Institutions face converging pressures that are reshaping enrollment management. Declining participation rates, tuition discounting that erodes net revenue, international enrollment volatility, and political mandates are forcing colleges to rethink how they attract and retain students. Enrollment management is no longer just admissions and aid — it has become a strategic system linking recruitment promises to student success and institutional stability.

In this episode of the Changing Higher Ed® podcast, Dr. Drumm McNaughton speaks with Bill Conley and Bob Massa, Co-Founders of Enrollment Intelligence Now. They share how enrollment management has evolved over the past fifty years and why it now sits at the center of higher education's most pressing challenges.

Topics Covered

• How shrinking pipelines and lower college-going rates are reshaping enrollment outcomes

• Why unsustainable discounting is undermining financial health

• The growing impact of alternative credentials and new competitors

• The ways international enrollment declines and political mandates compound the crisis

• Why enrollment management functions as an accountability system for institutions

Real-World Insights

• The origins of enrollment management in the 1970s and how it spread

• Lessons from institutions that discounted themselves into financial instability

• How enrollment leaders balance institutional mission against market realities

Key Takeaway

Enrollment management has become higher education's strategic fulcrum — the point where mission and market realities meet, determining whether commitments to students translate into institutional sustainability.

Recommended For: Presidents, provosts, CFOs, board members, and enrollment leaders navigating today's enrollment cliff era.

Read the transcript: https://changinghighered.com/reframing-the-enrollment-cliff-a-new-lens-on-enrollment-management/

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