1. David W. Black
Vice President, Consulting and
Market Research
January 27, 2012
2.
3. The Situation
• Apps are up
• More apps doesn’t mean more students
• Families still feeling economic pinch
• It’s January
• Yield is impacted now but measured later
4. Benchmarks
What are you measuring against?
Timeframe
Not every territory / segment is the same
8. Relationships not
Transactions
Allow your communications flows to
provide background support
Recruit outside your comfort zone
Connect prospect with campus community
Emotional decision