EMC's 7 Core Strategies

DEFINING ADMISSIONS ROLES AND RESPONSIBILITIES
Increase productivity with a focused approach

• Clarify the roles and responsibilities of admissions staffing
• Provide detailed job descriptions and activity schedules
• Develop lead distribution policies and procedures

• Develop lead generation, conversion and cost per lead tracking system
• Implement high school relationship programs with collateral materials and presentations
• Define territories and develop people-power budgets
• Create high school database and tracking system
• Develop strategies for direct mail and e-mail campaigns

• Centralize initial prospect contact and lead distribution
• Clarify objectives of lead distribution policy to support staff
• Develop initial prospect contact script for admissions staff

• Standardize and/or develop interactive prospect interview presentation focusing on features and benefits
• Implement educational sales-based student confirmations and final student commitment within the presentation
• Standardize prospect interview collateral materials and marketing efforts

• Establish student progress tracking reports
• Develop pre-registration activities and improve on orientation and continuing registration by focusing on buying committee benefits
• Create class forecasting tools for management and admissions representatives

• Initiate formal admissions staff training clinics
• Develop Operating Guide(s)
• Implement on-going training plans and documentation
• Utilize Management by Objectives to increase individual performance
• Develop representative performance metrics and reporting systems

• Establish incentive-based compensation program
• Reduce cost per start margin by establishing expense reimbursement parameters
• Develop special recognition programs