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Identity Crisis

Ohio’s Oberlin College doesn’t offer a marketing degree. But its faculty members and students, ready or not, have begun to learn all about the process of selling — in this case, of the institution itself.

Since last fall, a marketing specialist has been polling students, talking to alumni and conducting focus groups to help administrators distinguish the institution in a competitive college market, while also following the guidelines of the college’s strategic plan, which was laid out in 2005. Now that the initial legwork is finished, the marketer has suggested that Oberlin pursue a “concept of fearlessness,” which, in turn, has raised some thoughtful introspection among those loyal to the institution.

In recent years, the college, long a highly regarded liberal arts institution with a reputation for attracting motivated and often iconoclastic students, has faced periodic budget crises, and administrators have implemented ongoing strategies in an effort to firm up the finances.

“I feel that a ‘fearless’ messaging campaign will help Oberlin stand out and encourage students to take a look at what’s different about the college,” says Mark Edwards, a Massachusetts-based marketing specialist, who is leading the effort. “The word will be central in positioning the unique flavor” of the college.

As students and faculty members first learned about the plan, many said that simply incorporating “fearless” into the branding of the college would be meaningless. One student joked, “I guess I fearlessly go to class everyday.” One professor said that he didn’t see anything wrong with the college’s image. “If it’s not broke, why mess with it?” he asked. “I guess I’m fearful.”

But Edwards and college administrators have taken on those concerns, saying that the plan was never to simply throw a word out there and see if it stuck. Edwards says that before the end of the calendar year, one might expect to find phrases containing the word to begin appearing in college view books and creeping into speeches given by its top administrators.

After the strategic plan was put in place last year, administrators and alumni were especially keen on “enhancing the value and perceived value of an Oberlin educational experience,” according to Al Moran, vice president of college relations at the college.

Marketing experts say that Oberlin is not alone in trying to shape a unique identity. “Securing ‘mindshare’ among prospective students has never been more competitive, so regardless of a school’s financial status, executing on a fine-tuned, highly focused marketing program isn’t an option, it’s a necessity,” says Eric Sickler, a consultant with Stamats, Inc., a higher education marketing firm. “That’s exactly where Oberlin and hundreds of colleges and universities across the nation find themselves today.”

Even with increased competition, some faculty members have speculated that it’s an odd time for Oberlin to be focusing on marketing, especially after a series of recent cuts at the college. For instance, the popular Oberlin-in-London study abroad program was suspended for the 2005-6 academic year due to budgetary concerns. Moran says that those financial concerns are important, but that Edwards’s time has not cost college funds so far. Members of the institution’s Board of Trustees have personally funded the payments to Edwards to this point.

The timing of this marketing effort coincides with a financial concern that is specifically mentioned in the strategic plan, which calls for an enrollment reduction of 163 undergraduate students by 2010 in order to facilitate “modest but essential increases in net tuition revenue per student.” By recruiting more students from high-income families, Oberlin would thus have more tuition dollars coming in and less financial aid going out.

While Moran says that there is no direct correlation between the branding effort and the financial picture at the college, Edwards does note that having “a clear message is important for enrolling the right students and faculty and helping to raise money.”

“Branding alone as a ‘solution’ to financial problems would be inadequate,” says Tim Westerbeck, managing director and principal of Lipman Hearne, a marketing firm that often consults for institutions of higher education. “It needs to be part of an overall program that first considers everything from institutional strategy, competitiveness of the offer, operations, culture and other factors that relate to the ‘experience,’ before branding can do its work to build awareness of value.”

Financial matters aside, the chief concern among administrators, faculty members and students appears to be pinning down the Oberlin macro-identity.

The college’s current slogan, “Think one person can change the world? So do we,” is expected to remain, but the fearless concept, says Edwards, is more distinguishing. “Look at Oberlin’s competitors — check out their Web sites — the words and photos that they use are almost interchangeable,” he says. “It’s not a smart way to communicate who you are — clarity builds affinity.”

While some faculty members are unclear at this point on how exactly the concept will provide clarity, many agree that something needs to be done to help differentiate the college. “When I applied to college (in the early 1960s), my high school guidance counselor gave me three names: Oberlin, Swarthmore and Reed, saying these were the top liberal arts colleges in the U.S.,” recalls Michael Henle, a professor of math and computer science at the institution. “Today the picture is not so clear. For example, Oberlin is presently No. 23 in the U.S. News and World Report ranking of liberal arts colleges.

“My view is that Oberlin’s strategic plan, and its financial plan, and its potential ‘branding,’ are all important as part of an effort to bring Oberlin back to where it once stood in higher education,” says Henle.

“I don’t agree with adding ‘fearless’ to the official motto, but I do agree with what it stands for, and that the word appearing somewhere in a mission statement wouldn’t bother me nearly as much,” says Morgan Pitts, a junior at Oberlin.

Ken Kuttner, a professor of economics at Oberlin, says that he thinks “fearless” works well as “more of an organizing principle or theme — an idea we could use to help define ourselves, rather than put on a T-shirt.”

“The idea is intended to convey the idea that we welcome ambitious students, intellectual risk takers — and yes, even those with the slightly ‘unorthodox’ outlook that Oberlin prides itself on attracting,” he says. “To me, this seems like a nice angle to play up: potentially attractive and distinctive, while still in keeping with the traditional Oberlin ‘values,’ if you like.”

Some Oberlin students have a different term for what Kuttner labels “unorthodox values.” “All my friends know that Oberlin students are different,” says Colin Koffel, a political science and psychology sophomore. “It comes out as ‘weird’ sometimes, but I see it as a ‘good weird.’ ‘Fearless’ actually does embody a lot of what I see here in regards to our convictions.”

Says Pitt, “Obies are a sort that are never afraid to stand up for what is right and to take academic and social risks. Oberlin is a place where few people panic about the amount of work they do, because they’re here to study what they want to study. 2 a.m. conversations in a dorm common area are much more likely to be about current politics or society than they are about how the Cleveland Indians are doing or who is dating whom.”

Rob Capriccioso

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Comments

Oberlin elitism shows

I’ve long suspected that Oberlin is a finishing school for limousine liberals, but this excerpt confirms it:

“The timing of this marketing effort coincides with a financial concern that is specifically mentioned in the strategic plan, which calls for an enrollment reduction of 163 undergraduate students by 2010 in order to facilitate “modest but essential increases in net tuition revenue per student.” By recruiting more students from high-income families, Oberlin would thus have more tuition dollars coming in and less financial aid going out.”

This is so patently offensive, I’m not sure where to begin. Like most other institutions primarily admitting overprivileged students, I’m sure Oberlin emphasizes “diversity.” However, Oberlin is apparently seeking to minimize the economic diversity of the student body by rooting out the students from poverty- and working-class backgrounds.

Another excerpt emphasizes the clueless elitism of Oberlin staff:

“While Moran says that there is no direct correlation between the branding effort and the financial picture at the university, Edwards does note that having “a clear message is important for enrolling the right students and faculty and helping to raise money.”

I’m interested to hear more about just who the “right students” are. The overprivileged ones, no doubt.

I wouldn’t be surprised if we read some some sort of rationalization for the decision from Oberlin administrators that echoes Barbara Bush’s statement on New Orleans evacuees from Hurricane Katrina:

“And so many of the people (poor Oberlin students) in the arena here (Oberlin campus), you know, were underprivileged anyway so this—this is working very well for them (to go to other universities).”

Dr. RingDing, at 9:51 am EST on March 9, 2006

Weird

An article about Oberlin’s identity and not one word about music? Now that IS weird!

Les, at 11:10 am EST on March 9, 2006

Nothing like going straight to the source — the “marketing experts” — about the overwhelming “necessity” to “secure mindshare.” Hmmmm...I wonder who stands to gain from everyone believing this. Perhaps Stamats, Inc.? Since this is an institution of higher learning, should they require a rigorous study to prove it? I once was on a small liberal-arts college committee that was getting similar snake-oil advice and I decided it’s better reserved for image- and brand-driven businesses. I used to work in marketing for a Fortune 500 company so I’m familiar with the blather of marketing “expertise” and its whimisical, unscientific nature. It may be fun, and it may increase the bottom line for Oberlin, but it’s dangerous to higher education, one of society’s last bastions of institutional integrity. Would you invite even one termite into your house? My vote is to close that door, and bolt it!

Irene, communications staff at a major research university, at 11:25 am EST on March 9, 2006

Endowment Strength

This past week, we saw MIT offering to double the amount of money from Pell Grants and we saw Harvard change their financial aid package to offer 100% tuition assistance to students from families with incomes below a certain level.

The difference between Oberlin and these two schools is the endowment. Oberlin needs to do something to stay afloat. They do not have the huge endowments of MIT and Harvard that afford such positive largesse.

At least I hope that is what Oberlin is doing. Oberlin is too good a school to just cut out their diversity. We all know that diversity helps build public and private goods that come from higher ed.

Grad student @ Penn State, at 11:25 am EST on March 9, 2006

Multiple Identities

You’re right, it is weird not to mention music. When you talk about Oberlin branding, music is it—the Conservatory is what nearly everyone who has heard about Oberlin associates with the school. I guess it’s not a bad thing, but Oberlin is so much more than the Conservatory.

Getting back to those “overprivileged” students—when I was making my college choice in 1983, Oberlin offered me a better financial aid package than Northwestern. Maybe it’s not easy to make a comparison based on one sample, but let’s give Oberlin credit for making it possible for tens of thousands of middle-class kids like me to attend the school throughout its history. While I am troubled that lower-income students might find a harder time affording an Oberlin education in the future, it’s too easy to blame the school administration. Let’s be honest—the school’s finances are not on very solid ground. Oberlin graduates tend not to pursue lucrative careers, and thus don’t donate huge amounts of money to the school...maybe Dr. RingDing and others can help the ol’ alma mater out?

ObieOne, at 11:34 am EST on March 9, 2006

Oberlin has a very substantial endowment, around 700 million and one which grew almost 20% last year. An endowment that rates very close to the top of the liberal arts list. Oberlin does a fairly good job of attracting low income students, about 16%, but they are certainly not overrun with poor kids. With about half the students able to pay full price they certainly have a reasonable number of full paying students. The problem at Oberlin appears to be in management, and ridiculous slogans are not going to solve anything, in fact, they may serve to shine the light on poor leadership. With the kind of endowment they have no reason to engage in the kind of nonsense they do. They need to make some changes in their admissions criteria and attract some more middle of the road kids — not necessarilly wealthier ones. Their values and policies appear to be in conflict.

owen, at 12:20 pm EST on March 9, 2006

Play Ball Or Parish

Oberlin has to look itself in the mirror. Who is Oberlin? What does Oberlin stand for? Does Oberlin want to play ball with the elite academic powerhouses? Should Oberlin become REED? Oberlin can’t have one foot in the game and one foot out. Oberlin needs to step up, play ball, compete, or else suffer the continued drop into second-tier.

Captain Obvious, at 1:30 pm EST on March 9, 2006

Think one person can change a brand? Neither do we.

I’m just a student at Oberlin, so I don’t have intimate knowledge of all things. But this is what I know. I was very anxious about the campaign and I don’t know if fearless is the answer, but this is something we need to be doing.

Dr. RingDing, Oberlin is hardly a school for “limousine liberals.” I’ve only seen one limousine here over the past 3 years. Yes, Oberlin is working to attract more full pay students. It’s doing so because we now have much more of a normal income distribution than most schools (which tend to have a strong binomial distribution between poor and rich). We have a lot of middle class students here. The more tuition dollars coming in from increases in full pay students are going directly to lower income and minority students.

The right students at Oberlin are the ones who have and will make a difference in our world. They are the ones who are committed to bettering humanity. They are the ones with drive and will and desire.

And thank you for bringing up New Orleans, Dr. RingDing. Our college—administration, students, Conservatory, & College—has raised a tremendous amount of money for effected institutions of higher education. And our students—the right students—have spent their fall breaks and Winter Term in New Orleans to help with the recovery effort.

Why no mention of music? From my personal experience everyone already knows about the Conservatory. Whenever I tell people I go to Oberlin they ask me what instrument I play. But then again, this is an article that doesn’t go in depth to what the branding/identity plan is. Heck, the plan is just in the formation stages. I don’t grade papers based on the first sentences. Patience...

Captain Obvious: you’re partially right. Most of us have an idea of what Oberlin is. This branding project is more about finding Oberlin’s identity and better communicating that to the public.

Colin, student at Oberlin College, at 4:45 pm EST on March 9, 2006

On the Right Track!

Oberlin’s new idea for a marketing plan is a great idea. “Think One Person Can Change the World” is a great slogan, and one that Oberlin pioneered as a marketing campaign many years ago. But now, many other schools use a similar theme in their branding, and Oberlin needs to once again do something new and daring. The idea of fearlessness seems to describe Oberlin well: we are students are dare to be different, an institution who was fearless in granting the first equal degrees to women and African-Americans, and a campus that is intellectually fearless in its musical excellence, its devotion to higher education, and in changing the world. Oberlin alums don’t just THINK one person can change the world, they are enagaged and courageous enough to try DOING it.

Kudos to Oberlin for thinking strategically about its future, and being intentional in trying to make Oberlin a household name associated with excellence and a unique spirit of boldness!

Recent Grad, at 4:45 pm EST on March 9, 2006

Correction

Owen — Oberlin’s endowment is actually in the lowest third of endowments among our peer institutions. There are other small colleges with a lot more, for example Swarthmore’s endowment is over $1 Billion.

Ringding — I don’t understand your apparent distaste for Oberlin, but I would disagree with you. 60% of our student population receives financial aid of some sort, and with few merit based scholarships, most of that is needs based. That is a substantially higher percentage than at most of our peer institutions and is where the largest chunk of our yearly operating budget goes. That’s not to say that there aren’t very wealthy students here, but again, in comparison to our peers I think you’ll find a much more unique and diverse group at Oberlin than at any other top tier liberal arts college.

ObieKid, at 5:20 pm EST on March 9, 2006

Sorry to break it to you Obie Kid, but Oberlin is not a “peer” institution to Swarthmore or Amherst or Pomona for that matter. Oberlin’s rep has dropped considerably, it’s peers are now schools like Bates, Bucknell, Trinity, Hamilton. Oberlin has significantly more endownemt funds than those schools but if it wants to again become a peer with Swat or Carleton etc, Oberlin needs to make more significant changes than a slogan. (BTW, it’s in the top ten of LACs in funds)

owen, at 10:55 pm EST on March 9, 2006

Capitalizing on unconventionality

I definitely like the effort, and I think I like the approach, as long as it doesn’t get too cute. I hope the marketing folks Oberlin is working with are experienced in promoting colleges and not in selling peanut butter. With a history of unconventionality and a tendency to attract unconventional students, this would seem to be a promising avenue for promoting the college. With so many other schools (and society) seeming to become ever more conventional, a college like Oberlin is more necessary now than ever before.

One negative about Oberlin I’ve heard from some prospective students (including my daughter) is its location. I’m not sure what can be done about that, other than to show that Oberlin is not, in fact, in the middle of nowhere but is an hour away from most big city attractions. Is it Boston? Of course not, but students for whom those things are that important are probably not the “right” students for Oberlin anyway.

Ken, at 10:55 am EST on March 10, 2006

splittin’ hairs

“Oberlin has a very substantial endowment, around 700 million and one which grew almost 20% last year. An endowment that rates very close to the top of the liberal arts list.”

Oberlin also has a larger student body than most of its peers — be they Swarthmore or Hamilton. So the per-capita endowment figure, which is arguably a more accurate indicator of financial health, doesn’t given Owen’s argument much support.

pedant, at 3:45 pm EST on March 10, 2006

sorry pendant, but Bucknell, Colgate have far more students than Oberlin and Smith has about the same amount. B and C are financially sound and Smith has done a fantastic job of enrolling low income students. When you have 700 million you should be able to make things work. Perhaps the new slogan for Oberlin should be “the college that can’t”

owen, at 5:25 am EST on March 11, 2006

Owen, I really don’t understand your apparent hatred of Oberlin. But peer institutions aren’t defined just by numbers on US News and World Report (though even by those numbers we are still in the running with Swat, Amherst, Carleton and Wesleyan...yes we’ve dropped a few places, but we are still in the top tier.) These are also schools who are members of the “Sweet 16″ a consortium of colleges which recognize each other as peers and who share information. So yes, they are our peer institutions.

ObieKid, Oberlin, at 2:25 pm EST on March 17, 2006

Yo

Hey Owen, how about you put your money where your mouth is. I don’t disagree, it takes more than a slogan to change a foundation, but if you have such great ideas about where Oberlin should go, why don’t you apply for a job with they staff, or at least send you ideas to the right outlets within the institution? Otherwise your just another critic. Straight up.

Dpeel, Hey Owen, at 7:00 am EST on March 19, 2006

Hey Dpeel

Hey Dpeel- Lighten up on Owen. At least Owen can write.As for Oberlin, since Robert Maynard Hutchins, of University of Chicago fame,went there for two years (1915-17)it can’t be all bad. A college has to reinvent itself every now and then in order to stay relevant.

barb honaker, Senior at Shimer College, at 5:15 pm EST on March 22, 2006

The State of Higher Ed

I agree that redefining and better articulating Oberlin’s mission is important in ensuring the long-term health of the institution. I just hope the mission remains the cultivation of intellectual curiosity and a concern with issues of social justice. In the years since graduating, I’ve been most proud of the interesting and socially conscious work that Oberlin grads do. As an undergrad I often wondered if the campus rhetoric would amount to much in the real world (see the Limousine Liberal comment above). But many of my fellow graduates have made it very clear to me that their political concerns were true convictions and not a passing phase.

My greatest worry is that Oberlin will begin to redefine its mission and goals to fare better in the US News rankings. I applied to schools in the years when the rankings were just beginning to establish themselves as a key evaluative tool for prospective students. At that point Oberlin was ranked 8th (vs. its current standing at 23). I very much doubt that anything has changed in the intervening years, apart from the criteria that US News uses. My decision to attend Oberlin was based on the school’s history and its unique culture. Swarthmore, Pomona, Bucknell, Hamilton, and Co. are all wonderful schools but very different places of learning in terms of their curricula and student bodies. If schools begin to sacrifice their identities to achieve a better rank, we may lose the rich diversity of our higher education system – that should be a serious concern for those who worry about America’s intellectual health.

Students should focus on selecting schools that offer them an educational experience that will expand and deepen their understanding of the world. Oberlin, in turn, should make every effort to ensure that financially disadvantaged students have access to an Oberlin education. My appreciation for my Oberlin education has continued to grow over the years. Oberlin fostered in me a willingness to think critically and creatively. The fruits of an education are not easily ranked.

And a word of advice to rank-obsessed students at these elite schools: once you graduate and enter the real world the vast majority of Americans will never have heard of any of these schools (except for members of your “peer” group). Your energies are best spent availing yourself of your school’s unique educational offerings instead of fretting about the rankings in a magazine.

OC94, at 11:20 am EST on March 24, 2006

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