(from ISM) Is it time to rethink "category discounts," such as automatic tuition breaks for siblings of existing students and for children of faculty and staff? One argument says that when such discounts are offered to families that don't need financial assistance, they not only reduce a school's income but can also devalue how people perceive the school and force it to increase tuition levels for others.
Instead, according to ISM, "use a discount strategy that is accessible to every student and is mission-appropriate. A need-based discount program assesses every applicant equally and meets — but does not exceed — demonstrated need." And should a school choose to phase out category discounts, it should carefully evaluate how to communicate the change and follow a strategic enrollment management strategy to build its overall value perception.
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