human resource & development

Recruiting in India:

To Agent or not to Agent ??

Presented by: Holly Singh, Valparaiso University

Bev Fowler, University of Evansville

Husain F. Neemuchwala, ICE Inc.

Welcome

Presentation format• Recruiting models…• Agent’s role in recruiting• India: A complex education system• Agent: Solution or part of the problem?• Use of agents: Moral, ethical and/or Is it

permissible at your institution?• Open Discussion…what works best for

you?

Traditional Recruiting Model

• Use dedicated Application Processing Center

• Huge budgets required• Alumni network…• Lower % conversion ratio depending on

each institution• Strong Community Presence &

sponsorship of local events

Agent Recruiting Model

• ‘Reach out’ to wider audience• Competitive institutional advantage

amongst others• Information remains (un)distorted?• Less expensive than traditional

model• ‘Ready students’ generating higher

conversion % for institution

Agent’s role in recruiting

Agent

Qualified Students

Your University

Working with Agents

• Exposure to thousands of students looking to pursue overseas education, families & friends

• Instructors, Teachers, Principals and Deans• Has Understanding of local market (?) • No annual membership fees!• Adds to your brand image and visibility in

local market

India

The Economy One of the world’s fastest growing economies and largest

retail markets

The Population Exceeding 1.1 B and growing…

Official Languages 2 (English and Hindi)

Trends… Largest exporter of foreign students for 3rd consecutive year

India: Change & Continuity in civilization & education

• Unique & diverse history: >5000 years• Ancient Universities:Taxila, Nalanda

etc..• Principle languages: English & Hindi• Major religious groups: Hindu & Muslim• Other groups: Anglo, Portuguese, Jews,

Sikhs, Zorastarians…

The Education System: Uniform elements

Primary Secondary

Middle/Upper Primary Higher Secondary

UT’s & States operate on this uniform structure

The Education System: Some differences

BUT, many States & UT’s treat certain variables differently:

# of classes/stage Admission age

Instruction medium Hindi & English

# of days/yr Academic session

Compulsory education

Public exams

The Education System: Some fundamentals

Primary Stage Middle Stage• Typical ages 5 to 10 • Typical ages 11 to

14• Lasts 5 years • Lasts 3 years• Focuses on Elementary education

• Prepares for Secondary education

The Education System: Some more fundamentals

Secondary Stage Higher Secondary Stage

• Typical ages 14 to 16

• Typical ages 16 to 18

• Lasts for 2 years • Lasts for 2 years• Focuses on HS education & working world preparation

• Focuses on University/College prep & Technical/Vocational training

General Points

• 20 States/UT’s have not introduced compulsory education

• Mother tongue/regional language is the medium of instruction

• Teaching of Hindi is mandatory up to preparatory level

• Teaching of English is mandatory in post secondary and beyond

Major Players in Higher Education

(AICTE) All India Council for Technical Ed.

(MCI) Medical Council of India

(DEC) Distance Ed. Council (PCI) Pharmacy Council of India

(ICAR) Indian Council for Agric. Research

(INC) Indian Nursing Council

(BCI) Bar Council of India (DCI) Dentist Council of India

(NCTE) National Council for Teacher Ed.

(CCH) Central Council of Homeopathy

(RCI) Rehabilitation Council of India

(CCIM) Central Council of Indian Medicine

Higher Secondary Grads

• HSC (Higher Secondary School Certificate) or Certificate of Vocational Education

• Graduates may attend a National Eligibility Test (NET) for admittance into Higher Education Institutions

Higher Education At a Glance

Number of Universities 214

Number of Colleges 9730

Fields of Study Arts, Humanities, Fine Arts,Sciences, Technology

Current # of Students ~6.75 Million

Languages of Instruction English, Hindi, Bengali, Gujarati, Punjabi, Tamil, Urdu

Duration of School Year July to April

Program Levels Diploma, Bachelor’s, Master’s, Doctoral

New initiatives in International Co-operation

• APEC (Asia Pacific Economic Co-operation)• Commonwealth• G-8 • UNESCO

Education Expenditure• Spending has grown from 1% to

4% of GDP in the last 50 years• Thus, education quality is better

than ever• But, this is still insufficient to cover

the growing population• Projected growth 6% of GDP under

new Government

Education Expenditure• Currently, needs and costs out weigh

governmental commitment and resources

• Per capita expenditure is also inconsistent throughout States:

Rank Most Funding Least Funding

1 Lakshwadweep

Bihar

2 Sikkim Uttar Pradesh

3 A&N Islands Orissa

The need for overseas Education

• Fiercely competitive nature of admission (eg.40 apps. for 1 Medical seat; 30 apps. for 1 Engineering seat…)

• Challenge in screening applications• Students have need, want & aspirations• Students are highly educated• Students have the financial resources

Overseas Educational Pursuits

• In 2002, over 0.5 M Indian students sought an overseas higher education

• N. America, UK & Australia are most popular destinations!

• Increasingly growing trend!

Strengths of the System

• Rich diversity• Rapidly Growing

educated population• English & academic

skills, strong financial backing

• Frontier sciences such as Nano, bio, info …technologies

• Emphasis on women’s education

• World’s largest middle class market

• Overseas education more attainable

Weaknesses of the System Disparity in the

economic system leading to corruption

Large population is hard to motivate against corruption

Examinations susceptible to be bought/forged

Spending on education is insufficient

Education denied to more people as resources fail to grow with population

Agent: Solution or part of the

problem? • Agents are ‘not regulated’ and DO NOT

necessarily adhere to code of ethics• Besides commissions, they also charge

counseling fees to students!• Some agents ‘guarantee’ admissions

and scholarships!!• Due diligence on school’s part to find

the right agent.

• Valparaiso University….Successfully recruiting WITHOUT agents.

Discussion

• University of Evansville…Successfully recruiting USING agents.

Discussion

• Consult/check with peers

• Is agent use going to work at your school?

• When in doubt, ask around…

Discussion

Thank you for attending