REGISTRATION DEADLINE: FULLY BOOKED. Please note, numbers are strictly limited and will be available on a first come first serve basis. Please also refer to our Cancellation Policy prior to registering. LEVEL: Introductory/ intermediate
LEARNING OUTCOMES: On completion of the workshop, participants will gain practical knowledge and skills to help them implement best practice agent management solutions within their own institutions. Participants will gain an overview of all facets of agent management including the legislative environment; linking agent contracting to marketing objectives; agent management systems; relationship marketing and agent servicing, agent contracts and commissions; and how to manage the fall-out from fraudulent agent activity.
WORKSHOP OVERVIEW: Topics to be covered include:
Setting the scene. This will cover the compliance and regulatory framework we operate in.
Linking agent contracting to marketing objectives. Understanding your business is the key to determine how many agents in which markets are required to deliver your desired recruitment outcomes.
Agent Management systems: This will cover the essential systems required i.e. database of contracted agents & history, contracts, performance measures, and commission systems.
Assessing agents. This will cover how to create an effective agent profile for new agents
Agent contracts. This will cover short and long term contracts, associated schedules and how to limit common areas of contention
Agent servicing. This will cover the importance of relationship marketing via both admissions and marketing staff; the true costs of agent servicing; & the training, auditing and performance reviews required.
Agent commissions. This will cover several contentious areas including split commissions, institutional commissions, and incentive payments.
Cancelling agents & managing fall-out; Using real case studies, this will cover practical advice on the process to follow when cancelling an agent and minimising the potential fall-out from fraudulent agent activity.
TARGET AUDIENCE: The workshop is targeted to institutional staff with direct agent management responsibilities, and particularly those staff new to the international education environment. Participants would be expected to have had some prior exposure to student recruitment.
PRESENTER: Gabrielle Rolan has over 16 years experience as a senior marketing professional in the Australian international education industry. Over the last 10 years Gabrielle has held several senior international positions at three universities including Director of International Marketing, Director Global Recruitment & Admissions, and Executive Director International. Gabrielle is currently Managing Director of WorldStar International (www.worldstar.net.au) a new international education consultancy which specialises in providing expert advice to institutions on the three core inter-related activities central to international student recruitment success: Marketing Services, Admissions Management, and Communication and Brand Management.
For further information or assistance, please contact admin@ieaa.org.au or call (03) 9925 4579
