1.NDARDS S TAITYQUALGR IT Y TE IN Sharing Best Prac/ces for Agents Approaching New Ins/tu/onal Partners AIRC Workshop November 29, 2012 Miami, Florida American Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org

2. NDARDS S TAITYQUALGR IT Y TE IN Survey of ins/tu/ons regarding agent use N=31 Q1-9 ins/tu/ons using agents Q10-14 no agents American Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org 3. NDARDS S TAITYQUALGR IT Y TE INAmerican Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org 4. NDARDS S TAITYQUALGR IT Y TE INAmerican Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org 5. NDARDS S TAITYQUALGR IT Y TE INAmerican Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org 6. NDARDS S TAITYQUALGR IT Y TE INAmerican Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org 7. NDARDS S TAITYQUALGR IT Y TE INAmerican Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org 8. NDARDS S TAITYQUALGR IT Y TE INAmerican Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org 9. NDARDS S TAITYQUALGR IT Y TE INAmerican Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org 10. NDARDS S TAITYQUALGR IT Y TE INAmerican Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org 11. NDARDS S TAITYQUALGR IT Y TE INAmerican Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org 12. NDARDS S TAITYQUALGR IT Y TE INAmerican Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org 13. NDARDS S TAITYQUALGR IT Y TE INAmerican Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org 14. NDARDS S TAITYQUALGR IT Y TE INAmerican Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org 15. NDARDS S TAITYQUALGR IT Y TE INAmerican Interna,onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org 16. NDARDS S TAITYQUALGR IT Y TE INApproaching prospec5ve Unis Its more courtship and less business deal American Interna5onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa5on.org 17. NDARDS S TAITYQUTTT ALGR IT Y TE INThings take 5me Your 5meline is NOT your prospec5ve partners Seek to understand your partners ins5tu5onal barriers to an agreement This understanding will provide you with an ac5on plan or roadmap to the geVng the agreement done. American Interna5onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa5on.org 18. NDARDS S TAITYQUALGR IT Y TE INMul5ple visits / mee5ngs Get to know the key players: Whose pushing this idea forwardwhose holding it back? If the opportunity presents itselflearn about them beyond their working life. Listen dont talk you were given two ears and one mouth for a reason. American Interna5onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa5on.org 19. NDARDS S TAITYQUALGR IT Y TE IN Walk before you run or limited basis Be willing to start on a trial Not geVng everything you want during rst agreement isnt defeatits opportunity. This is your opportunity to demonstrate why partnering with you makes sense American Interna5onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa5on.org 20. NDARDS S TAITY Proposing QUALGR IT Y TE INWhy partnering with you (your company) makes sense. This is your opportunity to make clear what you can bring to the rela5onship. Evidence - You should consider oering data that can assist your poten5al partner in winning over the Parents (stakeholders )@ the ancs ins5tu5on. Success stories Dont be shy about providing your prospec5ve partner/ Fianc stories that they can share to boost your status as a poten5al partner. Growing an exis5ng partners interna5onal popula5on by virtue of your partnership. American Interna5onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa5on.org 21. NDARDS S TAITYHandling Rejec5on QUALGR IT Y TE INSome would say the only way to assess the value of a poten5al partner is to see how they handle rejec5on What to do: pa5ent & openIs there anything I can do to Be make this happen or is it out of my/our control? Be careful not to misinterpret interest from the person and reluctance from the Ins5tu5on/Parent American Interna5onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa5on.org 22. NDARDS S TAITYDo the workthen let them come QUALGR IT Y TE INto you Goal = Ins5tu5on approaches partner Why: Because they cant see a beker way forward (Ins5tu5on determines that this as the most eec5ve(cost and mgt) way of growing Intl popula5on American Interna5onal Recruitment Council (AIRC) 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa5on.org 23. NDARDS S TAITYQUALGR IT Y TE INSelling to US Universities Two decades of experiencesMark Shay QS Advance http://www.QS.comAmerican Interna,onal Recruitment Council (AIRC)14710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 24. NDARDS S TAITYQUALGR IT Y TE INWARNING Language used in this session is focused on the commercial aspects of international education. It useswords that may be viewed as contrary to the mission andvision of those who educate students. Those with an aversion to commercialism may nd this session offensive. American Interna,onal Recruitment Council (AIRC) 2 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 25. NDARDS S TAWhy Listen to Me? (Bio)ITYQUALGR IT Y TE IN Mark Shay is a business executive with a long history of success helping higher education institutions recruit and retain students. In an illustrious career that has spanned three decades Shay has served thousands of customers, ranging from individual faculty members and graduate deans, to university presidents and foreign governments. Mark has served the higher education industry as a leader and innovator with GradSchools.com and StudyAbroad.com, international representation through IDP Education and two turnaround endeavors at for-prot focused universities. Marks recent focus has been in the international student recruitment sector and has recently joined QS, the well-regarded producer of the QS World University Rankings. In his role as Business Development Director, he helps universities develop solutions to their international brand and international student recruiting, exploring the broad QS product line in a consultative approach. Very few people know the commercial side of international student recruiting sector like Mark. American Interna,onal Recruitment Council (AIRC)3 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 26. NDARDS S TAWhy am I here?ITYQUALGR IT Y TE IN AIRC has established a trust with US higher education and has provided a blanket of protection to those operating as university agent. Agents should stand behind this effort. Competition is key to any industrys success as it builds buyer condence, agents should show support of their industry. Todays market has changed American university Land Grab is gone, industry is under great scrutiny, has active and motivated opponents. Agents need respect. The better everyone does at selling, the better the credibility of the industry and the more receptive the market is to my company Rising tide lifts all boats American Interna,onal Recruitment Council (AIRC) 4 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 27. NDARDS S TAWhy Listen to Me? (Stuff Ive Sold)ITYQUALGR IT Y TE INPoster distribution servicesAdvertisements in 11 different universitys Directory of ClassesWeb links in online academic directoriesWeb site development servicesOnline advertising media buying servicesOnline marketing consulting servicesAcademic Brand StrategiesCRM (student inquiry management) systemsInternet generated student leadsDatabase of student prolesAssociation partnershipsFaculty Scholarly Productivity IndexStudent placement servicesInternational student recruiting solutions but ultimately, what I really sell American Interna,onal Recruitment Council (AIRC) 5 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 28. NDARDS S TA What really you sell is you!ITYQUALGR IT Y TE INBecause no matter how good theproduct,no matter how great the value,if they dont trust you,they wont buy from you. Mark Shay, circa 1968 American Interna,onal Recruitment Council (AIRC) 6 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 29. NDARDS S TA Personal TrustITYQUALGR IT Y TE INAcademics buy from people they trust.They greatly value the advice of their peersThey value honesty and candor instead of boldness and hypeThe respect patience and they appreciate support of their academic values American Interna,onal Recruitment Council (AIRC) 7 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 30. NDARDS S TARisk Adverse ClientsITYQUALGR IT Y TE INUniversity Culture:Prots dont drive learning, dont serve the studentYou dont SELL educationIts worse to make a mistake than it is to underperformAcademics like to buy, they dont like to be soldBusiness protects intellectual property (protect condentiality), universities share best practice (collaborate, share) American Interna,onal Recruitment Council (AIRC) 8 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 31. NDARDS S TA Organizational Trust:Responsibility to the studentITYQUALGR IT Y TE IN The wider responsibility of institutions and agencies is to the student.Trust develops when institutions and agencies work inpartnership to fully meet the needs of foreign students. Commitment to ethical practice Student support infrastructure Recognition of cultural differencesDespite a desire to achieve numbers, universityadministrators are bound to serve the student.Its a trust that is build into their value systems.It is part of their ethics.American Interna,onal Recruitment Council (AIRC)94710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 32. NDARDS S TAEducational Ethics versusITYQU Business PracticesALGR IT Y TE IN Teaching is often referred to as the noble profession They dene protability as an ethical challenge They dont like to consider themselves part of an industry. Many senior administrators still hold faculty positions and consider themselves educators Mission of American higher education is demonstrated by EducationUSAs inclusion in the Department of State as opposed to the Department of Commerce (Ministry of Trade) In the United States, there is pressure to have educational institutions act like a business, but not to have businesses run educational institutions American Interna,onal Recruitment Council (AIRC) 10 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 33. NDARDS S TAColleges Get Refunds After Translators at Chinese Fair Turn Out to Be RecruitersITYQUALGR IT Y TE INThe Institute of International Education is reimbursing several American colleges forthe fees they paid to participate in a recent college fair it co-sponsored in China, amidcomplaints that translators hired to work with the Americans there were actuallystudent-recruiting agents who took advantage of their position tosign up students.The nonprot organization, which holds higher-education fairs in countries around theworld to bring together colleges and students, forbids third parties to seek to representcolleges or potential students at the events. told him she could "smell" the recruiters. "If youve gone to one fair, you candiscern them in a second," he said.The use of paid recruiting agents is one of the most controversial issues ininternational education today. Universities in Australia, Britain, and elsewherecommonly use overseas recruiters to attract foreign students, but the practice is notwidespread among American institutions. Critics worry that agents may takeadvantage of students.- The Chronicle of Higher Education, April 29, 2009 American Interna,onal Recruitment Council (AIRC) 11 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 34. NDARDS S TAState Department Issues Guidanceon Student-Recruitment AgentsITYQUALGR IT Y TE IN The State Department has waded into the contentious issue of international student recruitment, issuing policy guidance that bars its EducationUSA advising centers from forming partnerships with commercial recruiting agents who have contracts to represent specic American universities. saying that such recruiters lack objectivity and may restrict foreign students college options. . the directive reects the attitude of many in American higher education, who see the practice of commercial recruiting as improper and even unethical. The idea of awarding commissions to agents to sign up foreign students has long been controversial in the United States: College associations, such as the National Association for College Admission Counseling, have been critical of the practice, arguing that when recruiters are being paid by colleges, students interest is no longer their rst priority. "Working with agents narrows that mission and confuses students, - The Chronicle of Higher Education, September 2, 2009 American Interna,onal Recruitment Council (AIRC) 12 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 35. NDARDS S TA So, Now Do You Trust Me?ITYQUALGR IT Y TE IN In the USA, agents have a soiled reputation. Media paints overseas recruiting practices as aggressive, ruthless even ethically unsound. As an industry, we have animage problem. American Interna,onal Recruitment Council (AIRC) 13 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 36. NDARDS S TAAIRC Provides Industry IntegrityITYQUALGR IT Y TE IN The AIRC certication process provides a seal of approval for student recruitment agencies to be considered by U.S. institutions, students and families, government agencies, and other organizations concerned with quality and transparency in the international student marketplace. Applicants for AIRC certication must undergo a background check, a rigorous self- study based on the AIRC standards, and a site review. They must demonstrate their capacity for ensuring the standards are adapted throughout their agency and that counselors and agents have a full understanding of the American higher education system. AIRCs Standards for Certication call for a certain level of quality practiced in ve operational areas: 1. Organizational Effectiveness 2. Integrity of Recruitment Process 3. Institutional Engagement Pre and Post Enrollment 4. Institutional Engagement Pre and Post Recruitment 5. Complaints Process- Source: American International Recruitment Council American Interna,onal Recruitment Council (AIRC) 14 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 37. NDARDS S TAPre-enrollment ResponsibilitiesITYQUALGR IT Y TE IN The AIRC statement of rights and responsibilities asks institutions to assure that: Marketing information is of a high standard, professional, clear and unambiguous Prospective students can access information about the institutions academic program, fees and refund policies, facilities, services, resources and policies, as well as information about US education and living in the US The integrity of the recruitment process is upheld, including ethical practice in admission and transfer Students who are admitted are adequately prepared for post-secondary education, including appropriate language skills and age consideration Accurate information is shared transparently with recruiting agencies American Interna,onal Recruitment Council (AIRC) 15 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 38. NDARDS S TABest Practice OutcomesITYQUALGR IT Y TE INSecuring universities as clients comes from a trust, that leads to strongpartnerships between agencies and institutions. Cooperation in areas such as marketing and applicationprocesses Agency brings market intelligence, local experience, trainedcounseling staff and established infrastructure Agency adds eyes and ears to the institution Agency supports institution building its brand in the market Institution supports agency in providing clear and transparentinformation to students Institution provides quality post-enrollment support services American Interna,onal Recruitment Council (AIRC) 16 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 39. NDARDS S TA No Brainer?ITYQUALGR IT Y TE IN It is not wise to assume there is no risk to the university in using an agent.For many, it is more than reluctance, it is fear. For them, their fears arevery real and recognizing this is very key in starting to establish a trust. The risks to a university include: Brand damage Exaggeration of the stature, reputation andrecognition of a universities degree Liability Misrepresentation and false statements about toprogram offerings, admission requirements, eligibility Orphaned Students Arrival of sub-standard students andproblems that need resolution I-20 License Suspension Fraudulent documents and immigrationscams risk suspension of the universitys ability to recruitinternational students. Professional Reputation Picking a bad agent could be a careerender. American Interna,onal Recruitment Council (AIRC) 17 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 40. NDARDS S TA Recruitment Agency ChecklistITYQUALGR IT Y TE IN Institutions should focus on a few quality agencies that meet the check list below: Do they:Do your agencies have: Work in partnership with youEstablished reputation Build on your brand strengthInstitutional client baseProvide market feedbackLarge footprintProvide market researchExperienceMarket knowledgeTrained counseling staff Can they:Effective infrastructureplatformsDeliver your desired student prole (eg volume, diversity) American Interna,onal Recruitment Council (AIRC) 18 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 41. NDARDS S TASelling Tactics: Step OneITYQUALGR IT Y TE INEstablish Trust (personal, company, industry)- Academics like to buy, they dont like to be sold- Understand the value of personal referrals.Testimonials and introductions from other clients areimportant door openers and condence buildersAmerican Interna,onal Recruitment Council (AIRC)194710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 42. NDARDS S TA Selling Tactics: Step TwoITYQUALGR IT Y TE INUnderstand the NeedWhen possible, Listen, dont speak.Tell me your pain.Patience, take notes, be deliberate.Ask for examples to understand their bias American Interna,onal Recruitment Council (AIRC) 20 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 43. NDARDS S TASelling Tactics: Step ThreeITYQUALGR IT Y TE INAddress the ObjectionsIdentify and re-state the clients objectionsDebate if cordial DO NOT ARGUEProvide truthful answers where possibleRecognize unknowns where necessaryDefer answers if further research, proof is neededDO NOT INTENTIONALLY MAKE FALSESTATEMENTSAmerican Interna,onal Recruitment Council (AIRC)214710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 44. NDARDS S TASelling Tactics: Step FourITYQUALGR IT Y TE INPresent the Value Interpret the client fears, create new ones such as:Risk of being stagnantRisk of falling behind competitorsRisk of loosing travel justication Create Pain, Create urgency, Be the solution Trust builds over time, ask for a chance to prove yourself through a three year plan Discuss the contract, dene non-negotiable terms Set reasonable expectations, plan to slightly over perform American Interna,onal Recruitment Council (AIRC) 22 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 45. NDARDS S TA Selling Tactics: Step FiveITYQUALGR IT Y TE INClose the Deal Validate the client, focus on the students Ask for references Visit the campus Finalize contract terms Understand the decision making process, work the cycle American Interna,onal Recruitment Council (AIRC) 23 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 46. NDARDS S TAIt Takes Over 7 Contacts to Make a SaleITYQUALGR IT Y TE IN Almost never does a relationship consummate in one call, it takes a dialog. It is best to step through the 5 steps of a sale as efciently as possible, mindful of the clients mindset and role within the institution. It is good to ask how much time they have to talk today and then watch the clock. Meetings are a real part of university culture and folks are very used to operating in blocks of time. End each call/discussion with a summary of decisions and action items including next call date if possible. Got your calendar? Respecting their time goes a long way toward building condence in you. Callback when prompted to, its your opener. You said to call today, so Im here to pickup where we left off last time American Interna,onal Recruitment Council (AIRC) 24 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 47. NDARDS S TAKnow Their Process, or Dene OneITYQUALGR IT Y TE IN School processes are often dened. Dont forget the basics: Is their an agent application or questionnaire? Do you have a standard contract? Is their a decision making committee or who issues the ultimateapproval of new agents? Agent business is often personal and they are buying from you. Be friendly, but not their friend. Listen to what they are trying to say. Diversions, avoidance, lack of candor dont help either you or the school. Let them know its OK to say no to you, you might also say no to them. American Interna,onal Recruitment Council (AIRC) 25 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 48. NDARDS S TAAgree on the LanguageITYQUALGR IT Y TE IN Third-party representative: An all-encompassing term identifying a person or group of persons offering international student recruitment services for a fee. This can include agents, counselors or other such positions. Agent: A single entity, often a sole-proprietor, able to assist institutions in international student recruitment. May work on behalf of an institution to nd students, may be hired by a student prospect to give advice on schools, or may charge both parties for bringing the two together. Counselor: A professional responsible for giving guidance and advice to international students and their families, often to help choose a college or university. May be separated for ethical reasons from the business aspect of the student placement industry. Advisor: A professional able to provide standard information on the U.S. options available to an international student prospect, but not necessary able to offer actual counseling and guidance or help with choosing an institution. Marketing representative: A full- or part-time employee hired by a U.S. college or university to work overseas in an effort to recruit students from a particular region or country. American Interna,onal Recruitment Council (AIRC) 26 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education 49. NDARDS S TAITYQUALGR IT Y TE INGood Selling!Mark ShayBusiness Development DirectorQS Advacehttp://www.QS.com | http://www/TopUniversities.com/QSAdvance+1-610-357-4648Mark.shay@QS.com American Interna,onal Recruitment Council (AIRC) 27 4710 Rosedale Avenue | Bethesda, Maryland 20814 | Tel. +1 240 547 6400 | info@airc-educa,on.org The worlds leading network for top careers and education