University of
Greenwich
David Tumilty
International Recruitment Officer
d.tumilty@gre.ac.uk
Our Locations
Main Office
Fry Building, Avery Hill Campus
Student /Staff Drop In Office
Room QM061, Greenwich Campus
International Office - Staff
Maxine Davis
Ken Holtom
Joanne Wall
Mark Blakemore
Sue Edwards
Nicola McCarthy
Joanna Cawley
Natasha Abreo
David Tumilty
Helen McCormack
Moeed Raja
Yvette Fofah
Andrew Dickson
Shan Shan Zhang
Head
International Regional Director
International Regional Director
International Regional Director
International Recruitment Manager
International Officer (Part Time)
International Officer (Part Time)
International Officer
International Officer
International Officer
International Administrator
International Administrator
International Administrator
International Administrator
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)
The Numbers Game...
Enrolments 2010/11
International (non-EU) -> 5,118 (19%)
EU -> 1,135 (4%)
UK -> 21,470 (77%)
What we do…
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Enquiry Management – email, phone, face to face
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Assessment of International (including EU) Applications – Quick turnaround,
greater conversion
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Specialist in-country knowledge of qualifications and education systems
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Tier 4 Visa advice to applicants including CAS and ATAS
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Research and advice for Schools and Departments
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Marketing of university to International Students
What we do...
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Management of Agent Network – 66% registered students via Agents
(2010-2011 cohort)
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Email offer letters
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Bespoke communications (targeted applicants)
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In country pre departure meetings
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Airport Meet & Greet
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Identifying International links/partnerships
What we don’t do....
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
Overseas Activity
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Exhibitions
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On the Spot Admissions
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Agent Visits
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Institution Visits
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Alumni Events
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Other Promotional/ Networking Events
Russia
Kazakhstan
Greece
Turkey, KSA,
UAE
Nepal
Ghana
Nigeria
India
Kenya +
Uganda
Vietnam
Bangladesh
USA
Mauritius
China
Sri Lanka
Thailand
Decisions, decisions....
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International Office utilises range of data and intelligence to inform overall
strategy and markets of interest
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HESA statistics, UCAS, internal data on applications, acceptances and conversions
review sector wide trends, competitor analysis
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Consistently ahead of competitors in identifying emerging markets
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Patience required to assess and analyse impact in new market (3 years)
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Mature, declining and emerging markets
Europe (EU)
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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
UK International
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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:
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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
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
Agents – why do we use them?
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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
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Low cost point of entry to markets where we have no established presence
- market discovery, brand establishment, profile raising
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Trained by International Office staff to:
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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
Agents – appointment and commissions
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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%)
Agents – in statistics
Registered students for the 2010/2011 intake via Agents
China
India
Sri Lanka
Thailand
Bangladesh
Nigeria
94%
90%
83%
77%
55%
50%
Agents
Agent electronic application system
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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
Catering for International Students
Two intakes
• September and January (IFP & some PG programmes only)
• Increasing demand for January intake being met by competitors
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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
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we have full control on recruitment for our preparatory programmes
assess applicants directly, ensure students meet UoG requirements
Marketing
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International Student Guide
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International Student Accommodation Guide
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International Tuition Fees Leaflet
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Pre Sessional English Guide
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Banners for exhibitions and agents
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Magazine, newspaper and online advertising
Nationality Scholarships
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Worth £1,000 to students from certain countries; deducted from tuition fee
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Important marketing tool and influential in student decision making
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Other institutions now offer similar scholarships
Tier 4 Student Visa/ Confirmation of
Acceptance of Studies (CAS)
Requirements for CAS:
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Level of Qualification used for Assessment, i.e. Bachelor of Science
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Awarding Body of the Qualification, i.e. University of Greenwich
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English qualification used for assessment i.e. IELTS 6.0 achieved.
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.
Tier 4 Student Visa/ Confirmation of
Acceptance of Studies (CAS)
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The International Office issues CAS for new students
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Student Centre issues CAS for continuing Student
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Partner Colleges issue CAS for students studying at the Partner Colleges
Changes to Tier 4 student visas
Continuous changes by government since introduction of the Points Based
System in 2009
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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.
Challenges?
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Golden era for UK HEI international recruitment arguably over
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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
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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