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22 July 2020 | Story Dr Cinde Greyling & Ilze Bakkes | Photo Sonia du Doit
The team from Student Recruitment Services.

Where do our students come from? For most people, the word “university” signifies eager learning minds, some mischief, exams, graduations, and an environment where a lot of growing up takes place. Those who attended, treasure fond memories of varsity time. And university staff often state that one of their greatest rewards is seeing their students succeed. But how do the students get there?

Students are central

Students are the core business of the University of the Free State. No students, no university. Easy as that. Not only do students pay class fees, but they also contribute to the subsidies received. External funding and third-stream income are also, to a large extent, dependent on a university’s student profile. Nobody wants to invest in or partner with an institution who cannot produce good quality graduates. Sufficient students, and enough good quality students are crucial to not only let the UFS survive, but thrive.

The magic of marketing

The type of students that we need, do not simply appear in the registration lines each year. They are intentionally sourced through strategic and consistent marketing efforts. The pool of top achievers is small, and we compete with 27 other public higher-education institution in South-Africa, and several private universities and college to attract students. Besides the rife competition, our local education landscape is dynamic and influenced by various drivers of change. To achieve the required student intake and student quality, we employ marketing, public relations, and strategic positioning. 

The team behind the tactics

The UFS is fortunate to have an exceptionally strong and experienced marketing team headed by Nomonde Mbadi. She also leads the team of twelve active school marketers who are each assigned to target schools in different regions. Our teams cover South-Africa, as well as some international regions and also encourages post graduate studies. Ilze Bakkes is responsible for integrated marketing, and Linda Greyling heads the promotions and project team. We also boast a separate centre, Kovsies2BConnect where three agents are geared to distribute programme and campus information to both internal and external stakeholders. Data is important and as such we have a newly established unit that is responsible for making sense of the data for strategic decisions.

Setting our aim straight

Our entire approach pivots around our target audience – which is not as straight forward as you may think. Prospective students’ choices are influenced by numerous factors, including their parents, guardians, family members, friends, teachers, mentors, current students, graduates, alumni, and the list goes on. That is over and above their own academic achievements, interests, skills, and socio-economic status. With thorough research and looking at the data from all angles, we navigate our way through this maze of influencers to ensure that our message and call to action hits the spot – or, rather, all the spots!


Targeting with three tiers

The foundation of our strategy is an integration between the AIDA model, and the three-tier engagement model. The AIDA model guides our efforts to create awareness about the UFS, spark an interest from our target audience, create a desire, and ultimately leading to action when they apply and register. The three-tiers begin with targeted mass marketing including advertisements, school visits, and social media campaigns. That is supported by the differentiated marketing of tier-2 aimed at selected schools, parents, and learners. And finally, tier-3 marketing is very strategic and focussed on top achievers. 

All our marketing and recruiting efforts are carefully planned and executed. We do not leave anything to chance and follow a detailed plot of activities and actions pre-planned for each year. Some of the activities are selected based on previous success, and others are opted for due to platform changes and new or developing target audience preferences. These are some of the actions we take: 

Presentations: Selected members of our team are either invited to, or initiate UFS presentations at schools or at career exhibitions. This if often complemented by a branded booth with information hand-outs and possible one-on-one discussions. 

E-communication: We are in continuous communication with school principals and Life Orientations teachers in order to share information and needs. Designated social media pages are also used to create awareness and share information among prospective students and their peers. And mass and personal SMS’s are distributed via methodically created databases. 

In person events: We partake in numerous special events, including the Top Achiever function, parents’ evenings and workshops, breakfast with the Rector, and exclusive engagements with schools. Such events are valuable in terms of information sharing and creating brand awareness. It also gives attendees the opportunity to discuss their needs or concerns. A big favourite is always the UFS Open Day. 

Incentives: Although we do enjoy spoiling stakeholders with branded UFS apparel, it is definitely not an uncontrolled mass handout – we are very selective in our distributions. An effective motivator is rewarding school achievements, and our recently launched Red Box Society seems to have the desired effect. This incentive includes exclusive offers and vouchers to top achievers. Our more familiar Matriculant of the Year competition continuous to attract strong entrants, and our Star of Stars competition offers disadvantaged Grade 12 learners the chance to showcase their excellence. 

The Student Recruitment Services’ team is dynamic, fun, informed, and focussed. We are often complimented on our “vibe” which indicates where our passion lies – we love what we do. Student recruitment, however, needs the support of the entire institution. We need to deliver what we sell. Word-of-mouth is stronger than ever, thanks to social media. People’s lived experience of a brand overshadows any other recruitment initiative. If we want to increase our popularity among the top achieving students, we need to ensure that the UFS lived experience is aligned to our projected brand image. Student recruitment and service delivery is forever engaged in a dance, one wrong step can ruin the show… or the ensemble can recover gracefully if each member puts in the effort to recover from the mistake. Let us support one another when we miss a beat!

You may be wondering – but what about COVID-19? How will we do all our visits and open days? Does that mean we will not have enough students next year? Not at all. The Student Recruitment Services’ team has you covered. Do you want to know what we have been up to…? We will release an article about our COVID-19 tactics soon – so stay informed by checking the UFS official platforms regularly. Remember to wear a mask, wash your hands, maintain physical, and stay safe. 

News Archive

Media: Sunday Times
2006-05-20

Sunday Times, 4 June 2006

True leadership may mean admitting disunity
 

In this edited extract from the inaugural King Moshoeshoe Memorial Lecture at the University of the Free State, Professor Njabulo S Ndebele explores the leadership challenges facing South Africa

RECENT events have created a sense that we are undergoing a serious crisis of leadership in our new democracy. An increasing number of highly intelligent, sensitive and committed South Africans, across class, racial and cultural spectrums, confess to feeling uncertain and vulnerable as never before since 1994.

When indomitable optimists confess to having a sense of things unhinging, the misery of anxiety spreads. We have the sense that events are spiralling out of control and that no one among the leadership of the country seems to have a definitive handle on things.

There can be nothing more debilitating than a generalised and undefined sense of anxiety in the body politic. It breeds conspiracies and fear.

There is an impression that a very complex society has developed, in the last few years, a rather simple, centralised governance mechanism in the hope that delivery can be better and more quickly driven. The complexity of governance then gets located within a single structure of authority rather than in the devolved structures envisaged in the Constitution, which should interact with one another continuously, and in response to their specific settings, to achieve defined goals. Collapse in a single structure of authority, because there is no robust backup, can be catastrophic.

The autonomy of devolved structures presents itself as an impediment only when visionary cohesion collapses. Where such cohesion is strong, the impediment is only illusory, particularly when it encourages healthy competition, for example, among the provinces, or where a province develops a character that is not necessarily autonomous politically but rather distinctive and a special source of regional pride. Such competition brings vibrancy to the country. It does not necessarily challenge the centre.

Devolved autonomy is vital in the interests of sustainable governance. The failure of various structures to actualise their constitutionally defined roles should not be attributed to the failure of the prescribed governance mechanism. It is too early to say that what we have has not worked. The only viable corrective will be in our ability to be robust in identifying the problems and dealing with them concertedly.

We have never had social cohesion in South Africa — certainly not since the Natives’ Land Act of 1913. What we definitely have had over the decades is a mobilising vision. Could it be that the mobilising vision, mistaken for social cohesion, is cracking under the weight of the reality and extent of social reconstruction, and that the legitimate framework for debating these problems is collapsing? If that is so, are we witnessing a cumulative failure of leadership?

I am making a descriptive rather than an evaluative inquiry. I do not believe that there is any single entity to be blamed. It is simply that we may be a country in search of another line of approach. What will it be?

I would like to suggest two avenues of approach — an inclusive model and a counter-intuitive model of leadership.

In an inclusive approach, leadership is exercised not only by those who have been put in some position of power to steer an organisation or institution. Leadership is what all of us do when we express, sincerely, our deepest feelings and thoughts; when we do our work, whatever it is, with passion and integrity.

Counter-intuitive leadership lies in the ability of leaders to read a problematic situation, assess probable outcomes and then recognise that those outcomes will only compound the problem. Genuine leadership, in this sense, requires going against probability in seeking unexpected outcomes. That’s what happened when we avoided a civil war and ended up with an “unexpected” democracy.

Right now, we may very well hear desperate calls for unity, when the counter-intuitive imperative would be to acknowledge disunity. A declaration of unity where it manifestly does not appear to exist will fail to reassure.

Many within the “broad alliance” might have the view that the mobilising vision of old may have transformed into a strategy of executive steering with a disposition towards an expectation of compliance. No matter how compelling the reasons for that tendency, it may be seen as part of a cumulative process in which popular notions of democratic governance are apparently undermined and devalued; and where public uncertainty in the midst of seeming crisis induces fear which could freeze public thinking at a time when more voices ought to be heard.

Could it be that part of the problem is that we are unable to deal with the notion of opposition? We are horrified that any of us could be seen to have become “the opposition”. The word has been demonised. In reality, it is time we began to anticipate the arrival of a moment when there is no longer a single, overwhelmingly dominant political force as is currently the case. Such is the course of history. The measure of the maturity of the current political environment will be in how it can create conditions that anticipate that moment rather than seek to prevent it. We see here once more the essential creativity of the counter-intuitive imperative.

This is the formidable challenge of a popular post-apartheid political movement. Can it conceptually anticipate a future when it is no longer overwhelmingly in control, in the form in which it is currently, and resist, counter-intuitively, the temptation to prevent such an eventuality? Successfully resisting such an option would enable its current vision and its ultimate legacy to our country to manifest in different articulations, which then contend for social influence. In this way, the vision never really dies; it simply evolves into higher, more complex forms of itself. Consider the metaphor of flying ants replicating the ant community by establishing new ones.

We may certainly experience the meaning of comradeship differently, where we will now have “comrades on the other side”.

Any political movement that imagines itself as a perpetual entity should look at the compelling evidence of history. Few movements have survived those defining moments when they should have been more elastic, and that because they were not, did not live to see the next day.

I believe we may have reached a moment not fundamentally different from the sobering, yet uplifting and vision-making, nation-building realities that led to Kempton Park in the early ’90s. The difference between then and now is that the black majority is not facing white compatriots across the negotiating table. Rather, it is facing itself: perhaps really for the first time since 1994. Could we apply to ourselves the same degree of inventiveness and rigorous negotiation we displayed leading up to the adoption or our Constitution?

This is not a time for repeating old platitudes. It is the time, once more, for vision.

In the total scheme of things, the outcome could be as disastrous as it could be formative and uplifting, setting in place the conditions for a true renaissance that could be sustained for generations to come.

Ndebele is Vice-Chancellor of the University of Cape Town and author of the novel The Cry of Winnie Mandela

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