over 100 years of borderless education · • webster university is agent-friendly. • we have a...

over 100 years of borderless education

Webster University - A Leader in Global Education

Regionally accredited by the Higher Learning Commission USA Ranked 1st for faculty resources amongst all Midwest Regional Universities by Among Forbes Magazine’s ‘America’s Top Colleges’ for six consecutive years Ranked 5th in U.S. News & World Report (Midwest) for highest proportion of classes with 20 or

fewer students Ranked 24th in the National & Regional University Best Colleges Midwest 2017 (Tier 1). Listed in Money Magazine’s ‘Best Colleges for Your Money’ Various programme accreditations including: ACBSP, NCATE, NASM, DESE International campuses are accredited by national accrediting agencies

About Webster - University Recognition

AGENT-BASED RECRUITING AT WEBSTER

• Webster University is agent-friendly.

• We have a network of over 1000 agents and sub agents.

• Webster’s home and International campuses work with over 100 active agents.

• We work with exclusive and non-exclusive agents in over 32 countries.

• We consider agents as our partners and therefore we are very careful about our

agent selection.

• We value credible affiliations like ICEF, AIRC, etc.

AGENTS IN A MULTI-CAMPUS SETTING

• Standard agent selection criteria

• Each campus has its own contract and TnC-s

• Each campus can recruit its own agent or select

from a global pool of agents

• Each campus can give a non-exclusive contract for itself

• International campuses consult with one another prior to giving

an exclusive contract or agreement

• Some campuses have dedicated agent relationship managers

The Exclusive Consideration

ExclusivityConsideration

High Risk Territory Top Performer Polarized

TerritoryRepresentation

Office

Defining ExclusivitySole

Exclusivity

Limited Exclusivity

How is it Exclusive?

LimitedExclusivity

Geographical

Campus-specific

Program-specific

Unofficial

HOW DO WE SELECT EXCLUSIVE PARTNERS

• Performance of the Agency

• Reputation in Business

• Ownership Structure

• Connection with local media and government agencies

• Are we one of many?

Unofficially Exclusive Arrangements

• One or more agents want to be treated exclusively

• Managing Expectations – State it clearly

• Employee Turnover and Relationships

• Regular Business Development Visits

• Events under the umbrella of the brand

Exclusive Contracts: Key Clauses

• Duration of contract

• Exclusivity provisions

• Targets and timeline

• Grandfather clause

• Policy on Sub-agents

• On-boarding and training clause

• Marketing and PR support

Exclusions in Case of Global Exclusivity

• Education USA or Similar Events

• Government Loan Agencies

• Institutional Recruitment or Exchange Programs

• Alumni and Association Initiatives

ON-BOARDING

Pre-Contract

Evaluation and

Negotiation

Process and People

Setup Post Contract

Product Training for

Agent’s Staff

Continuous Corrective

Actions

Empowering Your New Exclusive Partner

• Business Card, Email Address, Call Redirection

• Microsite and Social Media Pages

• Exclusive promotional materials

• Press Release / Press Event

• Meeting/ Social event with existing and exclusive partners

Global Events and Exclusive Agents

• Agree to share quarterly and annual plans

• You may be at the same event together

• Have your story to share

• Agree to cross-sale?

• Ask for an Exclusive Face in Global Events

Internet-based Recruitment and Exclusive Partners

• Track as much as possible and impossible is nothing

• Sharing organic leads for exclusive markets

• Sharing social media access – beyond an advertising account

• Providing access to your CRM for direct leads

• Share leads but be prepared to work on some

Managing Future

• Unexpected Opportunities

• You are no longer the New Partner

• Staff Turnover

• End of Exclusivity

Managing a Split

• Ensure recruitment pipeline is not affected

• Have a cool-off period to work transition

• Have a party!

Exclusive vs Exclusive

StudyinNeptune is a long term agent of Webster University, with

Unofficial Exclusivity in Pakistan. They recruited 100 students for

Portland in this decade and also recruits for other campuses of

Webster.

Webster Portland campus has recently given a global exclusive

right to a Canda based recruitment powerhouse called

GalacticSchoolSystems. CEO of StudyinNeptune is on call with

Sam…

Managing an Unhappy Sam

Sam is a Webster Recruiter (employee) who was jet setting Latin

America and getting a handful of students every time. Webster

Hong Kong has recently appointed JupiterEducation as an

exclusive agent in the region. Sam has been told, that WHK is

cutting back on the travel budget for Latin America. Choice:

Making Sam the person in-charge of the on boarding process.

QUESTIONS?

raychsam@webster.edu

ThisisSamrat