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Characteristics of Effective Enrollment ManagersTom Williams

Noel-Levitz National Conference on Student Recruitment, Marketing, and Retention

July 15 – 17, 2008Chicago, Illinois

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Overview

• To be effective

• Strategies to become effective

• The importance of fit

• Advancing in your career – internal promotion v. external job search

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Effective

Producing or capable of producing an intended or expected result or having a striking effect. Competent.

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Exemplary

Serving as an example to others; very good. Worthy of emulation.

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I was gratified to be able to answer promptly, and I did. I said I didn’t know.

Mark Twain in Life on the Mississippi

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Knowledge

• Self knowledge

• Institutional knowledge

• Market knowledge

• Student knowledge

• Competitor knowledge

• Technical (expert) knowledge of best practices

• Staff management

• Change management and leadership

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Technical (expert) knowledge of best practices

• Integrated marketing, branding, and institutional positioning

• Direct mail and building an inquiry pool

• Predictive modeling and geodemography

• Web-enabled and electronic communications

• Territory management

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Technical (expert) knowledge of best practices (continued)

• Conversion and yield strategies

• Staff training and development

• Enrollment software and management information systems

• Financial aid and financial aid leveraging

• Retention and attrition research

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Technical (expert) knowledge of best practices (continued)

• Early alert and intervention system

• Academic advising and student success plans

• Strategies to improve customer service and student satisfaction

• Forming and facilitating a campus-wide retention and student success committee or task force

• Comprehensive enrollment management plan with clear goals, key strategies, and detailed action plans

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Management

• Planning

• Organizing

• Directing

• Controlling

• Problem-solving

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Leadership

• Developing a vision

• Formulating supporting strategies

• Forming a coalition of relevant people

• Empowering people to achieve

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Strategies to build knowledge

• Read

• Ask

• Attend conferences and workshops – stay current

• Visit exemplary enrollment management programs

• Find a mentor

• Be a mentor

• Surround yourself with talented, successful people – and pay attention

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Top Skills – New York Times Survey• Ability to work in a team environment (89%)

• Ability to learn quickly (84%)

• Presentation/verbal communication (76%)

• Multi-tasking (73%)

• Time management (69%)

• Leadership (67%)

• Strategic thinking (56%)

• Technical skills (25%)

• Analytical skills (24%)

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Other important skills• Listening

• Ability to influence others

• Sensitivity

• Achieving balance

• Planning

• Problem-solving

• Organization/prioritization

• Interpersonal/relationship-building/team-building

• Coaching/mentoring

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Strategies to build skills

• Self-evaluate• Seek feedback – 360 degree audit• Understand your talents and non-talents• Focus on your talents – practice, practice, practice• Build a team that compensates for your non-talents

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The greatest discovery of our generation is that human beings can alter their lives by

altering their attitudes of mind. As you think, so shall you be.

William James

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Important attitudes• Optimism

• Purposefulness

• Empowered/action-oriented

• Confident

• Persistent/persevering

• Reliable

• Initiative/energy/drive

• Passionate

• Tolerant

• Competitive

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Motivation will always beat mere talent.

Norman Augustine

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Strategies to adjust attitudes

• Self-aware

• Counseling

• Evaluate your goals

• What profoundly fulfills you?

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Importance of fit

• Where are you on the career hierarchy of needs?

• Where is your office or institution on its hierarchy of needs?

• Is there a fit?

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Evaluating your fit

• Are your personal, career, and institution’s needs compatible?

• If not, what can you do about it?

• Do you have a career plan that moves you from paycheck to purpose?

• Can you advance in your career by being promoted from within – or do you need to leave?

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Achieving effectiveness as an enrollment manager

• Develop and periodically review your career plan

• Master the knowledge required

• Achieve competency in the skills needed

• Develop and practice the attitudes for success

• Identify your professional purpose: Know what you want to be known for!

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