My NacuboWhy Join: Benefits of Membership

E-mail:   Password:   

 Remember Me? | Forgot password? | Need an online account?

Distance Learning
Distance Learning

OD: Developing a Market-Informed Approach to Tuition Pricing

Recorded on: Thursday, December 12, 2013 1:00 PM ET


In recent months, private institutions have been in the news for deciding to dramatically cut or constrain their sticker price while reducing financial aid as a way to boost enrollment. Others have chosen to raise tuition while also significantly increasing the level of aid to students. On the public side, institutions struggle to keep tuition costs down while state appropriations continue to decline and some legislatures vote to freeze tuition on all state campuses. But what guarantee do these institutions have that these pricing approaches will lead to a long-term solution to the challenge of tuition pricing much less support enrollment, net tuition revenue, student quality, and other institutional goals over time?
The reality is that the market dynamics of pricing are idiosyncratic: a high price, high aid strategy may be the right strategy for one institution, but for others it could undermine their very financial health and future.
Attendees will hear from industry experts, administrators from both public and a private institutions and will learn how market inputs guided their pricing and aid strategies. Speakers will also discuss how they have used market-informed, pricing data to inform and educate board members, state legislators, and other constituents about viable, long-term pricing strategies.

What You Will Learn

  • Gain a stronger understanding of the most accurate and reliable research methods to measure the enrollment and net tuition revenue impact of price changes.
  • Understand the idiosyncratic nature of tuition pricing and why each institution has to approach pricing with an understanding of its market dynamics.
  • Explore why conventional wisdom about pricing and discount strategies can often lead to mistakes.
  • Learn how your own institution can begin the process of developing a more sound, robust, and viable tuition pricing strategy in order to achieve its enrollment, net revenue, and other financial and institutional goals.

Meet the Presenters

  • Karen Foust, Executive Vice President for Strategic Initiatives and Vice President for Enrollment, Hendrix College
  • Steve Farmer, Vice Provost for Enrollment and Undergraduate Admissions, University of North Carolina at Chapel Hill
  • Rick Hesel, Principal, Art & Science Group
  • Natalie Davis, Manager, Research and Policy Analysis

Who Should Attend

  • Chief Business Officers
  • Chief Finance Officers
  • Associate Vice Presidents of Finance
  • Directors of Student Financial Services
  • Controllers
  • Budget Officers

Course Information

  • Length: 100 minutes


Member Site Registration: $189.00
Non-Member Site Registration: $219.00


Viewing a Program

If you have registered for a NACUBO webcast:

  • Log in to MY NACUBO
  • Click My Distance Learning Programs under the My Professional Development Section
  • Click the name of the webcast you wish to view
  • The webcast will open in a new window

Payment Options

For online purchases NACUBO only accepts Visa, Mastercard, American Express, and Diners Club

To pay by check or purchase order
please use our
mail-in registration forms

For further assistance contact
Customer Support:


Customer Support

For technical support visit our online:

Webcast Help Guide

Technical Requirements

Software/Browser Requirements

  • Windows XP/Vista/7
  • Windows Media Player 10,11 or 12
  • Adobe Acrobat Reader 7.0 or later
  • Flash Player 10.x

Get Flash


CPE Information

NACUBO is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: