Name
Critical Perspectives on Full Pay: Enrollment Management and Institutional Sustainability
Description

AGENDA

  • 11:00 am ET:  Institutional Strategy + Economics: Measures to Integrate Program, Population, and Philanthropy, William Kummel, Principal, Rational Partners (NY)
  • 12:20 pm ET: BREAK
  • 12:30: Are You Serious About Recruiting Full-pay Families? Claude Anderson, Dean of Enrollment, Northfield Mount Hermon (MA)
  • 1:30 pm ET: Adjournment

Session speakers and summaries:

 Institutional Strategy + Economics: Measures to Integrate Program, Population, and Philanthropy

Running a school is like running a state: What resources do you consume in the present rather than conserve for the future? Explore with a management consultant in institutional economics the challenges and opportunities in crafting a sustainable economic model for your school -- and all schools.  

Topics include:

• Program Revenue:  full-pay leverage, fair-market price, and value proposition. 

• Program Expense:   labor productivity, section size, SG&A expense, and low cost models. 

• Grants:  need, merit, remission and socioeconomic diversity. 

• Philanthropy Net:  advancement, endowment and asset conservation. 

• Physical Plant:  capital maintenance and space utilization. 

• Governance.  mergers, acquisitions, arrangements, and long-term ownership. 

Session includes Q&A and sustainability analytics for 1000+ independent schools, including: (i) key segments (K-12, primary, secondary, boarding) and (ii) individual schools (via code).  

William Kummel, Principal, Rational Partners (NY)

William (Bill) Kummel is a Principal of Rational Partners, a New York-based management consultant in institutional economics to independent schools. The work measures and evaluates near and long-term institutional market position, comparative advantage and financial sustainability. The firm maintains a proprietary analytics platform of institutional sustainability on 1000+ independent schools in North America.  A graduate of independent schools – Buckley (NY City) and Phillips Academy (Andover) – Kummel received a BA in Architecture from Yale as well as an MBA and JD from Georgetown.


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Are You Serious About Recruiting Full-pay Families?

In some marketing areas for private schools, full-pay families are like apples hanging off of a tree. You just need to announce your open house and they will appear and enroll. For the vast majority of schools, full-pay families are not so readily accessible. Whether they are enrolling in public schools or other private schools, they just aren’t easily attainable. If you still need more revenue, you have a problem. Outside of building more buildings, adding an attractive, new program, drastically lowering the tuition, or discounting with a hope that matters will turn around soon, what shall you do? You need to think differently and act differently. During this presentation, we will gain a better understanding of how we need to revise our thinking and what we need to do to increase the number of full-pay families. Don’t think it’s simple and don’t believe you can do it alone. Find out more.

Claude Anderson, Dean of Enrollment, Northfield Mount Hermon (MA) 

Claude has experience in independent schools spanning over 32 years. He has been dean of students, director of admission, director of financial aid, coach, and advisor. During his career Claude developed paradigms in enrollment management, integrated marketing, and demographic analysis. His creation of the model, “The Five Pillars: A Customizable Strategy for Marketing to Full Paying Families,” has been used by private school professionals across the country. He developed the Advancing Scholars and Leaders program at NMH which served to increase the number of talented, aided students of color at the school. The program prepared these students to be placed in the top colleges in the country. His next effort will be to modify this program and the Five Pillars so they can be used as a model for recruiting full-pay families of color, in particular, African and Latinx families. 

Claude has chaired the Admission Training Institute for the Enrollment Management Association for nine years and is the recipient of EMA’s Everett E. Gourley Award for his distinguished work in the field of admission. He speaks at regional and national events and does consulting for selected schools. Claude has trained approximately 1200 admission professionals during his tenure. 

 



 

 

Virtual Session Link