Search Campaigns
Letter Series-Based Communication Plans
Viewbooks, Roadpieces, Department Brochures
Large Open Houses, Info Sessions and Group Tours
High School/Company Visits & College/Graduate Fairs
49. Where Most
Colleges Are Today
Special Thanks to Bob McCullough, Case-Western Reserve University
54. >45%
First Point of Contact was the Admissions Application
Informal TargetX Survey of Undergraduate Admissions Clients & Noel-Levitz E-Recruiting Practices Report, April 2010
57. Rethink the Budget
Distribution Print vs. Web, On-Campus vs. Off
Stop the “have to” Activities (hint: start with travel)
Avoid the many online marketing fads - calc ROI!
Focus on what WILL work - Not what ALWAYS worked
Doesn’t necessarily mean additional funding
58. Takeaway
Preference for Electronic Communication
Want Details on Cost and Financial Aid
Desire to Connect with Students and Faculty
Use “New” Communication Tools
59. 2. Embrace Authenticity
“We are searching to get a
grip on what counts for
people in their personal
and business lives.”
Pine and Gilmore’s website
authenticitybook.com
72. Rendering
Authenticity
“Stop saying what your offerings
are through advertising and start
creating places--permanent or
temporary, physical or virtual,
fee-based or free--where people
can experience what those
offerings, as well as your
enterprise, actually are.”
74. 1. Know who you are
Don’t try to be all things to all people
The Ohio State University
75. 2. Say who you are/declare something
Draw a line in the sand
Baylor University
76. 3. Hop on the Cluetrain (talk with, not at)
"Markets are conversations.
Markets consist of human beings, not demographic sectors.
Conversations among human beings sound human.
They are conducted in a human voice.
University of Texas American University
77. 4. If you’re afraid to say it, say it
“Average Students Thrive Here!”
“80% of what I learned happened
outside of the classroom.”
78. 5. Keep it real
SACAC 2008 Survey of 200+ high school seniors
“I believe that imperfections show character. That's what I was looking for
in a college. A school that seemingly has no flaws during a one hour
information session (and tour) not only stands out negatively,
but it comes off as bland and ordinary.”
Read the complete survey results Password: sacac
80. 3. The Experience IS the Marketing
1. Repelling commodization
2. Charging a premium price
3. Persuading consumers to pay
when they never did before
4. Selling “Memories”
81. “The experience is the marketing.”
Arts & Science Group Student Poll 2004
82. The experience is higher
education marketing
- 84% use the web most heavily in
researching colleges
- 71% say the campus visit is the
most trusted source of information
Eduventures 2007 Survey of 7,867 High school junior and seniors.
Reported in The Chronicle of Higher Education “Prospective Students Rely on Campus Visits and Web Sites to Learn About Colleges, Report Says”
88. Campus Tour Go Disney
Read the Washington Monthly Magazine
89. “I visited campus and it felt right!”
LA Times Article: On vacation -- at a college campus Read Trent’s blog post
90. “I visited campus and it felt right!”
But most college tour
scripts are numbingly
similar, and information is
not really the point.
Students and their families
are looking for the ineffable
moment when, through
some alchemy of
atmosphere, setting or
vibe, they suddenly know
this is the place for them.
LA Times Article: On vacation -- at a college campus Read Trent’s blog post
93. Let go
Remember, you’re not in control.
Remember, they don’t trust marketers.
Remember, they are talking about you anyways.
Remember, they want to figure out the truth.
Remember, their parents are talking about you too.
94. Be a change agent!
Don’t lead change because it makes sense.
Lead change because you believe you
must get ahead of an approaching
“discontinuity” in order to survive.
Jack and Suzy Welch, BusinessWeek, October 2008
95. Want More? Read Our Blogs:
TargetX Blog at www.targetx.com/ithink/
96. Free on Friday Webcasts
Free On Friday Webcasts Watch Past Webcasts
97. Weathering the Admissions
Perfect Storm
GACRAO - Savannah 2010
targetx.com/slideshare
Jeff Kallay, VP Consulting, “Apostle of Authenticity” TargetX
kallay@targetx.com