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Managing Key Performance Indicators (KPI’s) for Enrollment Growth

Josh Beers, Sr. V.P. of Student ExperienceLancaster Bible College | Capital Seminary & Graduate School

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Applicants

Yield

Net Revenue

ProspectsScholarshipsRetention

Acceptances Deposits

Enrolled

First Year to Second Year

Completion

Conversion

Goals

ROI

Reporting

Leads

Premier Schools

Homeschool

Program Days Athletics

Alumni

Current Students

Bible InstitutesYWAM

FCA

Camps

International Students

Leveraging TechnologyRetention Focused

Co-Curriculars

Personal Touch

Feeder Schools

Adding Sports

Campus Visits

Enhancing Student SupportDual Enrollment

Training

PartnershipsOnline Education Adult Learners

Graduate ProgramFaculty Involvement

Gap Programs

Mergers & Acquisitions

New Programs

Mission Fit

WHAT SCOREBOARD ARE YOU WATCHING?

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The New Marketing & Sales Funnel

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Marketing, Admissions, IS

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New Reality

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Applicants/Acceptances/Deposits/Enrolled

Enrolled: Scholarship Package/Discount Rate/Net Tuition

This is what we measure.

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What is winning?

• Do I work the funnel or have a funnel?

• What are we accountable for as a team?

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Setting Goals

• Do I know the score from last year?• Do I know why we won or lost?•Who studies game film with me?

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“ooch”

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Campus Visit:

Do they really fit?

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How are you leveraging the co-curricular?

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Campus Culture: Everyone is recruitment/retention.

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Are you praying for students?

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Biggest Hurdles to Institutional Growth§ Shift in Mindset; Everyone is Part of

Recruitment and Retention§ Growth-Oriented Culture§ If you cannot work across departments, you

cannot work at LBC | Capital§ Student Success and Engagement (Retention)

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