Céad míle fáilte: While the Irish greeting for “100,000 Welcomes” hasn’t translated exactly to  that number of new client relationships in 2010, we have had quite the busy first two quarters at Lipman Hearne establishing new partnerships. We are proud of, and excited by, the collaborations that are underway and would like to take a moment to properly welcome the following nonprofit organizations:

Advocate Health Care
Alverno College
American Medical Association
California State University, Northridge
Channel One
Council for a Strong America
Evangelical Lutheran Church in America
George Washington University
National Defense University
Northwest Area Foundation
Pew Center for Statistics
Rhodes College
Robert Wood Johnson Foundation
Schoolnet
Seton Hall University
Society of Actuaries
University at Buffalo
University of Alabama in Huntsville
University of Pittsburgh Katz Graduate School of Business
University of Virginia Batten School of Leadership and Public Policy

This topic has had a lot of coverage for several years, starting even before Enron and other high-profile ethical messes. The global financial meltdown has given this issue even more steam. I just hope that this time the discussion evolves past “teaching ethics,” which is a questionable concept (adults learning to be ethical). I see a lot of business schools digging way deeper than new courses or experiences or requirements of some sort. They are looking at their entire cultures, the values that the institution stands for, the deeper ethic of the place and how the entire enterprise reflects that there is a lot more to sustainable business success than technical skills, hands on experience, global perspectives and the many other buzzwords nearly every business school today tries to use to differentiate its value in the marketplace. Beyond the fact that this is the right thing to do and will, if pursued seriously, perhaps up the esteem the world currently has for business education, it’s also a smart strategic step from a reputation building standpoint. I’ve studied many business schools and never seen one that doesn’t have at its core particular values and a related educational culture that really makes it unique. I see an era where great business school brands will be built on the character of institutions and how well they cultivate a new set of values in students. For further reading on the subject, I recommend this recent article in the Baylor Business Review.

- Tim Westerbeck, Managing Director & Principal

Why Character is Destiny for Business Schools – and the MBAs They Groom, in the new issue of the Baylor Business Review takes a look at the role issues of “character formation” play in the business school of the future.  In the article, I observe that this is not only important from a curriculum standpoint—and, we all hope, for the future of the global economy – but also regarding how schools will differentiate their brands in today’s hypercompetitive management education marketplace.

Marketing on a specific type of program attribute is ineffective, when so many business schools – or at least their marketing – look the same on nearly every level.  What each school owns that is unique is its values and culture, the basis of a distinctive brand.

- Tim Westerbeck, Managing Director & Principal

New legislation being considered by the U.S. Department of Education is squarely aimed at for-profit colleges, with the intent of linking a student’s debt with their post-graduate earnings.  Their concern is that students—lured by advertising—are investing in credentials or degrees that don’t actually deliver the earning power that the student expects, generating flotillas of “underwater” degrees that are as much a burden on American households as those unsupportable mortgages. (A recent New York Times article made waves around this issue—sourcing their critique primarily from a handful of disaffected students and former administrators of for-profit institutions.)

While one might argue about the philosophical underpinnings of this argument (is college really all about making more money?), my question is bigger: why stop with the nonprofit institutions? Make all higher ed institutions earmark their cost with the earning potential of their graduates.  I mean, the Ph.D. philosopher cab driver is a cliché because it actually happens, and next time you have a heavily-tattooed barista steam you a mocha skim latte, you could amuse yourself by asking if their MFA is in fine, performing, or written arts.

My point is simple: while there are, indeed, some suspicious players in the for-profit education sphere, the underlying tax status of an education provider does not predict whether or not a student derives value from the investment he or she makes.  Plenty of folks have walked out of nonprofit colleges and universities with a costly degree that doesn’t actually gain them much in the marketplace, and plenty of folks have walked out of for-profit providers and gotten decent jobs afterwards.  The issues that Congress should concern themselves with have to do with quality of programs, retention/graduation, accreditation, and the like.  We all know there are a lot of nonprofit institutions out there that generate income in excess of cost—it simply becomes a reserve fund or quasi endowment, rather than being paid out to shareholders.

And the bigger point may be that nonprofit education providers should perhaps spend their time developing more competitive offerings rather than worrying about the perceived advantages of the for-profit providers.  All of our research shows that students have a very strong brand preference for the nonprofits as opposed to the for-profits—so make the most of it.

- Rob Moore, Managing Partner

Upon reading the first article in a three-part Business Week series examining high-profile searches for new business school deans, it struck me that it is hard to overstate the importance of getting this process right. As with a corporate CEO position, the individual leading each of these institutions — or at any top business school — is brand ambassador number one, and will play a critical role in stewarding these global enterprises amidst the most highly competitive period in business school history.

Being a b-school dean today is one of the hardest jobs in the world. Each of these institutions will do well to select someone who not only has the hard credentials, but understands that these are also complex brands for which their leader must embody the brand promise with diverse and demanding constituents around the globe. Their most valuable asset, their reputation, is on the line.

- Tim Westerbeck, Managing Director & Principal

•    University of North Texas
•    Arcadia University
•    East Carolina University
•    Texas A&M (three pages worth! And they’ve been doing it for months.)

On top of that, this issue includes smaller ads by San Francisco State University, Western New England College, University of Houston, University of Scranton, University of South Florida, Vanderbilt (Peabody College), Metropolitan State College of Denver, and others.

What gives?

I know that the Chronicle is the paper of record in academe—no dispute there.  But the great majority of eyeballs that these institutions are buying with these image ads have nothing to do with the products or services that the ads purport to be selling.  What difference does it make that the academics who make up the bulk of Chronicle readership know the touching life story of a Bolivian student at UNT?  Why would these readers care about the new accelerated three-year baccalaureate program at Arcadia?  What new service would these readers be expected to buy from Texas A&M based on three pages of ads extolling their research contributions?

Even more puzzling is that some of the ads seem to be geared to the student recruitment market, and if I know anything about the teen reader, I know that they are not reading the Chronicle, unless it’s available by text and IM.

The only rationale I can gin up for these ads is that they are an attempt to influence the voters in the U.S. News and other rankings—but at nearly $16,000 a pop for a full-page, four-color ad, I’m not sure it’s money well spent.  Quick calculations suggest that Texas A&M has spent somewhere between $250,000-$300,000 this year alone on these ads, and we’re not even to the end of the first quarter.  Now, as a marketing guy, I am of course in favor of advertising: it’s one of the only ways you can get your message out in a way that you completely control.  But good advertising is about targeting—configuring your buy in such a fashion as to make sure that you’re able to reach your target audience with a message that will cause them to do what you want them to do.  But some of these ads just seem to me to miss the mark—or at least to aim at a mark that I don’t understand.

If I’m missing something, fill me in.

- Rob Moore, Managing Partner

One aspect of CCA’s mission is its Alliance of States.  These states’ governors and leaders in higher education have pledged to make college completion a legislative priority by setting completion goals, creating a plan to reach those goals, and publicly reporting progress.  The Alliance has 17 member states now, but its ranks continue to grow.

Clips resulting from the launch currently number over 300 in media around the country, in the Alliance states, in national print and broadcast outlets, and in higher education trade publications.

In addition to coordinating the launch, Lipman Hearne designed CCA’s new visual identity, stationery suite, a temporary landing page (to house materials for the media before the launch), and CCA’s new website.  Impressive comments about the site and the CCA’s work are already rolling in.

One early site visitor praised the website for “delivering  a great and powerful new tool that combines the voices of students demanding reform together with powerful state- and campus-level data.”

And from Stan Jones, Complete College America’s President, comes this recommendation:  “I know everyone is busy but take a minute and watch at least the first video on the website.  It is an excellent reminder of why we do this work.”

The number of Tufts applicants choosing the video option has been significant, but not overwhelming – about 1,000 of the 15,000 applicants this year submitted videos. The responses range from students showing off card tricks to day-in-the-life montages to flying a remote-controlled blue-elephant helicopter (representing Tufts’ mascot, Jumbo the Elephant). Some of the videos have even gathered a YouTube following – the most popular one features Amelia Downs; her video has gotten more than 6,000 views.

So what does this all mean? Will videos ultimately replace the written essay? Tufts admissions staff insists that they remain “committed to the traditional essay-writing requirement” and that videos are genuinely optional. But this is clearly the year of the video for colleges and universities – between the “Lipdub” phenomenon and Yale’s YouTube musical “That’s Why I Chose Yale,” universities’ staff and students are increasingly turning towards video as an effective means of marketing their institution. So it seems natural that prospective students are likewise using this medium to market themselves. Only time will reveal to what extent video and other social media vehicles will come to dominate the higher education communications sphere.

What do you think about colleges allowing prospective students to submit application videos? Do you foresee the end of the traditional college essay? Share your thoughts in our comments section.

1. Budgets
2. Raising money
3. Alumni engagement
4. New Competitors
5. Demographics

The fans of acrostics will see it all spells BRAND – and stands as a shameless plug for my just-published The Real U: Building Brands that Resonate with Students, Faculty, Staff, and Donors, which contains perhaps the only chapter in a book published by CASE that starts with a rude quote by Bo Diddley.

So, Scott, since I stepped in for you, how about a nice blurb on the book?  Available now!

- Rob Moore, Managing Partner

The Real U represents the first book-length manuscript I’ve written since completing my doctoral program, which was largely focused on modern and contemporary American fiction.  And as I was finishing The Real U, I found myself contemplating one of the lasting questions of my doctoral work:  has the Great American Novel been written?  For those of you not part of this particular academic debate, the nature and presence of the GAN has been batted around like a shuttlecock by generations of literary critics, with the usual candidates being The Scarlet Letter, Moby Dick, The Adventures of Huckleberry Finn, The Great Gatsby, The Grapes of Wrath, and other texts.

My argument in my comprehensive exams was that the GAN hadn’t been written because I hadn’t written it yet.  Writers are nothing if not arrogant.  Now, nearly twenty years later, with no more novels having clattered under my fingertips, I’ve revised my thesis.  The Great American Novel is not a novel, it’s a brand.  It’s a brand in that any novel purporting to carry the GAN label has to meet certain established criteria in order to qualify.  But on a whole other level, the Great American Story – which is what any qualifying tome attempts to relate – may not be a novel at all, but may be, instead, a brand.

Our nation has always been about ambition, about establishing something new and making it last.  From John Winthrop describing our “city upon a hill” to Charles Wilson declaring “what’s good for General Motors” to Ray Kroc and Walt Disney and Howard Shultz and Phil Knight and Steve Jobs creating iconic entities, there’s been a long and strong convergence between the essential enterprise of America and the effective force of market-driven organizations.  Our big brands – McDonald’s and Disney and Starbucks and Nike and Apple – contain the American story, with all its strengths and faults, in a way that few if any books have been able to accomplish.

And if you really think about it, America itself is a brand – carrying with it the promise of an experience that we as a people, as an entity, must fulfill if we’re to live up to our collective aspirations.  So buy The Real U, sit down with a venti latte, power up your Mac, and do a Google search for “top 10 brands.”  You’re living the quintessential American dream.

- Rob Moore, Managing Partner