1. University of Greenwich David Tumilty International Recruitment Officer d.tumilty@gre.ac.uk

2. Our Locations Main Office Fry Building, Avery Hill Campus
Student /Staff Drop In Office
Room QM061, Greenwich Campus 2

3. International Office - Staff
Maxine Davis Head
Ken Holtom International Regional Director
Joanne Wall International Regional Director
Mark Blakemore International Regional Director
Sue Edwards International Recruitment Manager
Nicola McCarthy International Officer (Part Time)
Joanna Cawley International Officer (Part Time)
Natasha Abreo International Officer
David Tumilty International Officer
Helen McCormack International Officer
Moeed Raja International Administrator
Yvette Fofah International Administrator
Andrew Dickson International Administrator
Shan Shan Zhang International Administrator 3

4. University of Greenwich
Amongst top ten most popular UK universities for International Fee Paying Students (HESA Statistics 10-11)
Over 4,900 International students from 140 countries
Number 1 in Ghana (65), Mauritius (115), & Sri Lanka (405)
Number 2 in India (1285), Bangladesh (410) & Thailand (280)
Number 3 in Vietnam (140)
Number 4 in Nepal (95) & Nigeria (590)
Brief mention of how International Offices are relatively new creations compared to many other university departments – note when UoG Office was founded and use the above stats to outline our achievements 4

5. The Numbers Game...
Enrolments 2010/11 International (non-EU) -> 5,118 (19%) EU -> 1,135 (4%) UK -> 21,470 (77%)

6. What we do… Enquiry Management – email, phone, face to face
Assessment of International (including EU) Applications – Quick turnaround, greater conversion
Specialist in-country knowledge of qualifications and education systems
Tier 4 Visa advice to applicants including CAS and ATAS
Research and advice for Schools and Departments
Marketing of university to International Students

7. What we do...
Management of Agent Network – 66% registered students via Agents ( cohort)
offer letters
Bespoke communications (targeted applicants)
In country pre departure meetings
Airport Meet & Greet
Identifying International links/partnerships

8. What we don’t do....

9. A day in the life... Monday April 16th
Collection from Hotel via BC arranged taxi
Arrive International Indian Public School
Arrive Multinational School
Asrary Ambassador Schools
Leave for Hotel
1500 Arrive at venue/dress stand
Educon Student Interviews and Counselling
Return to Hotel
2100 s and follow up

10. Overseas Activity Exhibitions On the Spot Admissions Agent Visits
Institution Visits
Alumni Events
Other Promotional/ Networking Events
Breakdown of the Recruitment cycle. While it’s a continuous recruiting drive the first half of the year is profile raising/maintaing ‘recruitment’ based, activities from January onwards will more often be follow up ‘conversion’ work with highly targeted visits and marketing campaigns running simultaneously.
British Council v Agent exhibitions – also increse of non-UK centered exhibitions reflecting greater global competition

11. Russia Kazakhstan Turkey, KSA, UAE Greece Nepal China Ghana India
Kenya + Uganda
Vietnam
Nigeria
Bangladesh
Thailand
USA
Just an example of some of the places we go
Please revise to include the following countries: Eire, Hong Kong, Italy, The Netherlands, Norway, Singapore, USA, Austria, Belgium, Canada, France, Germany, Spain.
We think this works really well, and has a high visual impact.
NOTES:
Mauritius
Sri Lanka

12. Decisions, decisions....
International Office utilises range of data and intelligence to inform overall strategy and markets of interest
HESA statistics, UCAS, internal data on applications, acceptances and conversions
review sector wide trends, competitor analysis
Consistently ahead of competitors in identifying emerging markets
Patience required to assess and analyse impact in new market (3 years)
Mature, declining and emerging markets

13. Europe (EU)
EU recruitment not currently in remit or budget (except Greece & Cyprus)
Currently 52nd in UK for EU numbers
Competitors such as UEL, London Met and Coventry are active in market and reaping the benefit
Attractions
Fee increases now similar to International fees
EU students have no working restrictions upon graduation
Large markets across continent offering stable growth
Eastern Europe in particular offers strong potential; strong UG focus
Continue to be interested in UK; very London focused

14. UK International
Hugely important but overlooked by most HEI’s until recently
Account for up to 50% of international students that go to UK HEI’s
Low cost market to recruit from
UK based agents allow for greater engagement with market
UoG now developing a UK International programme for 2012/13 which will focus on:
establishing close links with selected foundation providers/colleges across England
appointing more UK based agents and working closely with them, frequent visits
establishing links with international schools
Huge opportunities for UoG

15. Agents – who are they?
Important recruitment tool that has come to prominence over past 15 years
Utilised by most UK HEI’s including majority of the Russell Group
Exceptions – Oxbridge, Kings, UCL, LSE
What do they do?
- advise on overseas study options
- help with application, accommodation and fee payment process
- advise and assist with Visa process
- provide continued pastoral support i.e. mentoring from current students at institution
Attraction for students?
- all of the above
- direct line to the International Office, clear and prompt information

16. Agents – why do we use them?
Excellent support mechanism for supplementary in-country activity in countries where we are active – profile raising, local advertising, arrange counselling sessions, school visits among other things
Low cost point of entry to markets where we have no established presence
- market discovery, brand establishment, profile raising
Trained by International Office staff to:
counsel students about the university, programmes, location to ensure fully informed
screen applicants to reduce applications from unqualified students, increase quality applications
be fully aware of UoG processes

17. Agents – appointment and commissions
Only work with agents that have been appointed by International Office
Strategic appointments based on identified needs in each market
Thorough due diligence performed:
(i) which markets? (ii) familiarity with UK HE (iii) current partners (iv) accredited by British Council/ home government regulator (v) what services do they provide? (vi) references
Commissions
- Paid to agents for enrolled students that have come through them
- Incentive based (% of tuition fee, increases when targets are met)
UG -> First 10 (10%), next 10 (15%), Beyond first 20 (20%)
PG -> First 25 (10%), beyond first 25 (15%)

18. Agents – in statistics
Registered students for the 2010/2011 intake via Agents China 94% India 90% Sri Lanka 83% Thailand 77% Bangladesh 55% Nigeria 50%

19. Agents Agent electronic application system - MARS
Agent loads application onto the system
Application assessed from anywhere in the world
Offer Letter available immediately on assessment
Reports
As yet not integrated with Banner

20. Catering for International Students
Two intakes
September and January (IFP & some PG programmes only)
Increasing demand for January intake being met by competitors
solid provision by UoG in some areas, need for more Jan intakes in other areas
hoped that some UG programmes will offer Jan entry as soon as 2013
Foundation and Pre-sessional English
Continues to be provided direct by UoG
Institutions becoming more reliant on private providers
we have full control on recruitment for our preparatory programmes
assess applicants directly, ensure students meet UoG requirements

21. Marketing International Student Guide
International Student Accommodation Guide
International Tuition Fees Leaflet
Pre Sessional English Guide
Banners for exhibitions and agents
Magazine, newspaper and online advertising
Use of Google, Bing etc for search returns dependant on which engine is most popular in each country; increased use of Facebook for targeted campaigns; even the use of an advertisement as a part of pre-film trailers at cinemas in Nigeria.
Print material remains important in a digital age – students will still want these materials at exhibitions and they help us and our agents to promote the university in a tangible way.

22. Nationality Scholarships
Worth £1,000 to students from certain countries; deducted from tuition fee
Important marketing tool and influential in student decision making
Other institutions now offer similar scholarships

23. Tier 4 Student Visa/ Confirmation of Acceptance of Studies (CAS)
Requirements for CAS:
Level of Qualification used for Assessment, i.e. Bachelor of Science
Awarding Body of the Qualification, i.e. University of Greenwich
English qualification used for assessment i.e. IELTS 6.0 achieved.
To make a point to academics who frequently make offers for International Students that these are the information they need to include when making an offer. Also mention new requirements of the approved English tests briefly- further information can be obtained by contacting IO.

24. Tier 4 Student Visa/ Confirmation of Acceptance of Studies (CAS)
Once an international student fulfills all academic conditions and the pre registration deposit has been paid the university will arrange with the UK Border Agency for a CAS Number.
This is an electronic reference number which international students require for their student visa.

25. Tier 4 Student Visa/ Confirmation of Acceptance of Studies (CAS)
The International Office issues CAS for new students
Student Centre issues CAS for continuing Student
Partner Colleges issue CAS for students studying at the Partner Colleges

26. Changes to Tier 4 student visas
Continuous changes by government since introduction of the Points Based
System in 2009
English Language requirements tightened for programmes below degree level
Closure of Tier 1 Post Study Work Visa (from April 2012)
Only students studying postgraduate programmes or sponsored by their Government can bring their families with them to the UK
3 & 5 year rule applies to students that have studied in the UK
“Academic progression” also needs to be checked and confirmed for students that have studied in the UK.

27. Challenges?
Golden era for UK HEI international recruitment arguably over
ending of Prime Minister’s Initiative (PMI) in 2011, no new model from government
Immigration policy having significant impact on sector, ending of PSW, lack of clarity from UK government and projection to rest of the world that the UK is no longer open to international students
Globalised markets = increased competition from other countries
USA most popular destination but Canada and Australia becoming increasingly attractive
Canada and Australia offer attractive visa systems to international students with residency a possible in the former after five years