AHUA Expert Exchange: International Fees, Net Revenue and Risk: Pricing and Cost of Acquisition in Practice

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AHUA members are increasingly asked to translate international recruitment plans into governance-ready conversations about income, margin, risk and sustainability. In this AHUA Online Exchange, we’ll share emerging insights on how universities set international fees in practice, and why headline price is an unreliable guide to outcomes once discounting, scholarships and cost of acquisition (CoA) are taken into account. We’ll introduce a simple price-to-net waterfall and discuss what more mature pricing capability can look like in HE, balancing market realities with institutional objectives.

Speakers

Mark Jeynes, Education Partner, CIL Strategy Consultants

Patric Kirchner, Pricing Partner, CIL Strategy Consultants

Vincenzo Raimo, independent consultant and former Pro Vice-Chancellor, Global Engagement