1 Characteristics of Effective Enrollment Managers Tom Williams Noel-Levitz National Conference on Student Recruitment, Marketing, and Retention July 15 – 17, 2008 Chicago, Illinois

2 Overview To be effective Strategies to become effective The importance of fit Advancing in your career – internal promotion v. external job search

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

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

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6 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

7 Knowledge Self knowledge Institutional knowledge Market knowledge Student knowledge Competitor knowledge Technical (expert) knowledge of best practices Staff management Change management and leadership

8 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

9 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

10 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

11 Management Planning Organizing Directing Controlling Problem-solving

12 Leadership Developing a vision Formulating supporting strategies Forming a coalition of relevant people Empowering people to achieve

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14 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

15 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%)

16 Other important skills Listening Ability to influence others Sensitivity Achieving balance Planning Problem-solving Organization/prioritization Interpersonal/relationship-building/team-building Coaching/mentoring

17 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

18 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

19 Important attitudes Optimism Purposefulness Empowered/action-oriented Confident Persistent/persevering Reliable Initiative/energy/drive Passionate Tolerant Competitive

20 Motivation will always beat mere talent. Norman Augustine

21 Strategies to adjust attitudes Self-aware Counseling Evaluate your goals What profoundly fulfills you?

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23 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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27 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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29 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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