Managing Change
 How to Succeed in a Recruiting World
      of Overwhelming Change
Albright College Undergraduate Admissions
  La Salle University Graduate Admissions
      NAGAP 1995 - “What is WWW?”
Star...
Integrated CRM Solution
Online Application / Event Manager
 Email Campaigns, Online Chats
     Blogs & Social Networks
   ...
350 College & University Clients
Online. In Print. In Person.
What did you learn
   at NAGAP?
What roadblocks
do you foresee?
Searching Online
        Stealth Prospects
     Unopened Direct Mail
Easier to Apply to More Schools
Parental Involvement ...
The Real Story
       The Real Cost
    Frustrating Websites
 Corny, Uninspiring Offers
Inauthentic Visit Programs
 Talkin...
Humans instinctively
  resist change.
10 Ways to
Manage Change
10 Ways to
Lead Change
1
Differentiate or Die
The MBA for the
Working Professional.
“Where Smart People Go.”
Quality No Longer
 Differentiates.
2009 J.D. Powers
Most Reliable Cars
 Buick & Jaguar
 (Lexus dropped to 2nd)
Stop Studying Your
   Competition.
Commodity
anything for which there is demand, but which is supplied
   without qualitative differentiation across a market
Stories not Stats.           Text




People not Programs.
     Michael Sexton, Dean of Admissions, Lewis & Clark College
What’s your
elevator pitch?
What’s your
Twitpitch?
2
Do What You Do Best
(oursource the rest)
What is your college
 “in business” for?
Bookstore
     Food Services
Information Technology
       Housing

     what’s next?
3
Get Everyone On Board
   (or get them off)
Everyone is replaceable.
Everyone is accountable.
Everyone has ownership.
Do you know what your
 staff spend their time

  doing?
4
  Share Information
(especially financials)
Knowledge is Power.
Empower your People.
Hire the best people you can
afford, pay them well, get out
         of their way.
   TargetX Human Resources Strategy, 19...
5
Question Everything
Communication Plan
Off-Campus vs. On-Campus
    Staff & Their Roles
  The Recruiting Budget

     Your Students
6
Change Your Language
You provide a service.
   You accept money for it.
   You have delivery costs.
       You pay people.
You may (or not) hav...
It’s a Business.
  Stop thinking it’s
   something else!
Business
Consumers or Customers
   Sales & Marketing
Costs, Return, Investment
        Experience
Train staff differently.
Provide different tools.
Create different plans.
  Set different goals.
7
Read Different Stuff
8
Participate Online
Watch. Listen.
Participate. Share.
9
Read & Measure Everything
  (but go with your gut)
Pew.org
    Noel-Levitz
  Harris Interactive

Our Delicious Account
Resist the Fad.
10
Take the Chairs Away
Subigentes
Humanitas
 Mortuas
Overthrowing
Dead Culture
The Times They
Aren’t a Changing.
 They already have.
Managing Change
     Brian Wm. Niles
    niles@targetx.com
       877-715-7474
Managing Change
Managing Change
Managing Change
Managing Change
Managing Change
Managing Change
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Managing Change

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Presentation at NAGAP 2009 Annual Conference in NYC by Brian Niles

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Managing Change

  1. 1. Managing Change How to Succeed in a Recruiting World of Overwhelming Change
  2. 2. Albright College Undergraduate Admissions La Salle University Graduate Admissions NAGAP 1995 - “What is WWW?” Started TargetX in 1998 - Email Campaigns
  3. 3. Integrated CRM Solution Online Application / Event Manager Email Campaigns, Online Chats Blogs & Social Networks Campus Visit Audits Search & Creative Services
  4. 4. 350 College & University Clients Online. In Print. In Person.
  5. 5. What did you learn at NAGAP?
  6. 6. What roadblocks do you foresee?
  7. 7. Searching Online Stealth Prospects Unopened Direct Mail Easier to Apply to More Schools Parental Involvement Continues Longer Search Timeline
  8. 8. The Real Story The Real Cost Frustrating Websites Corny, Uninspiring Offers Inauthentic Visit Programs Talking About You Online
  9. 9. Humans instinctively resist change.
  10. 10. 10 Ways to Manage Change
  11. 11. 10 Ways to Lead Change
  12. 12. 1 Differentiate or Die
  13. 13. The MBA for the Working Professional.
  14. 14. “Where Smart People Go.”
  15. 15. Quality No Longer Differentiates.
  16. 16. 2009 J.D. Powers Most Reliable Cars Buick & Jaguar (Lexus dropped to 2nd)
  17. 17. Stop Studying Your Competition.
  18. 18. Commodity anything for which there is demand, but which is supplied without qualitative differentiation across a market
  19. 19. Stories not Stats. Text People not Programs. Michael Sexton, Dean of Admissions, Lewis & Clark College
  20. 20. What’s your elevator pitch?
  21. 21. What’s your Twitpitch?
  22. 22. 2 Do What You Do Best (oursource the rest)
  23. 23. What is your college “in business” for?
  24. 24. Bookstore Food Services Information Technology Housing what’s next?
  25. 25. 3 Get Everyone On Board (or get them off)
  26. 26. Everyone is replaceable. Everyone is accountable. Everyone has ownership.
  27. 27. Do you know what your staff spend their time doing?
  28. 28. 4 Share Information (especially financials)
  29. 29. Knowledge is Power. Empower your People.
  30. 30. Hire the best people you can afford, pay them well, get out of their way. TargetX Human Resources Strategy, 1998-Present
  31. 31. 5 Question Everything
  32. 32. Communication Plan Off-Campus vs. On-Campus Staff & Their Roles The Recruiting Budget Your Students
  33. 33. 6 Change Your Language
  34. 34. You provide a service. You accept money for it. You have delivery costs. You pay people. You may (or not) have profits.
  35. 35. It’s a Business. Stop thinking it’s something else!
  36. 36. Business Consumers or Customers Sales & Marketing Costs, Return, Investment Experience
  37. 37. Train staff differently. Provide different tools. Create different plans. Set different goals.
  38. 38. 7 Read Different Stuff
  39. 39. 8 Participate Online
  40. 40. Watch. Listen. Participate. Share.
  41. 41. 9 Read & Measure Everything (but go with your gut)
  42. 42. Pew.org Noel-Levitz Harris Interactive Our Delicious Account
  43. 43. Resist the Fad.
  44. 44. 10 Take the Chairs Away
  45. 45. Subigentes Humanitas Mortuas
  46. 46. Overthrowing Dead Culture
  47. 47. The Times They Aren’t a Changing. They already have.
  48. 48. Managing Change Brian Wm. Niles niles@targetx.com 877-715-7474

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