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Rethinking Tuition Discounting Strategies

Revenue and discounts and strategies oh my!

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Average tuition discount rates at private nonprofit institutions soared to record levels in 2015-16, according to NACUBO’s annual Tuition Discounting Study (TDS). Rising costs of student scholarships and grants have led to much lower gains in net tuition revenue. These recent trends serve as a clarion call for campus leaders to take action in new and innovative ways to achieve enrollment and net tuition revenue goals in more sustainable ways.

In this webcast, you will hear an overview of the 2015 NACUBO TDS, and learn more about the tuition discounting strategies implemented by chief business officers (CBOs) at private nonprofit colleges and universities in fiscal year 2015 to increase net tuition revenue. The panelists, which include a campus chief business officer, chief enrollment officer, and industry consultant, will discuss the complexity of factors that go into new tuition discounting, enrollment, and financial aid strategies.

Meet the Presenters

  • Philip Laube, vice president for business and finance, Muskingum University
  • Paul (PJ) Woolston, vice president for enrollment management, Marian University
  • Benjamin Kennedy, managing partner, Kennedy & Company
  • Lesley McBain, assistant director, research and policy analysis, NACUBO
  • Ken Redd, director, research and policy analysis, NACUBO (moderator) 

Finance Webcast

What You Will Learn

NACUBO’s professional development programs are designed to deliver the skills, concepts, and best practices for success to individuals in the business of higher education. After participating in this program, you will be able to

  • Review and discuss the most recent trend data on tuition discounting and net tuition revenue.
  • Evaluate the strategies chief business officers, chief enrollment officers, trustees, and other campus leaders are implementing to solve the revenue challenges being brought on by rising financial aid expenses.
  • Understand the relationship between the discount rate, enrollment, and net tuition revenue and learn how to bring balance to each component.

Who Should Attend

  • Chief Business Officers
  • Chief Enrollment Officers

  • Accountants

  • Controllers

  • Budget Directors

  • Vice Presidents of Finance

  • Directors of Financial Aid

  • Directors of Institutional Research

  • Board of Trustees Members

CPE Information

There are no CPEs offered for this event.

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


Registration assistance: 800.462.4916 or

Cancellation Policies

Member Standard Ends January 1, 2222


Non-Member Standard Ends January 1, 2222