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MEL BROITMAN

• B.A. York, M.Sc. Columbia
• CBC Journalist
• Consultant (Broadcasting, Utilities)
• Co-founder H-E (1997)
• In Asia 50 since 1998
• Published 60 articles in South Asia
• Currently Managing Director, Higher-Edge
  FZ-LLC, Knowledge Village, Dubai,
  UAE

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HIGHER-EDGE

• OFFICES STAFF
• Toronto, Lagos, Accra, Dubai, Karachi, New Delhi,
  Dhaka, Shanghai, Beijing

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HIGHER-EDGE

• RECRUITMENT
• Ghana, Nigeria, Turkey, UAE, Pakistan, India,
  Nepal, Bangladesh, Myanmar, Thailand, China,
  Singapore, Malaysia, Indonesia

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HIGHER-EDGE

• PUBLICATIONS
• Overseas, Overwhelmed
• Not-so-Foreign
• Eye-On media reports

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HIGHER-EDGE

• VERIFICATION / SCREENING
• Where ?
• Nigeria, Pakistan, India, Bangladesh and China.
• For Whom ?
• Univs/Govt (Canada, USA, UK)

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HIGHER-EDGE

• INTERNATIONALIZATION
• Twinning programs
• Transfer agreements
• Off-shore campus
• Strategic consulting
• Presentations

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MANITOBA Workshop

• AGENDA
• When should you use an agent?
• How to find agents ?
• How to qualify good agents ?
• Establishing agent relationship
• How to structure relationships with agents ?
• When is an agent an agent ?
• How to maintain a productive relationship /
  Elements of success
• How to assess the value and effectiveness of an
  agent relationship ?
• How to terminate a relationship ?
• Pitfalls and cautions about agents
• Protecting your name

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HIGHER-EDGE

• SCHEDULE
• 930-1045 Marketplace/Environment/Options
• Coffee Break
• 1100-1215 EYWTKAABWATA
• Lunch
• 1300-1410 Group exercise
• Coffee Break
• 1430-1530 Group discussion/Revisit questions/Wrap
  up

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HIGHER-EDGE

• MARKET CONDITIONS.1a
• COMPETITION
• -International
• Australia/UK
• New Players (NZ, Ireland, France, Germany,
  Netherlands)
• USA sleeping giant

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HIGHER-EDGE

• MARKET CONDITIONS.1b
• COMPETITION
• -Canada
• Recognizing new revenue opps
• Capacity/Vacancies

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HIGHER-EDGE

• MARKET CONDITIONS.1c
• COMPETITION
• -Domestic (Abroad)
• Growth of new universities (private sector)
• Joint ventures w/foreign institutions
• Education Hubs (KL, Dubai, Qatar, China)

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HIGHER-EDGE

• MARKET CONDITIONS.2
• COMPLEX
• U.S. reax/situation
• Geo-politics
• Security

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HIGHER-EDGE

• MARKET CONDITIONS.3
• COSTS
• Travel
• Advertising
• Publications/Web
• Staffing

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HIGHER-EDGE

• ENVIRONMENT.1
• CANADIAN REALITY
• Awareness
• Leadership
• Presence
• Coordination

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HIGHER-EDGE

• ENVIRONMENT.2
• VISA OFFICE
• Not uniform
• Erratic
• Not competitive
• Mixed messages

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HIGHER-EDGE

• OPTIONS
• Outreach (Travel)
• Fairs
• Advertising
• Publications
• WWW
• Agents

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HIGHER-EDGE

• QUESTIONS ????
• Coffee

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HIGHER-EDGE

• AGENTS
• Relationship with academic institutions?
• Cant live with em, cant live without em.

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HIGHER-EDGE

• AGENTS
• Who are they ?
• Big Small
• Specialists in Education
• Immigration
• Travel Agents

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HIGHER-EDGE

• AGENTS
• Motivations ?
• Profit
• - Where can make most/easiest

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HIGHER-EDGE

• AGENTS
• Integrity ?
• Be wary
• - Individual
• - Market to Market
• - Business culture

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HIGHER-EDGE

• AGENTS
• When should you use an Agent ?
• Goals/Targets/Strategy
• Follow up capacity

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HIGHER-EDGE

• AGENTS
• How to find agents ?
• Easy. They will come to you.
• How to find good agents ?
• Not easy
• Market research/Sophistication
• Fairs, travel, communications
• Build relationships

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HIGHER-EDGE

• AGENTS
• How to qualify good agents ?
• Referencesmany
• Quality of Communications
• On site visits

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HIGHER-EDGE

• AGENTS
• Establishing Agent relationship
• Bestin person
• Build trust
• Regular communications
• Be flexible at first

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HIGHER-EDGE

• AGENTS
• How to structure relationship ?
• Contractuallyeventually
• Depends on agent/country
• Set goals/targets/responsibilities

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HIGHER-EDGE

• AGENTS
• When is an agent an agent ?
• Does it deliver ?
• How it delivers ?
• Is it a cover for another business ?

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HIGHER-EDGE

• AGENTS
• How to maintain a productive relationship ?
  Elements of success
• Quality of communications
• Responsiveness

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HIGHER-EDGE

• AGENTS
• How to assess value/effectiveness ?
• Measure against targets/goals
• Measure costs
• Consider BIGGER picture

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HIGHER-EDGE

• AGENTS
• How to terminate a relationship ?
• Contractual
• Measurement
• Document
• Professional

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HIGHER-EDGE

• AGENTS
• Pitfalls and cautions
• Misrepresentation Fraud
• - Brand
• - Academic Integrity
• - Credibility with legitimate students and Visa
  Officers

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HIGHER-EDGE

• October 24, 2004
• Hi Mel
•  
• Another interesting one. I called and was told it
  was Manitoba University.
• Hilarious part when I asked where it was located
  in Canada I was told it was in Toronto. Their
  service charge/processing Tk 10,000 (200CDN)
•  
• Application fees payable only when the offered
  letter arrives. Student has to pay CDN 560 . I
  asked whether this fee includes tuition, she said
  no.
•  
• Maybe she does not know or they are just fraud to
  con people Just wanted to share it with you.
•  
• Thanks
• Suzie

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HIGHER-EDGE

• September 24, 2004
• Judhyajit Chowdhuri has applied through us to
  Bachelor Biotech program
• for Jan 05 session after a harrowing experience
  with XXXXX. This is a
• young boy, less than 18 years who has been on a
  real run-around because
• XXXXX took his money and could not process the
  admission but kept
• hoodwinking them with statements like faxes had
  been received from UW
• saying that the admission was being processed and
  it would be in hand
• shortly. Even yesterday they (parents and
  student) were told that the University had
  granted admission and that the package was on its
  way for session starting
• 15 October!!! There is some XXXX Gupta operating
  for XXXXX in Toronto I am
• presuming. These folks were told that another
  student, friend of Judhyajit
• had got admission to the University with 43, to
  a BSc program. And they were also told that
  scholarships were available. Another one as new
  info for us
• greenhorns in the business -gt students are
  allowed to work off campus.

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HIGHER-EDGE

• QUESTIONS ????
• AFTER LUNCH
• Agent Outreach Exercises

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HIGHER-EDGE

• COLOMBIA
• You want an agent.
• What do you do ?

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HIGHER-EDGE

• INDIA
• You have a good agent in New Delhi, India. The
  agent has asked for exclusivity in the country.
  What do you do ?

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HIGHER-EDGE

• PAKISTAN
• We "Education Concern" running our organization
  as "Foreign Education Consultant" in Pakistan,
  which provides help and guidance to our valuable
  national asset "students" for higher studies.
• By the passage of time, the tendency to get
  higher study from abroad has been increased in
  our country due to better advance education
  system in developed countries. In this concern we
  guide our students and find for them the world
  best institutions for their study, in this
  situation now we are expecting more then 100
  students at any admission date to different
  countries, due to the above facts, we are in
  search of world best institutions for higher
  study.
• After thorough study of your web site we are
  highly interested to make strong and healthy
  relationship with your country and your
  organization so that our students could reach to
  you within time and without any problem. We are
  sure that each year you would have at least 25 to
  30 students in different course of study/
  disciplines from us.
• Our organization is duly registered under
  partnership ACT, 1932 of Government of Pakistan
  and under Income Tax Ordinance. Firm
  Registration No. 1772. Income Tax Registration
  No.(NTN)3643-0.
• We assure you that you will really enjoy with us
  and hope that soon we would have a positive
  response from your side. Please feel free to ask
  any thing for your kind consideration.
• Kindly send us your prospectus at the address
  given below.
• Thank you.
• Education Concern The Renaissance School. 3-Ali
  Block
• New Garden Town. Lahore, Pakistan.

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HIGHER-EDGE

• CHINA
• I'm writing to express my thanks to you all for
  host my delegation in you university. The
  beautiful environment, advanced facilities and
  academic atmosphere of your university impressed
  me greatly and I'm eager to set up possible
  cooperation on sending our students to your
  university.
• As to the "Spring Rain Plan" the plan to send
  undergraduates to your school for master degree,
  could you please provide me the departments and
  colleges willing to accept our students and the
  requirements, or forward my message to theses
  departments and colleges? If you are interested
  in this plan, I will send you a draft agreement
  on cooperation.
• I also want to discuss the possible cooperation
  in the training programs for Chinese
  Government/Business Officers.
• Having becoming a member of WTO, China is faced a
  challenge to upgrade their officers to an
  international level. Required by several
  departments (currently, Fujian Environment
  Protection Bureau, Fujian Foreign Business and
  Trade Committee, Fujian Southeast Automobile
  Factory), Fujian Overseas Students Pioneer Park
  and Fujian Provincial Overseas Talent Centre is
  to organize some training programs for Chinese
  Government/Business Officers. The outline of the
  programs is as follows

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HIGHER-EDGE

• Programs (1) WTO Business and system (2)
  Environment Protection(3)Automobile
• Students Officers at middle level administration
  of the Government/Business in China. Aged 25-45,
  most of them are holding at least a bachelor
  degree but with limited English.
• Size of Class15-20 Duration of each Program
  10-12 weeks
• Year program each program will be run 3-4 times
  a year for 2-3years Administration the lectures
  should be at an introductory level, 1/3 of the
  class hours for English learning and 2/3 for
  academic/technical lessons. An interpreter will
  be provided for each class.
• Completion Certificate on completion, a
  certificate with the university title will be
  awarded to the students as recognition of their
  effort devoted.
• Commence date July 2005
• I wish you could host one or two of the programs
  at your university. Please do not hesitate to
  contact me for a discussion. As the first step,
  would you please let me know as soon as possible
  if you are interested in this program. I also
  need the quotation of fees (including the
  accommodation for the training period) you may
  charge for each student.
• Yours Sincerely,
• Gao Wenhui, Director, Fujian Overseas Students
  Pioneer Park Fujian Provincial Overseas Talent
  Centre

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HIGHER-EDGE

• NIGERIA
• An agent sends you ten completed applications
  where all students are admissible according to
  your entry requirements. What do you do ?

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HIGHER-EDGE

• TURKEY
• An agent with a proven record for sending
  students overseas tells you it wants 50 more
  than you regularly pay for commissions. What do
  you do ?

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MANITOBA Workshop

• AGENDA
• When should you use an agent?
• How to find agents ?
• How to qualify good agents ?
• Establishing agent relationship
• How to structure relationships with agents ?
• When is an agent an agent ?
• How to maintain a productive relationship /
  Elements of success
• How to assess the value and effectiveness of an
  agent relationship ?
• How to terminate a relationship ?
• Pitfalls and cautions about agents
• Protecting your name