Bill Berg

Defining the Tuition Discount Rate - Monday Musings
Here at S&K, when asked by clients how we calculate the tuition discount rate, we have for many years said we view the NACUBO calculation – defined as institutional grant dollars as a share of gross tuition and fee revenue – as the industry standard (see, for example, publications on the NACUBO website here and here.) However, a client recently pointed out an exception noted at the bottom of a NACUBO report published in 2012, saying “[Total grant aid] does not include grant dollars that cover room and board or books.” (See the last paragraph of Study Essentials at the end of this report.) NACUBO has said they make this exception to allow them to maintain comparable discount rates among different types of institutions. Unfortunately,…Read more

Right-Sizing Your Institution - Monday Musings
‘Right-sizing’ is a term that has long been in use in business, but in recent years has moved into common usage in higher education. Though sometimes used as a euphemism for ‘downsizing,’ it more rightly refers to an effort to optimize enrollment with existing human resources, programs and facilities – namely, fixed costs. There are a host of factors that should go into this analysis, where an institution is essentially attempting to match demand with the school’s capacity to meet that demand. The list that follows begins with several internal factors to consider – most of which the institution has some ability to control – and then continues with external factors, over which the institution has limited or no control. [Note:…Read more

The CRM Implementation Cycle - Monday Musings
The Economist recently published this graphic in its #dailychart feature. It’s a graphic representation of Gartner's emerging technologies ‘hype cycle,’ and shows where selected technologies stand in a 10+ year cycle of adoption. Looking at this curve, I was reminded of the number of our clients who are in the midst of their own technology adoptions as they implement new CRM (Customer Relationship Management) software in the admissions office. The descriptions of the different segments of the curve seemed to coincide pretty well with many users’ experiences with CRM implementation. If you’ve been through this process recently, you'll remember the sequence of events. You went through the process of reviewing several alternative products,…Read more