Growing Your Testing Center’s Business and Revenue

1. Growing Your Testing Center’s Business and Revenue Jim Kalna, Supervisor, Testing & Talent Assessment Center – Columbus State Community College, Columbus, OH Kay Alford, Director of Academic Testing, Coastal Carolina University, Conway, SC

2. The Journey Testing & Talent Assessment CenterColumbus State Community College September 2010 – June 2012

3. The Landscape • Charged to grow the business and be profitable in 2-3 years • Test Center already had 10 Test Vendor Agreements and 1,474 exams in place • Very professional and experienced staff • Wonderful setting and expansive testing environment

4. Building Volume • National College Testing Association (NCTA) List-Serve • Becoming an Authorized Test Center for every Test Vendor • Rely on Test Vendors’ national marketing to bring test candidates to our Test Center

5. Obtaining Vendor Service Agreements • List-Serve Opportunities • Test Vendor or Exam Websites • Overcoming Territory Competition Challenge • Center Profile – Resume – Photos • Follow up E-mails, Phone Calls, Building Relationship (Sales) • Building Relationship with CSCC In-House Counsel

6. Building Campus Links – Fire Science Technology Program • Program Coordinator was internally providing graduates with State Fire Certification Exam • We took this over and built cost of exam and proctor fee into “Lab Fee” of program • Important Certification Credential to augment education and increase employability transition to professional workplace

7. Building Campus Links – Aviation Maintenance Technology Program • I learned CSCC has a degree program while obtaining PSI/LaserGrade Vendor Agreement • Graduates need 3 FAA Maintenance Certifications to gain entry to career and workplace • Provided a favorable group discount for program graduates to take these exams with us • Other connections: AOPA, Industry Companies, Internship opportunity

8. Building Campus Links – Pharmacy Technician Training Program • Non-credit Pharm Tech program at CWD • I lobbied hard with NHA and PSI to give me their ExCPT Exam leading to Certified Pharmacy Technician certification • Greatly augments program graduate’s training and strengthens ability to enter the workplace • Program Coordinator and Instructors pleased we can support the success of their students

9. Building Campus Links – GED Prep Program • Program Coordinator wanted the TABE online version in our Center so they can forego the paper/pencil version • Secured Vendor Service Agreement • Developed pricing, procedures, etc., with Program Coordinator • Strengthens Program’s ability to determine academic skills placement of students entering the program and prepping for GED

10. Building Campus Links – CSCC Healthcare Programs • Existing pathway with Nursing and Allied Health Professions programs for Admissions Exams • Professional Testing Support – research, white papers, detail test construction, improved test results discussion for candidate, etc. • EMS/Paramedic Program comes on board • Candidate Application Packet – Document and Process for Applicant testing

11. Building Campus Links – CSCCLogistics/ART and Bioscience Technician • Non-Credit and Credit Certificate Programs • Consultation on Assessments for Candidate screening into programs • Occupational Personality Questionnaire (OPQ), Manufacturers Toolbox (MTB), Background Checks and Drug Screening tools as part of the programs’ Candidate Application Process

12. Building Campus Links – CSCCHeating and A/C Degree Program • Partnered with Credit Program Coordinator to obtain Air Conditioning, Heating and Refrigeration Institute’s (AHRI) and North American Technician Excellence (NATE) Certifications critical for graduates entry into the workforce. • Cost of these Certifications and our Proctor Fee are built into the Lab Fee of the final course in Program Curriculum

13. Building Community Links • Have service contracts with three companies (Bioscience and Manufacturing) to provide various Assessments as part of their Talent Acquisition Candidate Screening Process • Use the WorkKeys Technical Assessments and the Manufacturing Toolbox (Technical and Workstyle Preference)

14. Metric Results Test Vendor/Exam Portfolio (2000 – Aug., 2010) Total Vendor Agreements – 10 Total Exam Portfolio – 1,474 Test Vendor/Exam Portfolio (as of May 2012) Total Vendor Agreements – 35 Total Exam Portfolio – 3,216

15. Revenue/Tests FY 10 - $111,891 Revenue – 6,137 Tests Given FY 11 - $148,882 Revenue – 6,459 Tests Given 33% Revenue Increase from FY10 FY 12 - $218,166 Revenue – 12,589 Tests Given 47% Revenue Increase from FY11 95% Tests Given Increase from FY11 95% Revenue Increase from FY10 105% Tests Given Increase from FY10

16. Next Steps • Update Website – Done June, 2012 • Organize all Certification Exams by Profession and Industry • More Partnerships with CSCC Academic Depts • Partnerships with Community Professional Organizations • Market to Community Private Companies’ HR Depts on Talent Management Assessments

17. Other NCTA Test Center Certification • One of Four schools in 1st Certification cohort to meet the rigorous Certification Standards, Guidelines, and Process and become the First Ohio Post-Secondary Institution Certified • Adds perceived Value/Trust to secure additional Test Vendors and Confidence of Testing Candidates to choose us

18. Other • Member of NCTA States and Regional Organizations Committee • Member of Steering Committee that formed Ohio College Testing Association and held its inaugural Conference in June, 2012 Jim Kalna – Ph: 614-287-5425E-mail: jkalna@cscc.eduwww.cscc.edu/workforce/test

19. Build It & They Will Come • 2006 – 3 ETS Stations, 1 room • 2012 – 18 Stations, 4 rooms for 15 different testing companies and over 600 various tests • Small testing rooms (6-8 stations) • Distraction Free • Fast Internet • Up-to-date equipment • In-house monitoring cameras

20. Market Your Facility • Is your website easy to locate or is it buried under layers of others? • How up to date &/or informative is your website? • Do you have a brochure? Put it in locations such as flight schools, schools of cosmetology • Participate in local job fairs-network with the participating employers • Build relationships with your faculty & staff; network and share information • Exit Exams • Join the Consortium of College Testing Centers

21. The College Level Examination Program (CLEP) • Educate those who advise or benefit from the exam • Advisors in your school (in all areas, athletic advisement, placement testing, freshman advisors) • Guidance counselors at area high schools • Participate in orientation and let parents know how this option can save them $$$ • Home-schooled students

22. Stay Tuned In! • Be aware of career trends and what testing opportunities they might require • Keep up with new programs or degrees which your institute or others in your area may be considering • What’s happening in your state regarding education issues? • Keep up with companies/tests changes • Ask for feedback – survey, assess, keep track of missed appointments & no shows

23. Last But Not Least • Keep your expenses in mind when making decisions on which tests to offer • Does the company provide all or any of the necessary equipment or do you? • Can the test(s) be administered in the same room w/others? • Is the volume of testing for a particular company so small that you are not receiving payment? • Is it causing an unnecessary expense for you to have staff on hand? • How far away is your closest competitor?