Main Office 2 nd floor, Fry Building, Avery Hill Campus Student /Staff Drop In Office

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

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 Dyal (Cawley) International Officer (Part Time) Natasha Abreo International Officer Helen McCormack International Officer Moeed Raja International Officer Yvette Fofah International Administrator Andrew Dickson International Administrator Shan Shan Zhang International Administrator

4. University of Greenwich Over 4,900 International students from 140 countries Number 1 Mauritius (145) Number 2 Bangladesh (295), Sri Lanka (230), Thailand (215), Vietnam (165) Number 4 India (840), Nigeria (545) Number 5 Ghana (55), Nepal (75)

5. What we do… • Enquiry Management – email (min of 150 emails a day), phone (call centre), 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 • Working with Schools and Departments • Marketing of university to International Students.

6. What we do... • Management of Agent Network – 62% registered students via Agents (2011-2012 cohort) • Email offer letters • Bespoke communications (targeted applicants) • In country pre departure meetings • Airport Meet & Greet • Receptive to International links

7. Overseas Activity • Exhibitions • On the Spot Admissions • Agent Visits • Institution Visits • Alumni Events • Other Promotional/ Networking Events

8. A day in the life... Monday April 16th 0645 Collection from Hotel via BC arranged taxi 0700 Arrive International Indian Public School 0945 Arrive Multinational School 1145 Asrary Ambassador Schools 1300 Leave for Hotel 1500 Arrive at venue/dress stand 1700 Educon Student Interviews and Counselling 2030 Return to Hotel 2100 Emails and follow up

9. In Reality ……

10. What we don’t do....

11. Countries visited 2011/2012 Russia Kazakhstan Turkey, KSA, UAE Greece Nepal China Ghana India Kenya + Uganda Vietnam Nigeria Thailand Bangladesh USA Mauritius Sri Lanka

12. Decisions, decisions.... • International Office utilises range of data and intelligence to inform overall strategy and markets of interest • HESA statistics, British Council intelligence and contacts, UCAS, NARIC, internal data on applications, acceptances and conversions • review sector wide trends, competitor analysis • We have historically been ahead of our 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) • Except for Greece & Cyprus - EU recruitment was not currently in our budget. Since Feb 2012 we have been allocated a budget for this. • Currently 52nd in UK for EU numbers • Competitors such as UEL, London Met and Coventry have long been active in the market and are reaping the benefit Attractions • Fee increases now similar to International fees • EU students have no working restrictions upon graduation and no requirements for visas to study • 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 • University of Greenwich is active in establishing close links with selected foundation providers/colleges across England Concerns - Need to take into consideration regarding students academic progression and 3 & 5 year rule.

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, Imperial, 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 University of Greenwich processes • Students go to them, therefore we must go with the market trends

17. Agents – in statistics Registered students for the 2011/12 intake via Agents China 93% India 87% Sri Lanka 58% Thailand 77% Bangladesh 56% Nigeria 46% Vietnam 81%

18. Agents Agent use an electronic application system called - MARS • Agent loads application onto the system • Application assessed from anywhere in the world • Offer Letter available immediately on assessment • Use to communicate • Reports- specific for courses, country, agents, finance etc. As yet not integrated with Banner- currently downloading reports and sending excel spread sheet to Admissions to input into Banner.

19. Catering for International Students Two intakes • September and January (IFP ,some PG programmes and a few UG Business programmes) • Increasing demand for several intakes being met by competitors • A case for more intakes in other areas due to differing international academic calendars? Foundation and Pre-sessional English • Continues to be provided direct by University of Greenwich • Institutions becoming more reliant on private providers

20. Marketing • International Prospectus –Currently being developed • International Student Accommodation Guide • International Tuition Fees Leaflet • Pre Sessional English Leaflet • Banners for exhibitions • Magazine, newspaper, online advertising and social media

21. Nationality Scholarships • Worth £1,000 to students from certain countries; deducted from tuition fee with exceptions • Excellent marketing tool and influential in student decision making • Other institutions now offer similar scholarships AND Merit based scholarships

22. 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 Language Qualification i.e. IELTS 6.0 achieved (with a minimum of 5.5 in each component) • Progression Details

23. 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 Home Office for a CAS Number. This is an electronic reference number which international students require for their student visa.

24. 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

25. 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.

26. 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 • Brand UK significantly damaged due to significant government negativity associated with students being included as immigrants • Globalised markets = increased competition from other countries • USA most popular destination but Canada is becoming increasingly attractive • Canada and Australia offer attractive visa systems to international students with residency a possible in the former after five years • New players – China 3rd biggest recruiter for international students. EU competitors.

27. Did you know? • 1/3 students in UK come through referrals (A student would recommend the place that they have studied based on their own experiences of their University life) • Every lost enquiry is a potential loss of approximately £10,000 in tuition fee income.