1. Recruitment: your most important fundraiser Four steps to attracting and keeping students and parents

2. The Four Steps: Research Planning Marketing Putting it all together

3. Research: Identify yourself Identify your market Identify your product State your case

4. Planning: What are the variables? What contacts do you have? How do you explain your program?

5. Marketing People Product Package Price

6. Putting it all together Pull together your research into a package Set goals for the program Expect to monitor progress Determine what works, what doesn’t Keep up the good work.

7. Some practical points: Start locally –Mission effectiveness –Front office –Dressed for success –Phone-honed –The customer is….

8. Some practical points Grow globally –Make a name for yourself –Have info ready –Be media-wise –Use the internet –Use everyone –How’m I doin’?

9. Consider... How do you welcome new students and their parents? How do you conduct exit interviews? How do you keep current with customer needs and wants?

10. Madness: Doing the same thing over and over and expecting the outcome to be different every time.