1. The Price is Right Setting Tuition at Your School Presented by Dr. Alan Pue President, The Barnabas Group, Inc apuetbg@aol.com

2. Remember Somebody’s Got to Pay

3. The Current Reality 85/15

4. Connecting Income and Expenses Net Tuition Fees Net Auxiliary Revenue OperationalBudget Annual Fund Fund Raising Activities Program Enhancement Projects Scholarships Capital Campaigns Capital Projects Scholarships

5. Why Do They? Create a list of the top three to five reasons students choose to enroll at your school – 1. 2. 3. 4. 5.

6. Why Do They? How do you know?

7. Why Do They? Create a list of 3-5 reasons why students chose to withdraw from your school – 1. 2. 3. 4. 5.

8. Why Do They? How do you know?

9. Consider The SSI

10. Why Did You Do That? Consider your last major purchase (over $5,000). Now walk through the decision making process and consider all of the thoughts, emotions, internal and external influencers. What did that decision making process look like?

11. Question When something as precious as your freedom and reputation is at stake are you willing to risk it all on... ?

12. What Price Says

13. Are there exceptions?

14. What the Research Says... Schools with consistently strong enrollment... Own a consistent, clear, compelling message Communicate that message effectively Employ sound enrollment/retention strategies Invest sufficient resources Are known for quality Cultivate a powerful, positive school culture Consistently deliver exceptional customer service Have above average “curb appeal” Work at building strong constituent and community relationships

15. In the End It is About VALUE

16. What Boards Want to Do Hold the line!

17. What Boards Must Do Ensure that...

18. TUITION SOME FALSE PREMISES  The Point Break  Set the Price then Build the Budget  Our Past Tuition Rates Have Been on Target  Pay Careful Attention to Your Competition  We’ve Got to Remain Affordable  Low Tuition Allows for Greater Giving  Discount the Empty Seats  We need to hold the line on tuition increases

19. Another False Premise “By at least 20%”

20. A Formula Multiply/Divide* * But don’t forget

21. Mission Impossible I and to Infinity “a business can’t continue to...”