Note: This episode was originally an Expert Lab Coaching session inside Moonshot Lab, a membership community designed to help independent school leaders tackle complex business challenges in real-time.

I’m making it available as a podcast episode to give you a feel for the kind of strategic conversations and problem-solving we do inside the Lab.

In this session, Dana Nelson-Isaacs, Founder and President of DNI Consulting, helps school leaders crack the code on enrollment challenges by identifying whether the root cause lies in:

• Market dynamics (changing demographics, competition, economic factors)
• Marketing missteps (messaging, outreach, positioning, and lead generation)

Getting this diagnosis right is critical—because a market challenge requires a different strategy than a marketing fix. Tune in to learn how to assess your school’s situation and ensure you’re solving the right problem.

What You'll Learn From Dana Nelson-Isaacs:

• Market vs. Marketing Challenge Framework: Schools must determine whether their enrollment difficulties stem from external market shifts (demographic trends, economic changes, psychographic shifts) or internal marketing inefficiencies (outdated messaging, poor ROI on campaigns).
• Data-Driven Decision Making: Rather than making assumptions, schools should rely on demographic reports, psychographic research, surveys, focus groups, and marketing ROI analysis to assess their challenges.
• The Importance of Psychographics: Beyond demographics, schools should analyze how families make decisions, what they value, and how messaging should align with their priorities.
• Scorecards for Leadership: Schools should track enrollment funnel trends, marketing effectiveness, competitive landscape, and internal satisfaction to ensure alignment between school strategy and market realities.
• Change is Hard But Necessary: Schools in competitive or declining markets may need structural changes (new grade levels, different program delivery models). At the same time, those with marketing problems should focus on messaging, targeting, and outreach improvements.

Discussion Prompts

• How do we assess whether our enrollment challenges are due to marketing weaknesses or broader market trends?
• What data do we already have (or need) to make informed strategic decisions about our enrollment strategy?
• How well does our current messaging align with what prospective families are looking for? Where are the gaps?
• What are some out-of-the-box marketing tactics we haven’t explored that could make a difference?
• What would be the most feasible shift if we had to change something structurally about our school to improve enrollment?