Aligning Your Enrollment and Tuition Discounting Strategies

Aligning Your Enrollment and Tuition Discounting Strategies

February 8 - 9, 2018
Denver, CO



Align your tuition discounting strategy with your enrollment strategy, net tuition revenue goals, and institutional mission.

Learn how to improve your tuition discounting strategy from seasoned experts in the field.

Many finance and enrollment professionals are balancing competing priorities when it comes to maintaining (let alone attempting to lower) the discount rate, while also trying to meet aggressive enrollment goals that are in line with the institutional mission. Because of having to balance the often conflicting tradeoffs involved, it can be difficult to figure out what discounting strategies will also best support enrollment and maximize net tuition revenue.

Join us for a day-and-a-half conference that will help you develop a discounting strategy that is truly aligned with your enrollment, institutional mission, and net tuition revenue goals. Our team of expert instructors will help you answer the following questions:

  • How can I go about changing the conversation on campus from the discount rate to net tuition revenue?
  • Where does institutional market position factor in?
  • How can financial aid leveraging help maximize net tuition revenue?
  • How can I educate key stakeholders about the importance of aligning discounting and enrollment strategies more closely?


A Conference for All Institutional Types

This conference has benefitted institutions of all types: public, private, proprietary, graduate, undergraduate, and community colleges. Our expert presenters have decades of experience across multiple sectors of higher education and have seen success translating this across all institutional types.

Here’s what some of our past attendees have said about this event:

“Hands down the best conference working session I have ever attended.”
“The learning will keep percolating for a long time.”
“Great conference for framing discount discussion!”
“Small numbers allowed for great interaction!”
“Training was focused, relevant, and interactive.”
“By far, the most extensive conference on tuition discounting, finance, and enrollment management.”
“Intense, productive schedule. Everything felt purposeful.”

Bring Your Cross-Functional Team

We strongly encourage you to attend as part of a team that includes individuals from the following job titles/functional areas:

  • Presidents
  • Enrollment Management and Admissions professionals
  • Chief Finance officers
  • Budget officers
  • Financial Aid professionals
  • Academic administrators

When you register 2 people from your institution, a 3rd can attend for 50% off!


Pre-Conference Workshop: Data Gathering for Strategic Enrollment Management

Any informed tuition discounting strategy begins with the right data in hand. Join us for a pre-conference workshop that will highlight which data is most critical for strategic enrollment management decision-making, how to partner with others across campus to obtain that data, and how you can adjust your enrollment management strategy based on the data and resources that your institution has available.

CPE logo

CPE Credits

Recommended CPE Credits: 13.0 for main conference, 3.5 for workshop
Program Field of Study: Specialized Knowledge and Applications
Delivery Method: Group-Internet
Prerequisites: None
Program Level: Basic

Academic Impressions 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 addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417. Website:


Thursday, February 8, 2018


Pre-Conference Workshop: Data Gathering for Strategic Enrollment Management


Continental Breakfast for Pre-Conference Workshop Attendees (included in workshop registration fee)
8:00 - 8:30 a.m.

Pre-Conference Workshop: Data Gathering for Strategic Enrollment Management
8:30 - 11:30 a.m.

Any informed tuition discounting strategy begins with the right data in hand. Join us for this pre-conference session to discuss which data is most critical for strategic enrollment management decision-making. Questions to be discussed in this session include:

  • What new data trends have emerged that could give your institution an advantage?
  • How do external data sets better inform institutional direction?
  • What internal partnerships are key in developing the right direction for data collection?
  • How do I leverage what data I’ve gathered into strategic enrollment decisions?

Lunch for Pre-Conference Workshop Attendees (included in workshop registration fee)
11:30 a.m. - 12:30 p.m.


Main Conference Day 1: Foundations of the Discount Rate


Event Registration
12:00 - 12:30 p.m.

Welcome and Introductions
12:30 - 12:45 p.m.

Institutional Drivers and the Discount Rate
12:45 - 2:00 p.m.

Any sound discounting strategy is rooted in the existing goals and strategic direction of the institution. Devising strategies that balance the realities of the external market with specific institutional drivers helps to ensure the sustainability of your strategic enrollment plan. This session will provide a framework for understanding your institutional priorities by answering:

  • How can you shift the conversation from sticker price to net price on your campus?
  • How does mission impact discount rate and net tuition revenue goals?
  • How might academic program direction inform strategic discounting?
  • How can an institution best strategize in establishing and reaching enrollment capacity?
  • What tradeoffs must be generated as part of your strategic enrollment management plan?
  • How do we establish balanced goals of access, diversity, and net tuition revenue?

Working Time: Institutional Drivers
2:00 - 2:30 p.m.
Based on the presentation you just heard, you will be asked to consider and prioritize top characteristics that drive the discount rate in the context of your own institution.

2:30 - 2:45 p.m.

Market Position and the Discount Rate
2:45 - 4:00 p.m.

Building off the previous conversation, this session will provide you with the foundational steps toward better understanding how market position and institutional drivers can best be balanced. In addition, our expert facilitator will walk through key strategic decisions regarding your discounting strategies based on this information. Questions for consideration in this presentation include:

  • What are the keys to knowing your position in the market?
  • How do you benchmark against your peers?
  • How do you best balance external benchmarking with internal drivers?
  • How does market position help influence your discount rate?

Concurrent Case Study Sessions: Strategically Positioning the Discount Rate at the Graduate and Undergraduate Levels
4:00 - 5:15 p.m.
Hear how two institutions (one graduate and one undergraduate) were able to optimize their discount rate to improve enrollment and net tuition revenue goals. Included as part of these case studies will be tactics related to critical internal partnerships, financial aid allocation decisions, and strategic institutional planning.

Networking Reception (included in registration fee)
5:15 - 6:15 p.m.
Friday, February 9, 2018


Main Conference Day 2: Discount Rate Strategies


Individual Consultation Sessions and Continental Breakfast (included in registration fee)
7:00 - 9:30 a.m.
Institutional teams that have signed up for twenty-minute individual consultation sessions will meet with members of the speaker panel to gather perspective and advice about their current situation and strategies.

Leveraging Financial Aid in Strategic Discounting
9:30 - 10:45 a.m.

At the core of any discounting strategy is an institution’s financial aid budget. How that budget is strategically allocated will help determine the success of your strategy. Keys to be addressed in this session include:

  • Principles of institutional aid
  • Predictive modeling tactics
  • Balancing need and merit aid

10:45 - 11:00 a.m.

Case Study Activity: Distinct Institutions
11:00 a.m. - 12:00 p.m.
Attendees will work in like groups to offer strategic advice based on real-life case studies offered. Attendees will then share out their thoughts and presenters will provide insight based on actual strategies carried out.

Lunch/Roundtable Discussions (included in registration fee)
12:00 - 1:15 p.m.

Case Study: A Sustainable Path Toward Tuition Dependence
1:15 - 2:15 p.m.

Hear how one institution has moved along a three-year tuition discounting path marked by continued reduction in state support, as well as increased challenges in securing enrollment figures. Included in this case study will be how best to:

  • Develop necessary communication structures that address enrollment and net tuition revenue goals across diverse stakeholders
  • Design tradeoff scenarios that speak to growing tuition dependence
  • Establish strategies for leveraging financial aid
  • Discuss differential pricing models

2:15 - 2:30 p.m.

Closing the Loop: Tying it All Together and Effecting Change at Your Institution
2:30 - 4:00 p.m.

At this point in the conference, you will have absorbed a plethora of information about market position, data, and aid strategies to affect net tuition revenue. During this session, we will help you tie it all together and empower you with a framework to help you take it all back to your institution, create buy-in, and affect meaningful change. Topics to be discussed during this session include:

  • What is your role in strengthening the marketability of your institution?
  • Getting a seat at the table and becoming part of the conversation
  • Mini-case study (to help illustrate how the change-making process occurs): Cedar Crest College

Conference Wrap-Up, Q&A, and Takeaways
4:00 - 4:15 p.m.

Individual Consultation Sessions
4:15 - 5:30 p.m.
Institutional teams that have signed up for twenty-minute individual consultation sessions will meet with members of the speaker panel to gather perspective and advice about their current situation and strategies.

February 8 - 9, 2018
Denver, Colorado


Brown Palace
322 17th Street
Denver, CO 80202

Room Rate:  $209 for single or double occupancy+ tax.
Room Block Dates: The nights of February 7 and 8, 2018.
Special rate available until January 17, 2018.

Please book early - rooms are limited and subject to availability.

Reserve your Room: Please call 303.297.3111. Please indicate that you are with the Academic Impressions group to receive the group rate.



John Dysart

The Dysart Group

A graduate of The Catholic University of America, John Dysart has worked in higher education for more than thirty years, at institutions such as George Washington University, North Carolina Wesleyan College, and Berkeley College of Business.

Mr. Dysart has consulted with more than 160 colleges and universities in more than 35 states. Working collaboratively with client institutions, Mr. Dysart has increased new student enrollments by as much as 70% in a single cycle, reduced or stabilized discount rates, and improved academic quality. While most of his consultations have been related to enrollment management and enrollment growth, his expertise is in finance and financial aid issues. He has consistently integrated enrollment management with institutional objectives regarding net revenue, budgeting and strategic planning.

Considered a national expert in enrollment management, John Dysart has conducted seminars and made dozens of presentations for 18 higher education professional organizations and has written articles for several higher education publications.


Jim Anderson

Associate Vice President for Enrollment Services
Boise State University

Jim oversees the Office of Admissions, Registrar, Financial Aid, and New Student and Family Programs. In addition, Jim also serves as an Associate Consultant for Noel-Levitz focusing on short and long term strategic enrollment planning.

Prior to joining Boise State University, Jim was Managing Director for Enrollment Planning and Information Services, and Associate Director of Student Financial Aid at Texas Tech University. Jim has notable expertise in: strategic enrollment planning, enrollment projection, financial aid leveraging, and territory management principles.

Recent presentations include: Academic Impressions, American Association of Collegiate Registrars and Officers, Southern Association of Collegiate Registrars and Admissions Officers, Texas Association of Collegiate Registrars and Admissions Officers, and The College Board Regional Forum.

Jim holds both Bachelor’s and Master’s degrees from Texas Tech with an emphasis on Higher Education Administration.


Michael Kabbaz

Vice President for Enrollment Management and Student Success
Miami University (Ohio)

Currently, Kabbaz serves as the University’s first chief enrollment and retention officer and a member of the President’s Executive Cabinet and Council of Academic Deans. Kabbaz provides leadership to many offices, from Admission, to Enrollment Research, to Student Financial Assistance, among others.

Kabbaz has previously served as Director of Admission at the University of Richmond. He also worked for the College Board as chief educational manager overseeing higher education services and as the senior director of College and University Services for the Advanced Placement (AP) Program. Kabbaz has previously served at Miami University and at Xavier University (OH), where he earned both an undergraduate degree in accountancy and his MBA.

Kabbaz is an active member of the National Association for College Admission Counseling, the American Association of Collegiate Registrars and Admissions Officers, ACT, and the College Board. Additionally, Kabbaz serves on the U.S. News and World Report Advisory Committee and the Advanced Placement Higher Education Advisory Committee.


Audra Kahr

Chief Financial Officer/Treasurer
Cedar Crest College

Ms. Kahr has been a key figure in shaping the future direction of the college, both programmatically and financially. She was involved in Cedar Crest’s strategic plan and has helped lead the campus master plan initiative. She enhanced the grant process to generate more revenue and continues to search for creative ways to fund new programs.

Ms. Kahr is responsible for the administrative functions in areas that span from facilities, to telecommunications. She received the Lehigh Valley Business’ 2014 CFO of the Year award and was a Lehigh Valley Business Forty under 40 honoree in 2013.

She has previously served as manager of financial and operational analysis and controller at Cedar Crest. Before joining the college, she served as senior auditor at Deloitte & Touche, LLP, and as senior financial analyst at Tyco International. She is a CPA, and a member of the Pennsylvania Institute of Certified Public Accountants and the American Institute of Certified Public Accountants.

Pre-Conference Workshop Only

$395 through Jan 19$495

Join us for this pre-conference session to discuss which data is most critical for strategic enrollment management decision-making.

Main Conference Only

$1,195 through Jan 19 $1,295

Learn how to strategically align your tuition discounting strategy with your enrollment strategy, net tuition revenue goals, and institutional mission.

Can't Attend? Buy the
Conference Binder

Purchase the conference binder, which includes all presentation slides, worksheets, action plans, and additional resources.

Note: Conference attendees do not need to purchase materials separately.

Questions About the Event?

Sarah Seigle Peatman
Program Manager, Academic Impressions

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