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OD: Developing a Market-Informed Approach to Tuition Pricing

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

Overview

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

Fees

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

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CPE Information

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