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