Regional public university chief marketing officers' perceptions of best practices for addressing the enrolment cliff

Higher education institutions rely on student enrolments to generate revenue through tuition and fees. The next decade will bring a significant enrolment drop for many institutions because of several factors, including birth-rate declines and demographic shifts. The projected enrolment decline has been called the enrolment cliff due to the impact on colleges and universities that will face a major revenue loss if enrolments decline as predicted. This case study explores chief marketing officers' perceptions of best practices at regional public universities that must be addressed to utilise marketing to help mitigate the enrolment cliff.