University of GreenwichDavid TumiltyInternational Recruitment Officerd.tumilty@gre.ac.uk

Main OfficeFry Building, Avery Hill Campus

Student /Staff Drop In OfficeRoom QM061, Greenwich Campus

Our Locations

Maxine Davis HeadKen Holtom International Regional DirectorJoanne Wall International Regional DirectorMark Blakemore International Regional DirectorSue Edwards International Recruitment ManagerNicola McCarthy International Officer (Part Time)Joanna Cawley International Officer (Part Time)Natasha Abreo International OfficerDavid Tumilty International OfficerHelen McCormack International OfficerMoeed Raja International AdministratorYvette Fofah International AdministratorAndrew Dickson International AdministratorShan Shan Zhang International Administrator

International Office - Staff

Over 4,900 International students from 140 countries

Number 1 in Ghana (65), Mauritius (115), & Sri Lanka (405)

Number 2 in India (1285), Bangladesh (410) & Thailand (280)

Number 3 in Vietnam (140)

Number 4 in Nepal (95) & Nigeria (590)

University of Greenwich

Amongst top ten most popular UK universities for International Fee Paying Students (HESA Statistics 10-11)

The Numbers Game...

Enrolments 2010/11

International (non-EU) -> 5,118 (19%)

EU -> 1,135 (4%)

UK -> 21,470 (77%)

What we do…• Enquiry Management – email, phone, face to face

• Assessment of International (including EU) Applications – Quick turnaround, greater conversion

• Specialist in-country knowledge of qualifications and education systems

• Tier 4 Visa advice to applicants including CAS and ATAS

• Research and advice for Schools and Departments

• Marketing of university to International Students

What we do...• Management of Agent Network – 66% registered students via Agents

(2010-2011 cohort)

• Email offer letters

• Bespoke communications (targeted applicants)

• In country pre departure meetings

• Airport Meet & Greet

• Identifying International links/partnerships

What we don’t do....

A day in the life...

Monday April 16th

0645 Collection from Hotel via BC arranged taxi

0700 Arrive International Indian Public School

0945 Arrive Multinational School

1145 Asrary Ambassador Schools

1300 Leave for Hotel

 

1500 Arrive at venue/dress stand

 

1700 Educon Student Interviews and Counselling

2030 Return to Hotel

2100 Emails and follow up

Overseas Activity

• Exhibitions

• On the Spot Admissions

• Agent Visits

• Institution Visits

• Alumni Events

• Other Promotional/ Networking Events

Mauritius

USA

Sri Lanka

Vietnam

Russia

Turkey, KSA, UAE

Bangladesh

NigeriaKenya + Uganda

Ghana

Thailand

Kazakhstan

Greece

India

Nepal China

Decisions, decisions....

• International Office utilises range of data and intelligence to inform overall strategy and markets of interest

– HESA statistics, UCAS, internal data on applications, acceptances and conversions

– review sector wide trends, competitor analysis

• Consistently ahead of competitors in identifying emerging markets

• Patience required to assess and analyse impact in new market (3 years)

• Mature, declining and emerging markets

Europe (EU)

• EU recruitment not currently in remit or budget (except Greece & Cyprus)

• Currently 52nd in UK for EU numbers

• Competitors such as UEL, London Met and Coventry are active in market and reaping the benefit

Attractions

• Fee increases now similar to International fees

• EU students have no working restrictions upon graduation

• Large markets across continent offering stable growth

• Eastern Europe in particular offers strong potential; strong UG focus

• Continue to be interested in UK; very London focused

UK International

• Hugely important but overlooked by most HEI’s until recently

• Account for up to 50% of international students that go to UK HEI’s

• Low cost market to recruit from

• UK based agents allow for greater engagement with market

UoG now developing a UK International programme for 2012/13 which will focus on:

– establishing close links with selected foundation providers/colleges across England

– appointing more UK based agents and working closely with them, frequent visits

– establishing links with international schools

• Huge opportunities for UoG

Agents – who are they?Important recruitment tool that has come to prominence over past 15 years

Utilised by most UK HEI’s including majority of the Russell Group Exceptions – Oxbridge, Kings, UCL, LSE

What do they do?

- advise on overseas study options

- help with application, accommodation and fee payment process

- advise and assist with Visa process

- provide continued pastoral support i.e. mentoring from current students at institution

Attraction for students? - all of the above

- direct line to the International Office, clear and prompt information

Agents – why do we use them?

• Excellent support mechanism for supplementary in-country activity in countries where we are active – profile raising, local advertising, arrange counselling sessions, school visits among other things

• Low cost point of entry to markets where we have no established presence

- market discovery, brand establishment, profile raising

• Trained by International Office staff to:– counsel students about the university, programmes, location to ensure fully informed

– screen applicants to reduce applications from unqualified students, increase quality applications

– be fully aware of UoG processes

Agents – appointment and commissions

• Only work with agents that have been appointed by International Office

• Strategic appointments based on identified needs in each market

• Thorough due diligence performed:(i) which markets? (ii) familiarity with UK HE (iii) current partners (iv) accredited by British Council/ home government regulator (v) what services do they provide? (vi) references

Commissions

- Paid to agents for enrolled students that have come through them

- Incentive based (% of tuition fee, increases when targets are met)

UG -> First 10 (10%), next 10 (15%), Beyond first 20 (20%)

PG -> First 25 (10%), beyond first 25 (15%)

Agents – in statistics

Registered students for the 2010/2011 intake via Agents

China 94%

India 90%

Sri Lanka 83%

Thailand 77%

Bangladesh 55%

Nigeria 50%

Agents

Agent electronic application system - MARS

• Agent loads application onto the system

• Application assessed from anywhere in the world

• Offer Letter available immediately on assessment

• Reports

As yet not integrated with Banner

Catering for International Students

Two intakes

• September and January (IFP & some PG programmes only)

• Increasing demand for January intake being met by competitors– solid provision by UoG in some areas, need for more Jan intakes in other areas

– hoped that some UG programmes will offer Jan entry as soon as 2013

Foundation and Pre-sessional English

• Continues to be provided direct by UoG

• Institutions becoming more reliant on private providers– we have full control on recruitment for our preparatory programmes

– assess applicants directly, ensure students meet UoG requirements

Marketing• International Student Guide

• International Student Accommodation Guide

• International Tuition Fees Leaflet

• Pre Sessional English Guide

• Banners for exhibitions and agents

• Magazine, newspaper and online advertising

Nationality Scholarships

• Worth £1,000 to students from certain countries; deducted from tuition fee

• Important marketing tool and influential in student decision making

• Other institutions now offer similar scholarships

Tier 4 Student Visa/ Confirmation of Acceptance of Studies (CAS)

Requirements for CAS:

• Level of Qualification used for Assessment, i.e. Bachelor of Science

• Awarding Body of the Qualification, i.e. University of Greenwich

• English qualification used for assessment i.e. IELTS 6.0 achieved.

Tier 4 Student Visa/ Confirmation of Acceptance of Studies (CAS)

Once an international student fulfills all academic conditions and the pre registration deposit has been paid the university will arrange with the UK Border Agency for a CAS Number.

This is an electronic reference number which international students require for their student visa.

Tier 4 Student Visa/ Confirmation of Acceptance of Studies (CAS)

• The International Office issues CAS for new students

• Student Centre issues CAS for continuing Student

• Partner Colleges issue CAS for students studying at the Partner Colleges

Changes to Tier 4 student visas

Continuous changes by government since introduction of the Points Based

System in 2009

• English Language requirements tightened for programmes below degree level

• Closure of Tier 1 Post Study Work Visa (from April 2012)

• Only students studying postgraduate programmes or sponsored by their Government can bring their families with them to the UK

• 3 & 5 year rule applies to students that have studied in the UK

• “Academic progression” also needs to be checked and confirmed for students that have studied in the UK.

Challenges?

• Golden era for UK HEI international recruitment arguably over– ending of Prime Minister’s Initiative (PMI) in 2011, no new model from government

– Immigration policy having significant impact on sector, ending of PSW, lack of clarity from UK government and projection to rest of the world that the UK is no longer open to international students

• Globalised markets = increased competition from other countries– USA most popular destination but Canada and Australia becoming increasingly attractive

– Canada and Australia offer attractive visa systems to international students with residency a possible in the former after five years