SEM Works Copy for Moorehead State University RFP 07—10



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DRAFT SEM Works Copy for Morehead State University RFP 07-10

Ray, some COVER LETTER SELLING POINTS to be used as you wish

• We are SEM Works, and as our name suggests, enrollment management is what we do best.

• Over 300 higher education clients at colleges, universities, community colleges/two-year colleges, and systems in US and five foreign countries, and SEM plans for all of these types institutions/systems.

• Staff has over 400 years of experience in higher education (mostly practitioners), and Dr. Black has over 24 years of experience with emphasis on enrollment management and marketing higher education.

• Over 100 enrollment management and marketing/communication audits.

DR. BLACK’S BIO.

The president and CEO of SEM Works, Dr. Jim Black, is the founder of the National Conference on Student Retention in Small Colleges and cofounder of the National Small College Admissions Conference and the National Small College Enrollment Conference. He formerly served as the director of AACRAO’s Strategic Enrollment Management Conference. Dr. Black has published a monograph titled, Navigating Change in the New Millennium: Strategies for Enrollment Leaders, and three books, The Strategic Enrollment Management Revolution, considered to be a groundbreaking publication for the enrollment management profession, Gen Xers Return to College, and Essentials of Enrollment Management: Cases in the Field. Among his other published works are numerous articles and book chapters including a feature article in College & University, Creating Customer Delight; a chapter, Creating a Student-Centered Culture, for a book on best practices in student services published by SCUP and sponsored by IBM; a chapter on enrollment management in a Jossey-Bass book on student academic services; as well as a bimonthly feature in The Greentree Gazette.

Black was honored as the recipient of the 2005 AACRAO Distinguished Service Award. He has been interviewed by publications such as The Chronicle of Higher Education, Converge Magazine, The Enrollment Management Report, The Lawlor Review, and was interviewed for AACRAO’s Data Dispenser. Black also was featured in an international teleconference on enrollment management sponsored by The Center for the Freshman Year Experience at the University of South Carolina, and a PBS broadcast on “Blending High Tech and High Touch Student Services.” Since 1999, Jim Black has been an IBM Best Practices Partner, one of only twenty-three in the world. He was invited by The College Board to Heidelberg, Germany, to evaluate the APIEL Exam and most recently was invited to lead conferences on enrollment management and student services in the United Kingdom and the Netherlands.

Dr. Black has served on the boards of several technology companies and has consulted with companies such as Microsoft, Blackboard, and the SAS Institute. Higher education clients have included two-year, four-year, public, and private institutions. Jim earned a B.A. in English education and M.A. in higher education administration from the University of South Carolina, as well as a Ph.D. in higher education curriculum and teaching from The University of North Carolina at Greensboro.

Steven T. Carnish

Project Responsibilities: Graphic design, optional creative templates

Steven has over twenty years of experience as a Graphic Designer and Illustrator. His diverse experience includes sign design, packages for marketing presentations, promotional material for print and Web marketing and video production, Website design, content development, and maintenance, commercial story-boarding, architectural illustration, and logo standards and graphic identity systems. Steven has a broad array of industry experience including higher education, entertainment, telecommunications, multi-media companies, and organizations involved with technical communications, computer graphics, advertising, public relations, media placement, e-marketing, and collateral development.

Mr. Carnish's proficiency in software by Adobe, Corel, AutoDesk, and Luxology is an extension of his skills in traditional illustration methods. His versatility and knowledge of software and graphic design standards, accompanied with experience in project management, drafting, commercial & residential illustration, 3D illustration, vector & raster illustration, photo editing, architectural sign design, vinyl application and large-format printing, provides an invaluable service to various industries.

Steven’s education in Commercial Graphics from Randolph Community College is complemented by certification as an Internet Webmaster/Designer from Guilford College, and additional coursework for the graphics industry and internet related software.

COMPANY PROFILE

Jim Black and Associates, Inc., converted to SEM Works in February of 2004 as an LLC. Prior to February 2004, Jim Black and Associates, Inc., had been working and performing services in the higher education consulting industry for ten years. SEM Works was founded by Dr. Jim Black and is grounded in a long history of higher education clients through consulting and professional development. The SEM Works team has four-hundred years of combined experience with more than 300 higher education clients from five countries. SEM Works’ staff has experience with four-year public and private institutions, college and university systems, graduate and professional schools, community colleges, technical colleges, proprietary schools, and nonprofit and for-profit organizations.

The SEM Works staff is comprised of twenty-seven individuals, primarily current or former practitioners in the field and creative services professionals. Including Dr. Black, your lead consultant, there are nine SEM Works consultants—each with their unique specialty areas. In addition to the consulting group, SEM Works employs a director of technology services, a director of market research, a director of educational research, a research analyst, a director of marketing and customer relations, a director of business development, a conference director, two account representatives, a director of operations, team of Web designers, three graphic designers, a copywriter, and an editor. A consulting team will be assigned to MSU based on your needs, campus type, and distinctive culture including.

While our core business is consulting, we also provide some of the best conferences, technology services, on-site training opportunities, market research, and creative services in the industry. SEM Works offers solutions designed to improve enrollment outcomes and the image of our clients without overtaxing resources such as budgets, staffing, and IT support.

SEM Works provides consulting services to colleges and universities needing to assess existing operations and develop related plans. Areas of consulting include:

Enrollment Management Marketing

Branding Student Recruitment

Student Retention Customer Service

Student Services Institutional Positioning

Market Research Organizational Structure

Organizational Change Web Development

Graphic Design/Publications Development Electronic Communications

REFERENCES

Ferris State University, 2003, 2005 and 2007

Craig Westman, Ph.D.

Provost for Enrollment Management Services

University of Texas at El Paso

ASB Room 102

500 West University Avenue

El Paso, TX 79968

cewestman@utep.edu or 915/747-5093

An enrollment capacity audit and enrollment planning consulting was provided. Key concepts such as branding, marketing, the relationship continuum, integration, the enrollment funnel, student recruitment, student retention, and student services were addressed.

"Ferris State University has had Jim Black to campus several times. Each time Jim has brought institutional focus to enrollment management and how enrollment management is an institutional imperative, not a singular unit's job. Jim has aided Ferris in realigning its recruitment activities to place them into a firm strategic enrollment management context. About every two years, Jim comes to campus to get our batteries recharged—to look critically and strategically at how we are doing our recruiting. Jim's guidance has allowed Ferris to embark on successful e-Recruitment and print campaigns. Jim's guidance has been instrumental in the past several years of Ferris's success—a 15.63% growth in enrollment!”

Enrollment Success:

• Since SEM Works first worked with FSU, undergraduate enrollment has increased an average of 23.6% over the past eight years.

• 15.63% increase in enrollment between 2002 and 2006, second highest among public institutions in Michigan.

• Including fall 2007, the highest enrollment growth among public institutions in Michigan.

Craig Westman, Ph.D., Former Associate Dean of Enrollment Services and Director of Admissions and Records, Ferris State University

Arkansas State University, 2005–2006, two years

Rick Stripling, Vice Chancellor

PO Box 189

Jonesboro, Arkansas 72467

ricks@astate.edu or 870/972-2048

Jim Black, president of SEM Works, facilitated the development of an enrollment management plan and branding strategy at Arkansas State University in Jonesboro, Arkansas. Dr. Black worked directly with a planning group at the university to identify objectives, a planning construct, a process, and timeline. An audit of existing enrollment management operations was preceded by a review of institutional trend data, competitor information, survey data, publications and Web sites, strategic plans, enrollment plans, organizational charts, and related documents. The site visit included direct observations of operations, interviews with staff and those they serve, along with focus groups with students.

E-mail campaign technology and strategy were provided by SEM Works are already yielding significant results. ASU has had more visitors to campus this fall than ever before.

"There are a lot of consultants. We needed someone to understand our institution’s mission and purpose. Jim Black's knowledge of the enrollment process and higher education marketing greatly helped our institution focus on enrollment and marketing efforts that matter. We have seen an increase in our freshman class for the second straight year. Freshman enrollment has increased 27 percent for the past two years, and this year's class represents the largest freshman class that we have seen in eight years.  Our spring to spring enrollment increase is the largest in at least fourteen years and the second highest spring semester enrollment in history. SEM Works and Jim black delivered!"

Rick Stripling, Vice Chancellor

• Since SEM Works began consulting for ASU, total student enrollment has grown from 10,500 to 12,000, an increase of 16%.

• Fall 2008 headcount represents a 6.3% increase over fall 2007 and exceeds the record enrollment of 1992.

• The fall 2008 freshman class is up 9.1% over last year and it exceeds the record enrollment set in 1983.

• The 2007 freshman class has increased for the second straight year. Freshman enrollment has increased 27 percent for the past two years, and the 2007 year's class represents the largest freshman class that ASU has seen in eight years.

• Fall 2007 unduplicated headcount is the highest recorded enrollment since 1992.

• Spring 2007 to spring 2008 enrollment increase is the largest in at least fourteen years and the second highest spring semester enrollment in history.

Eastern Oregon State University, summer 2007

Michael Jaeger, Provost & Vice President for Academic Affairs

One University Boulevard

La Grandee, OR 97850

541-962-3544 or mjaeger@eou.edu

Fax: 541-962-3113

SEM Works conducted a comprehensive four-day enrollment management audit including a review of existing institutional inquiry, application, and retention trend data, gender and racial data, market research, survey data, financial aid allocation strategies, organization charts, marketing budgets, competitor information, communications materials, collaterals, Web sites, marketing, recruiting and retention plans. Emphasis was placed on a review of data and strategies that explain and impact EOU’s brand, marketing, admissions policies, retention programs, and financial aid processes. Goals included strategies to: increase applicant pools; improve and stabilize yields at inquiry, application, and enrollment stages; financial aid packaging; follow-up activities after inquiry and application, improve retention rates by assessing student services, increase demographic diversity and/or ethnic diversity; and activities to evaluate progress and success.

"Eastern Oregon University was faced with declining enrollment, organizational challenges, and fiscal sustainability problems. Leadership recognized that we needed help to refocus our attentions in enrollment management and support structures that would facilitate a stable student population.  SEM Works answered our RFP and delivered a comprehensive plan to revitalize the University.  As a result of their work, Eastern restructured Academic and Student Affairs to create a new unit on campus called Enrollment Management. This new organizational structure has made it possible for us to marshal financial aid, admissions, and the goals of academic enrollment in one strategic unit.  After only three months in operation we already have seen an improvement in admission applications for fall of 2008 by double digit amounts, but also higher enrollment numbers for winter 2008 and spring 2008. 

Enrollment Success:

• Undergraduate enrollment has increased an average of 10.8% over the last two years since SEM Works first consulted with EOU.

• 2009 undergraduate enrollment has increased 17.4% compared to the year 2007.

Michael Jaeger, Provost & Vice President for Academic Affairs

On-campus Enrollment

• “We are thrilled with the large increase in our resident population. I am convinced that the strong recruitment and outreach effort by the University, along with EOU’s commitment to providing access by keeping costs low, has raised our stature across the state and the region. The largest increase is in first-year freshmen, who make up the majority of the resident student population.”

Director of Housing & Student Involvement

PARTIAL CLIENT LIST

|Adams State College |Slippery Rock University |

|Alice Lloyd College |Southeast Missouri State University |

|Arkansas State University |Southern New Hampshire University |

|Belmont University |Spalding University |

|Buffalo State College |St. Francis University |

|Carson-Newman College |Sunderland University (England) |

|Clayton State University |Francis Marion University |

|East Stroudsburg University |University of California at Santa Cruz |

|Eastern Oregon University |University of Idaho |

|East-West University |University of Maine at Fort Kent |

|Fayetteville State University |University of Maine at Machias |

|Ferris State University |University of Maryland—Eastern Shore |

|Fort Lewis College |University of Missouri—Kansas City |

|Franklin University |University of North Carolina at Greensboro |

|Indiana University Purdue University Indianapolis |University of Regina (Canada) |

|Ithaca College |University of Texas at Dallas |

|Johnson State College |University of Texas at El Paso |

|Kettering University |University of Vermont |

|Lincoln University |University of West Florida |

|Medical University of South Carolina |University of Victoria (Canada) |

|Meredith College |Villanova University |

|North Carolina Central University |William Paterson University |

|Northwestern Michigan College |Winona State University |

|Pacific Graduate School of Psychology | |

|Paisley University (Scotland) | |

|Seventh Day Adventist University | |

CURRENT LIST OF ENROLLMENT MANAGEMENT CONSULTING SERVICES CLIENTS

• East-West University, Dr. Madhu Jain, Provost, 816 S. Michigan Ave., Chicago, IL 60605, (312) 939-0111 x1803, madhu@eastwest.edu

• Centennial College, Jennifer Leith, Vice President Student and Community Engagement, Toronto, Ontario, (416) 289-5050 x3545, jleith@centennialcollege.ca

• Andrew College, Dr. Joree Jones, Dean of Administration and Advancement, 501 College St., Cuthbert, GA 39840, (229)732-5935, JoreeJones@andrewcollege.edu

• Fanshawe College, Lane Trotter, Senior Vice President of Academics, 1001 Fanshawe College Blvd., PO 7005, London Ontario, N5Y 5R6, (519) 452-4430 x4463, ltrotter@fanshawec.ca

• University of Colorado at Denver (contract to be signed after November 10, 2009, David Turner, Purchasing Agent, Procurement Service Center, P.O. Box 173364, DC 116, Denver, CO 80217-3364, (301) 315-2787, David.Turner@cusys.edu

• Horry-Georgetown Technical College, Harold Hawley, Vice President for Finance, 2050 Hwy. 501E, Conway, SC 29526, (843) 349-5279, harold.hawley@hgtc.edu

SCOPE OF THE WORK AND EXECUTIVE SUMMARY

The leadership at Morehead State University has determined the need for a consultant to develop an enrollment management plan that has institution-wide support, is systematic, comprehensive, data-driven, and designed to attract and enroll an optimal mix of students that can be successful at MSU. SEM Works will partner with Management of America, Inc. to meet the following needs.

1. Scope of the work includes assessments of:

• University brand, communication tools and marketing strategies

• Marketing and recruitment strategies and operational practices at each stage of the admissions process

• Adequacy of resources (including operating budget, technology and personnel) committed to enrollment management and marketing

• Organizational structure, policies and processes used to support enrollment management and marketing

Executive Summary of SEM Works’ Response

• Conduct a four-day strategic enrollment management audit with focus on marketing and communications

• Deliver an on-site executive summary of findings and related prioritized recommendations

• Submit a comprehensive written enrollment management audit report with a focus on marketing and communications

2. Scope of the work:

• Translate Management America’s market research, geo-demographic and enrollment opportunities into an integrated, Strategic Enrollment Management (SEM) plan.

• Collaborate with MSU’s faculty, administration and staff to develop an integrated SEM plan that: enhances the yields and value of marketing, recruitment, enrollment and retention efforts; aligns marketing and strategic enrollment plans and strategies; develops an effective brand and messages that are consistent, coordinated and sustainable; and re-engineer plans and process as necessary to optimize marketing and enrollment management strategies.

Executive Summary of SEM Works’ Response

• Conduct a two-day SEM and marketing/branding retreat.

• Conduct 3 two-day SEM and marketing/branding strategy sessions.

• Write an integrated SEM plan that includes marketing/branding and other strategic opportunities.

• Conduct 2 two-day sessions for facilitation with implementation of the SEM plan.

FULL RESPONSES

SEM Works’ Four-day Enrollment Management Audit

To meet the scope of the work, SEM Works will conduct an in-depth review of MSU’s enrollment management strategies, policies and practices beginning with a four-day enrollment management audit with an in-depth review of marketing and communications.

Dr. Jim Black, your lead consultant for enrollment planning, will conduct a four-day audit of MSU’s SEM planning process. This review will consist of:

• A pre-visit situational assessment, involving an examination of existing institutional strategic plans, marketing and communication plans, strategic research, environmental assessments, governance and decision structures, and related documents.

• A four-day site visit during which Dr. Black will facilitate a series of meetings with faculty, administration, and staff as well as student focus groups, culminating in an oral presentation with prioritized recommendations to the executive staff and other invited guests.

• A first draft of a written report with recommendations within 4-5 weeks of the site visit.

• A final written report inclusive of observations and related recommendations prioritized as mission critical (MC), essential (E), or desired (D).

Pre-Visit Review

In preparation for the four-day on-site visit, a preliminary examination of the following types of information and materials will be undertaken:

Strategic Plans:

• Institutional strategic plan through 2010 (mission, vision, values, strategic development directions),

• Current SEM plan

• President’s State of University Report

• Academic development plan and priorities

• Enrollment management goals, plans and strategies

• Marketing goals, plans and strategies

• Recruitment and communication plans

Recruitment, Branding, Image, and Collateral Tools (Materials)

• Brand marketing and communication materials, collaterals, electronic communications, and Web sites employed in the recruitment of students

• Visual appeal, and brand message relevance and consistency of marketing and communication materials, as well as the navigation of recruitment Web sites

Organization & Governance Structures:

• Organizational charts

• University governance and decision structures

• SEM Committee (and sub-committee) charter(s) and accountabilities, if available

SEM Operations:

• Enrollment operations infrastructure (organizational structures, staffing, budgets, technology) and resources that support the SEM planning and implementation process and any potential re-engineering

• Administrative policies and related documents

Environmental Analyses:

• Environmental scan (external and internal)

• Strategic research: image and market research, campus climate

• Market research with prospective students and their parents three years ago

• SWOT analyses (if available)

Enrollment Trends and Related Research:

• Application, admission, and enrollment trends and yields by key student segments

• Enrollment and student flow trends and analyses

• Student geo-demographic profile

• Student survey research: recruitment and applicant yield studies, student satisfaction surveys, student engagement studies, completions/graduations studies

On-Site Audit

Dr. Black’s on-site audit will include direct observations of enrollment services operations, a review of related workflow, interviews with staff from admissions, continuing education, financial aid, marketing, retention, student services, and those they serve. Of particular interest will be the identification of opportunities and strategies to grow enrollment, improve admissions processes, increase retention, improve ROI, re-engineer processes where needed, and align SEM and marketing plans. Communications materials, admissions presentations, Web sites, etc., will be examined for visual consistency, visual appeal, message relevance, message repetition, ease of navigation, content and presentation for Web pages, and impact on target audiences. Staff and student training processes, levels, organizational charts, and resources will be examined for their ability to deliver exceptional customer service, effective recruitment, and consistent and compelling marketing messages, and integrated SEM plan. Faculty and staff will be invited to provide feedback on the effectiveness of the University’s Web site, marketing, communications, recruitment, and retention strategies and their respective involvement in these processes, as well as operational procedures such as inquiry response, and application processing will be assessed for efficiency and effectiveness. The audit will begin the process of developing university-wide understanding of an integrated SEM plan with a focus on marketing, and build buy-in from key constituents. Three focus groups of eight to twelve students will be conducted with the following groups.

• Traditional undergraduate students (1), balanced for gender, ethnicity, and class year

• Nontraditional adult undergraduate students (1), balanced for gender, ethnicity, and class year

• Graduate students (1), balanced for gender, ethnicity, and class year

Sample Four-day Strategic Enrollment Management Audit Agenda. Final agenda will be developed in consultation with MSU.

Day 1

8:30 – 9:30 a.m. Meeting with Jeffrey Liles, Assistant VP for Enrollment Services

9:45 – 10:45 a.m. Meeting with Dr. Andrews, President

11:00 – 12:00 Noon Admissions Office Processing Staff

12:15 – 1:45 p.m. Lunch with Admissions Office Recruitment Staff

2:00 – 3:00 p.m. Web manager

3:15 – 4:30 p.m. Registrar’s Office Staff

5:00 – 6:00 p.m. Student Focus Group

Day 2

8:30 – 9:30 a.m. Institutional Research and Assessment

9:45 – 10:45 a.m. Administrative IT Support

11:00 – 12:00 Noon Financial Aid Staff

12:15 – 1:30 p.m. Lunch with VP of Development

1:45 – 3:00 p.m. Communications and Marketing Staff

3:15 – 4:30 p.m. Director of Communications and Marketing

5:00 – 6:00 p.m. Student Focus Group

Day 3

8:30 – 9:30 a.m. Continuing Education and Distance Education Staff

9:45 – 10:45 a.m. Directors of Continuing Education and Distance Learning

11:00 – 12:00 Noon Distance Learning (select group of faculty and staff involved with distance learning instructional delivery)

12:15 – 1:30 p.m. Lunch with Enrollment Management Division Directors

1:45 – 3:00 p.m. Dean of Students

3:15 – 4:30 p.m. Faculty Involved in Student Recruitment and Retention Efforts

5:00 – 6:00 p.m. Student Focus Group

Day 4

8:30 – 9:30 a.m. Academic Deans

9:45 – 10:45 a.m. Representative Group of Academic Department Heads

11:00 – 12:00 Noon Registrar

12:15 – 1:30 p.m. Lunch with Administrative Vice Presidents

1:45 – 3:15 p.m. Briefing Preparation

3:30 – 5:00 p.m. Briefing Session with Executive Staff and Other Invited Guests

Strategic Enrollment Management Audit Report

Dr. Black’s audit will culminate with an on-site executive briefing of preliminary findings. Recommendations that require immediate action in order to impact spring 2010 enrollment outcomes will be identified in priority order. Recommendations will include but not be limited to those impacting new and returning student enrollment (traditional freshman, adult learners, transfers, graduate students, and veterans, etc.), conversion rates, quality of accepted students, program mix, program costs, and delivery options, marketing/branding, recruitment, retention, and benchmarking institutions and indicators.

Within four to five weeks, Dr. Black will submit the preliminary draft of a final written report for review and comment, and the final draft will incorporate suggested changes that do not compromise the integrity of the report. Using a combination of the physical evidence described above along with secondary data sources, on-campus interviews, student focus groups, and direct observations of existing practices, Dr. Black will utilize a research method known as “triangulation” to validate findings. Any finding supported by all three research techniques will be considered to be valid. A complementary method called “pattern matching” will be used to validate findings that did not appear to be triangulated. Pattern matching describes reoccurring themes that emerge from one or more of these research techniques. The report will include major conclusions, findings, and recommendations shown as mission critical (MC), essential (E), and desired (D). Emphasis will be placed on strategies and tactics that will improve recruitment, admissions, marketing/branding, communications, optimization of resources, effectiveness of organizational structures, retention, and student support infrastructure. Of particular interest will be recommendations related to recommendations to improve market share in Northern Kentucky and Cincinnati markets.

The audit report will be comprehensive and highly detailed. Dr. Black’s audit reports typically consist of forty-five pages or more and may include an introduction, MSU context, strategic opportunities, market opportunities, integrated marketing, inquiry generation, prospective student cultivation, service delivery, student retention, and antecedents to success, etc.

SEM Works’ ENROLLMENT MANAGEMENT PLANNING

Enrollment Management/Marketing Planning Retreat (two days)

SEM Works will conduct a two-day retreat to kick off the SEM planning process. The composition of workshop participants will be determined through consultation with MSU’s senior leadership. Team members are selected for their involvement in key enrollment functions such as recruitment, marketing, registration, financial aid, and retention, etc. The quantitative and qualitative data gleaned from the enrollment audit, market analysis, demand forecasting, trend analysis, price analysis, and geo-demographic research will inform the development of the agenda for the two-day planning retreat.

Planning Retreat, Day One

Morning Session

• Overview of Workshop Agenda and Purpose

• Enrollment Management, and Marketing/Branding Concepts and Planning Models

• Key Findings from the Exploration and Research Phase (e.g., SEM audit, and marketing and geo-demographic research)

• Analysis and Discussion of Admissions Goals, Marketing/Branding Goals, and Strategic Direction

Afternoon Session

• Identification and Prioritization of Strategic Opportunities

• Identification of Key Performance Indicators and Metrics

• Discussion of Strategy Development Teams

• Next Steps

Day One Deliverables:

• An enrollment planning construct

• Enrollment targets and marketing/branding goals

• High priority strategic opportunities

• Key performance indicators for each strategic opportunity

• Metrics for each key performance indicator

• Strategy development teams assigned to each strategic opportunity

Planning Retreat, Day Two

Work with the MSU planning team to:

• Finalize Admissions and Marketing/Branding Goals

• Identify the Composition of Strategy Teams

• Develop the Charge for Each Strategy Team

• Outline Next Steps in the Process

• Prepare for Next Meetings

Day Two Deliverables

• Admission goals

• Marketing and branding deliverables including:

▪ a context of institutional identity, branding, and marketing planning

▪ existing elements of the identity package including, but not limited to, marketing messages, content, design, navigation, and market positioning

▪ recommendations regarding strategies for marketing, advertising, promotion, and brand development

▪ prioritized strategic recommendations as mission critical (MC), essential (E), and desired (D).

• Recommendations related to the brand position of select competitors and provide insights about obtaining and sustaining a competitive market position.

• Clarify the University’s unique strengths, core values, and differentiating factors compared to primary competitors and make related recommendations by analyzing and assessing:

▪ existing marketing data and research, enrollment audit recommendations, and market analysis, demand forecasting, trend analysis, price analysis, and geo-demographic research, the University’s mission statement, vision statement, value proposition, strategic plan, marketing strategies, and graphic identity system, etc.

• Establish a baseline of image, reputation, and support from within the University’s marketplace via new market research and geo-demographic opportunities

• Develop three to five brand messages for consideration and testing during portfolio development.

• In collaboration with the MSU Marketing Team, set benchmark criteria for evaluating future success of the brand.

• Develop action items and timelines for selected high priority strategies that will organize the strategies and tactics, identify responsibilities, and create levels of accountability.

• Provide feedback and direction as parts of the SEM plan are developed, and provide ongoing coaching to the enrollment staff.

• Strategy teams assigned and prepared for work on strategic opportunities (e.g., admissions, recruitment, retention, financial aid, service delivery, etc.) and development of SEM plan

• Increased understanding of strategic enrollment management and buy-in for an integrated SEM plan

Example of SEM Works’ Planning Construct

SEM Strategy Sessions

Three Two-day Strategy Sessions with Strategy Development Teams

SEM Works will work with the SEM planning teams over a total of six days to develop the SEM Plan. This highly collaborative and iterative process will build knowledge of and provide a rationale for strategic enrollment management, and most importantly, build campus-wide buy-in. These sessions will kick off the strategic planning process and focus on the following:

1. Work with each strategy development team to create actionable strategies and tactics that respond to high priority strategic opportunities.

2. Employ the following branding process for the marketing/branding team.

a. Conduct testing of the premise of the brand personality/identity descriptions with the MSU strategy development team and external focus groups.

• determine which concepts resonate strongest, differentiate best, represent the University to the greatest extent, and is the most relevant to target audiences

• ensure that the brand reflects the needs and requirements of prospective students and is consistent with the strategic direction of MSU

• conduct seven (7) focus groups to test the premise of the brand including: three prospective student groups (freshmen, transfers, and nontraditional/continuing education students); current students (1); alumni (1); and representative sample of faculty and administration (2)

b. Assist in leading a discussion regarding taglines, brand attributes, and overall visual identity to accomplish an integrated marketing/branding plan that will effectively communicate the brand and include:

• an executive summary

• methodology

• communication principles

• the purpose and objective of every contact

• effective strategies

• communication templates and communication plans (internal and external) recommendations on how to deliver the brand promise

c. Elements of the new identity will include at a minimum:

• a succinct statement of the brand

• more fully described rationale for the brand

• a list of brand attributes that will guarantee brand equity or a higher value when compared to similar institutions

• a concise institutional identity statement

• new themes and messages with graphic representation and usage recommendations for key market segments

d. Internal brand rollout plans and strategies:

• objectives

• effectiveness measures

• necessary antecedents for a successful implementation: funding, staff expertise, organizational structure, and supporting technology

• an internal brand communication campaign to create buy-in and compliance, etc.

e. Provide to key constituencies and stakeholders a suite of seven (7) creative templates (OPTIONAL NOT INCLUDED IN PRICE) to communicate the brand consistently including:

o print (1)

o awareness advertising (1)

o recruitment advertising (1)

o e-mail (1)

o home page (1)

o secondary Web pages (2)

o outdoor media (1)

o SEM Works will provide one revision of the initial concepts.

2. Conduct formative analysis of the SEM planning process, related deliverables, and the early stages of implementation for all strategy teams that are identified in the planning process

3. Provide ongoing coaching to the strategy teams and staff.

4. Assist in the identification of key performance indicators and other evaluative metrics.

5. Submit a brief report at the conclusion of each site visit outlining the progress to date, recommended midcourse adjustments, and related implementation strategies.

6. SEM Works will submit an integrated SEM plan that will include:

• an introduction

• SWOT Analysis and MSU environmental scan

• strategic opportunities (e.g., marketing/branding, recruitment, financial aid, retention, service delivery, course management, etc.).

• key performance indicators (KPIs) for each strategic opportunity

• metrics for each KPI

• strategies and related planning elements

• antecedents to success (e.g., processes, structures, funding, etc.)

• conclusions

• an internal SEM planning campaign

• prospective student communications plan

SEM Works will develop an integrated SEM plan that will include an extensive focus on recruitment, retention, marketing/branding, as well as other enrollment foci and strategic opportunities identified during enrollment audit and enrollment planning process. The following is an example of an integrated SEM plan that will be customized for MSU.

Facilitation with implementation of the integrated SEM Plan (2 two-day sessions) including the following.

• A formative evaluation of the planning process and related deliverables at the early stages of implementation.

• A brief consulting progress status report at the conclusion of each visit outlining progress to date, recommend midcourse adjustments, and related implementation strategies.

• An internal plan rollout chart including audience, communication, call to action, owner, timeline, and effectiveness measure.

• An implementation timeline chart that includes columns for goal, deliverables, start date, end date, duration in days and months for project activity.

• Ongoing feedback and coaching to the strategy implementers.

TIMELINE

Ray, I would suggest the audit and audit report first, then research and research results, and finally SEM planning. I have not given exact dates for our work, so you can adjust according to projected start date of the project, and integration with the rest of the project.

Week one SEM Works conference call and email communication to discuss enrollment audit, enrollment management planning, and detailed consulting plan.

Week one SEM Works begins enrollment audit off-site assessment of strategic plans, publications and communications, etc.

Week two SEM Works conducts four-day on-site enrollment management audit including student focus groups and meetings with key administration, faculty, staff, and presents an executive briefing of findings and related recommendations.

Week eight Within approximately five weeks, SEM Works submits a comprehensive enrollment management audit report for review by MSU.

Week nine SEM Works submits final enrollment management audit report that reflects feedback from MSU, but does not compromise the integrity of the report.

Ray, perhaps insert your market research here followed by SEM Works’ SEM and marketing/branding process

Week one SEM Works conducts a two-day SEM and marketing/branding retreat to: introduce SEM and marketing/branding concepts; planning model; review findings from the enrollment audit and market research; establish strategy teams; KPIs and metrics; branding elements; baseline image and support, etc.

Week three SEM Works conducts first of three two-day SEM and marketing/branding strategy sessions to: kick off the planning process; offer a formative evaluation; test premise of the brand; develop taglines, visual identity, internal brand rollout; and KPIs for other strategic opportunities (e.g., recruitment, retention, marketing/branding, service delivery, financial aid, etc.) and related metrics.

Week six SEM Works conducts second of three two-day SEM and marketing/branding strategy sessions to: continue brand development; plans for strategic opportunities; and KPIs and metrics

Week nine SEM Works conducts third and final two-day SEM and marketing/branding strategy sessions to: finalize SEM plan including marketing/branding, other strategic opportunities and KPIs and metrics.

Week fourteen SEM Works submits a written SEM plan including marketing/branding and other strategic opportunities identified in the planning process.

Week nineteen SEM Works conducts the first two-day session for facilitation with implementation of the SEM plan.

Week twenty-three SEM Works conducts the second and final two-day session for facilitation with implementation of the SEM plan.

PRICING

Item Description

Item 1: Conduct four-day enrollment management audit with a focus on marketing/branding; student focus groups and meetings with key constituents; and on-site executive summary including recommendations.

$16,000

Item 2: Submit an enrollment management audit report.

$2,500

Item 3: Conduct a two-day SEM and marketing/branding retreat.

$8,000

Item 4: Conduct 3 two-day SEM and marketing/branding strategy sessions.

$24,000

Item 5: Write a strategic enrollment management (SEM) plan with a focus on marketing/branding and other strategic opportunities.

$6,000

Item 6: Conduct 2 two-day sessions for facilitation with implementation of the SEM plan.

$16,000

SEM Works Total: $72,500

Optional Item 1: Develop seven (7) creative templates: print (1); awareness advertising (1); recruitment adver-tising (1); e-mail (1); secondary Web pages (2); Web home page (1); outdoor media (1); with up to one revision.

$8,750 for seven (7) creative templates.

Note: other creative services will be estimated on project-by-project basis.

Note: SEM Works is a full-service consulting firm fully capable of providing concepting, copy writing, and development of publications, collaterals and Web sites, if needed.

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Environmental

Factors

MSU Current

Reality

Quality-

Focused

Recruitment

Results

Retention

Results

Student-

Centered

Promise-

Oriented

Market-

Driven

Strategies

Action

Steps

Planning Direction

Strategic

Opportunity

Filters

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