Influencing the individual

Duncan FindlaterDirector, Product and Client Services

17th April 2013

2

There is nothing so terrible as activity without insight“ ”Johann Wolfgang von Goethe

First of all, remember

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This is a big decision…69 63 60 58 55 53 51 49 47 45 43 41 39 37 35 33 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1

0

50

100

150

200

250

300

350

400

450

Number of months from enquiry to enrolment

En

rolm

en

ts

30% of enrolments take longer than a year

5

...put another way

Sep-07 Sep-08 Sep-09 Sep-10 Sep-11 Sep-120%

5%

10%

15%

20%

25%

30%

35%

40%

45%

50%

06/07 07/08 08/09 09/10 10/11 11/12

Intake

Pro

port

ion

of in

take

fro

m r

ecru

itmen

t ye

ar

6

7

Relevance matters…

0 1 2 3 4 5 6 7 8

-1%

0%

1%

2%

3%

Number of core fields

En

qu

iry

Co

nve

rsio

n r

ate

8

…as does communication

Why did you choose your

current University?

I chose the university because they gave me all the support I needed

both during the application and after

and really understood my needsThe staff were amazing

in response to questions email and via phone so I

chose that university. The other university I applied to was slow to

respond to me

The university paid great attention and care in replying to my emails

and their on-going student surveys indicate

that they really care about their students

I picked the university because the website

had all the information I needed and the

admissions officer kept in touch

… I decided after communication with the admissions team who

were kind, swift, helpful and understanding

9

Relationships don’t just happen...

1-3 4-6 7-9 10-12 12+-5%

0%

5%

10%

15%

20%

25%

30%

Enrolled

Number of communications

Off

er

con

vers

ion

ra

te

10

Visas: international students want two things

Only 22% say that visa changes would be unlikely to make them seriously consider another study destination

Ease of study visa process number one consideration on visa related issues

11

Ps. Students are temporary migrants

12% say that ability to reside in country post study a major factor in their decision process

23% say that working temporarily in study country a major factor in their decision process

73% say post study options in home country “very important”

Jeff Bezos, CEO Amazon.com

If you do build a great experience, customers tell each other about that. Word of mouth is very powerful“

”