Higher ed recruitment has gotten more complex. Most admissions teams are being asked to do more with less, and prospects themselves are coming in with big expectations. The keys lie in three areas: planning, team development and metrics/reporting.

1. Leading an
Admissions Team:
3 Essentials

2. Before We Begin
We are using WebEx. Please enter questions in the Q&A box.
We are monitoring the discussion and will try to bring all
comments and questions into the conversation.
We are recording this webinar; the webinar archive and
slides will be provided via email after the event.
Join the conversation on Twitter: @CollegisEdu
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3. About Collegis Education
Collegis Education is a strategic partner whose revenue-growth solutions
help colleges and universities maximize their enrollment potential through
data-rich, technology-enabled, marketing, engagement and retention
services.
In programs supported by Collegis Education solutions, partner
institutions have realized average new-enrollment gains of 20%
in just the first year of partnership.
With more than two decades of experience in higher education, the Collegis
team develops holistic, interconnected strategies that enable institutions to
realize long-term growth in accord with their mission and values.
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4. Our Presenter
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Patrick Green
Director of Enrollment Strategy
Collegis Education

5. A Typical Day at
_________ College/ University
Every day you
wake up with the
desire to become
more efficient.
I want to …
• plan my day, week,
quarter, year!
• develop my team
and myself to be the
best!
• analyze the data so I
can work smart!
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6. But Then ...
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7. Planning
Team
Development
Data &
Metrics
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What We Will Cover Today

8. Planning
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9. Planning
“Without strategy, execution is aimless.
Without execution, strategy is useless.”
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– Morris Chang, Founder and CEO
Taiwan Semiconductor Manufacturing Company

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Planning
Review Past Performance
Set Future Goals
Identify Strategy to Achieve

11. What
worked?
What
didn’t?
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Planning –
Review Past Performance

12. Regulations
(Prior-Prior Year)
Staff Changes News
Technology
Changes
Weather and
Holidays
Team Ownership
Outside of
Recruitment
Programs
Added/Dropped
Team Travel
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Planning –
Review Impacts on Enrollment

13. Planning –
Goal Setting by Level
Institutional
Program,
School, or
College
Admissions
Team
Individual
Counselor
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14. Planning – Goal Setting
(Online Graduate Program Example)
Inquiries = 813
Applications = 122
Admits = 98
Deposits = 59
Enrolls
= 50
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15%
80%
60%
6%
Inquiry to Enroll
85%

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Planning –
What is the Strategy to Address…
Regulations
(Prior-Prior Year)
Staff Changes News
Technology
Changes
Weather and
Holidays
Team Ownership
Outside of
Recruitment
Programs
Added/Dropped
Team Travel

16. Team Development
16

17. Team Development
“The growth and development of people
is the highest calling of leadership.”
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– Harvey S. Firestone, Founder
Firestone Tire and Rubber Company

18. Daily
Huddles
Results –
whiteboard
Objectives –
make these
very clear
Team
communication
– social
Practice – role
play
Review –
applied
students
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Team Development –
Team Meetings for Training

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Team Development

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Team Development

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Team Development

22. Identify and celebrate
wins and
accomplishments
Discuss identified
areas for development
and build a plan
Review individual
metrics or student
issues.
Use coaching sheets
to document issues
and areas worked on.
Coaching &
Development
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Team Development –
1:1 Weekly Coaching

23. Culture
and
Ownership
Don’t let it
run on auto-
pilot
Nurture,
cultivate
Does the
office
represent
who you
are?
Fun?
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Team Development –
Culture

24. Data & Metrics
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25. Data & Metrics
“If we have data, let’s look at the data.
If all we have are opinions,
let’s go with mine.”
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– Jim Barksdale, Former CEO,
Netscape

26. What
data will
tell you?
Is the “Trend
Your Friend?”
Opportunities by
Funnel Stage
Individual
Performance
Risks
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Are You Tracking the Right
Data?

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Data & Metrics
Funnel Example Data
Harry Harriet Hazel Horacio Hugo Harrison Harper Hector Total
Inquiries 75 143 128 114 115 147 118 100 940
Application Started 58 78 61 45 63 50 51 43 449
Contacted 48 111 87 57 88 128 68 59 646
Appointment Completed 48 130 100 72 89 111 98 75 723
Application Submitted 37 66 52 41 50 43 39 24 352
Accepted 28 53 39 28 44 30 28 13 263
Deposit 19 45 37 17 28 28 23 10 207
Starts 16 38 32 11 25 27 16 10 175
Metrics
Contact rate 64% 78% 68% 50% 77% 87% 58% 59% 69%
App started to Submits 64% 85% 85% 91% 79% 86% 76% 56% 78%
Appointment to App 77% 51% 52% 57% 56% 39% 40% 32% 49%
Submitted App Rate 28% 30% 28% 26% 28% 22% 23% 17% 25%
Accepted Rate 76% 80% 75% 68% 88% 70% 72% 54% 75%
Yield (Deposit/Accept) 68% 85% 95% 61% 64% 93% 82% 77% 79%
Application to Start 43% 58% 62% 27% 50% 63% 41% 42% 50%
Deposit to Start Rate 84% 84% 86% 65% 89% 96% 70% 100% 85%
Inquiry to Start 12% 17% 17% 7% 14% 14% 9% 7% 13%

28. Timely Student-Centered
Outreach Increases Admits
CY PY % Change
Inquiries 1,926 2,049 -6%
Contacts 1,180 1,093 8%
Apps Started 722 659 10%
Apps Submitted 269 191 41%
Accepts 70 28 150%
Deposits 54 19 184%
Contact Rate 61% 53% 15%
Inq to App Start Rate 37% 32% 17%
App Start to Submit 37% 29% 29%
Inq to App Submit 14% 9% 50%
Inq to Accept 4% 1% 166%
Inq to Deposit 3% 1% 202%
Accept to Deposit 77% 68% 14%
App Submit to Deposit 20% 10% 102%
9/03/17 - 2/18/18 Graduate On Campus Programs
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6% Fewer Inquiries
150% Growth in
Admits mid-year
1. Initial call attempted in 3 business hours.
2. Focus on student objectives and institutional match not process.
3. Removed unnecessary approval step for majority of applicants.

29. Where Do I Start?

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3 Quick Wins
Planning
• Have a plan that
is based on
historical
performance
with targeted
areas for
improvement.
Team
Development
• Fix one thing at
a time. Focus on
the greatest
leverage point
first.
Data &
Metrics
• Openly share
results and
engage the
team to find
opportunities.

31. Questions?
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32. Thank you!
info@collegiseducation.com