THE BOX MODEL

What Comes Next

Parts: 1 | 2 | 3 | 4 | 5 | 6

It can be very hard to stop thinking in terms of prospects, inquiries, applicants, admits, and accepts.  But freeing yourself from that mindset is essential to moving your institution to the next level of engagement and selectivity.

As you develop your transition criteria and brainstorm new initiatives, always try to keep in mind the beliefs this new model was based on:

• We no longer control the information students use to make their decisions.
• Using contact to measure interest is hazardous at worse and worthless at best.
• Institutions exist from the student perspective, not the other way around.
• There is no such thing as an inquiry; until they apply, everyone is a prospect.
• Forcing students through stages leads to inflated and diluted cohorts.
• Students should never be discarded from the model, but…
• Students should be able to leave the model at any point.
• Measure transition criteria; no other criteria are important.

The description and approach you should use for each prospect cohort are as follows:

• Low-cohort prospects have not yet placed your institution on their shortlist.  Start a value dialogue and allow students with no interest in your institution to exit as quickly as possible.
• Medium-cohort prospects display some interest in your school but have not yet decided to apply.  Discover and address their concerns.
• High-cohort students will apply to your institution when given the opportunity.  Provide one-to-one guidance and begin building a network with alumni, faculty, staff, and students.

I wish you all the best.