2017 Admissions Institute for New Professionals (AINP)

July 31 - August 3 | Newport Beach, CA



New to Admissions?

Would you like to become more effective in your Admissions practice? Gain perspective and understand the current graduate management education (GME) landscape? Answer ranking related questions with confidence? Maximize your outreach efforts? Interview more effectively? In essence, master the Admissions process while strengthening your professional network?

The Graduate Management Admission Council has worked for over 60 years with graduate Admissions professionals from around the world. Steeped in admissions expertise and experience, we see the need for more formal education and training in admissions practices.

Since 1981, we have offered the Admissions Institute for New Professionals (AINP), a continuously-evolving program designed to equip those new to admissions with the knowledge and networks they need to be successful in their careers.

AINP is an essential program for every new professional working in admissions, recruitment, outreach or marketing.

Program Overview

Designed as a cohort learning, executive education experience, this comprehensive program utilizes a combined learning methodology that includes lectures, cases, group discussions, workshops, and individual contribution to help participants master the admissions profession. Experiential learning is key. As part of an interactive classroom environment, you will discuss the Cave Hill Business School Case Study. Cave Hill, a fictitious business school facing myriad challenges including a fall in published rankings and a need to increase total applications to ensure intake quality.

The program will provide you with a deep dive into three foundational modules: Context, Outreach, and Evaluation.

  • Context. The best admissions tools are useless if not applied within the right context. AINP will explore the graduate management education (GME) landscape, including the forces that have shaped its evolution, like rankings. As well, the program will provide insight into the mindset of current and future applicants, which can help orient your practices going forward.
  • Outreach. The outreach module provides the necessary tools to maximize outreach activities throughout the candidate, student and graduate life cycle, including: enhancing recruiting events; engaging candidates utilizing different marketing tools; becoming an effective career coach; managing your message; and tailoring and implementing effective yield management strategies.
  • Evaluation. The evaluation module will teach you to review an application and prepare for an interview; interview effectively; and implement effective strategies for crafting a class.

Learning Outcomes

  • Learn how Admissions plays a role in sustaining quality growth in the student to alumni life cycle
  • Understand the current global GME applicant landscape in the US and abroad
  • Discuss how rankings can impact the admissions process 
  • Use rankings knowledge to respond to stakeholder inquiries
  • Plan how your messaging and branding strategies can drive recruitment activities and outreach 
  • Identify the impact your Admissions role has on prospective student career tracks 
  • Learn how applications and interviewing will dictate the class composition and student career prospects

Admissions Process

Once you sign up for the program, a member of our Professional Education & Training team will contact you to review your profile and ensure the program’s learning objectives fit with your training and development needs and goals.  


Day 1: Monday, July 31, 2017

01.00-01.30 pm Registration

01.30-02.30 pm Welcome and Icebreaker: Getting to Know Your Learning Team

Learning Teams are designed to encourage deeper networking among AINP participants, providing a formal avenue for reflection and idea sharing on program learnings and general industry topics. Learning Teams will meet once during the program to discuss market trends, challenges and/or opportunities faced; share views and conclusions following AINP learnings; and exchange career progression and other information. In this introductory session, you will meet your Learning Team members for AINP 2017.

Camila de Wit, Consultant, GMAC
Soojin Kwon, ‎Director of Admissions, Ross School of Business, University of Michigan

02.30-04.00 pm The World of Admissions

The Graduate Management Education (GME) industry is constantly evolving, making our work in admissions more complex and dynamic. This session will set the stage for the rest of the program, providing an overview of the applicant to student to graduate life cycle and the importance of the admissions function for business schools and for the industry. It will begin a dialogue around the challenges faced by admissions professionals and the opportunities to make our jobs easier by collaborating with key stakeholders in the admissions process.

  • Briefly describe common challenges and opportunities for recruiting, marketing and admissions professionals, and the importance of these functions for business schools and for the industry.
  • Recognize the trajectory from prospect to alumni and discuss the importance of the admissions role in sustaining quality growth.
  • Identify ways to collaborate with different stakeholders throughout the candidate to student to graduate lifecycle to become more effective admissions professionals.

Soojin Kwon, ‎Director of Admissions, Ross School of Business, University of Michigan

04.00-04.15 pm Networking Break

04.15-06.30 pm Power in the Ranks: Introduction to Rankings

Rankings are a major influencer in the decision-making process of most, if not all, candidates. Understanding how the different rankings work, what they measure and how your program is positioned relative to the marketplace is key in responding to stakeholder inquiries and helping to better position your program relative to competitors. This session will provide an overview of global ranking methodologies and will use a practical case study of the imaginary institution Cave Hill Business School to implement key learnings and concepts to make you a more effective professional when speaking to prospective candidates about your program.

  • List and briefly describe the key rankings that business schools rely upon, what influences them and key drivers.
  • Discuss how admissions professionals can use ranking knowledge in the admissions process.

Camila de Wit, Consultant, GMAC

06.30-08.30 pm Reception & Dinner with Your Learning Team

Day 2: Tuesday, August 1, 2017

07.30-08.30 am Breakfast

08.30-08.45 am Announcements

08.45-10.45 am How to Position Your Program in a Complex World

Graduate management education (GME) is a rapidly evolving industry. Being a capable marketing, recruiting and admissions professional in today’s market depends on having a firm grasp of the key trends affecting GME on both the supply (schools) and demand (students) ends of the equation, as well as understanding your programs’ position relative to your competition. This session will review global GME trends from the perspective of business schools and apply GMAC’s global GME candidate segmentation model to Cave Hill Business School’s outreach initiatives in an interactive workshop. 

  • Discuss current graduate management education (GME) market trends.
  • Become aware of GMAC data resources and discover how data insights can improve your effectiveness as an admissions professional. 
  • Gain an in-depth understanding of GMAC’s global GME candidate segmentation model and how it can be applied to hone business schools’ targeting and marketing strategies for prospective GME students around the world.

Matt Hazenbush, ‎Research Communications Senior Manager, GMAC

10.45-11.00 am Networking Break

11.00-12.30 pm Learn from the Experts (and One Another)

As a new admissions professional, you will face a host of challenges intrinsic to the GME industry. This interactive session will be facilitated by seasoned admissions professionals that come from various institutions, program types, sizes, and cultures. They will share their wealth of admissions experience and include best practices and advice about the many dimensions of the admissions process. They will also discuss developmental tips for new professionals to the field. Come prepared with questions and be ready to share your own knowledge.

  • Discuss the challenges faced by admissions professionals within the GME industry, which may include high travel, increasing enrollment pressures, managing expectations from multiple audiences (internal vs external), balancing quality vs. volume, selling more than one program, etc.
  • Discuss the career of an admissions professional including developmental tips, potential career moves, opportunities that shouldn’t be missed, available resources that should be used, etc.
  • Discuss and benchmark best practices within the admissions function: key learnings, maximizing off and on campus recruiting events, minimizing travel challenges, etc.

Jay Bryant, Director of Graduate Admissions and Recruitment, Rady School of Management, University of California, San Diego
Jon Kaplan, Assistant Dean and Director, Full-Time MBA Program, The Paul Merage School of Business, University of California Irvine 
Kellee Scott, Senior Associate Director, MBA Admissions, Marshall School of Business, University of Southern California

Moderator: Camila de Wit, Consultant, GMAC

12.30-01.45 pm Lunch

01.45-03.45 pm

Message and Messenger: Keys to Conveying your School’s Brand
We may be referred to as the recruiting, marketing or Admissions departments, but sales is the core of everything we do. However, ensuring we find the right “fit” between what a candidate expects and what a program can deliver to meet those expectations is key for long term success. But how do we differentiate our programs when everyone else seems to be offering similar things? And if you represent a small school, how do you compete against much larger, better-known institutions? In this highly interactive session you will learn how to identify your “secret sauce” – the strengths and benefits of your program and what they mean to different stakeholders – and communicate it more effectively when speaking to candidates in the admissions process.
  • Describe key concepts including product differentiation, value proposition, positioning and their application within the graduate management education (GME) industry.
  • Describe how to identify a program’s key strengths and benefits, what these mean to different stakeholders, and the impact this information has in the sales process. 
  • Discuss the skills necessary to manage your message effectively to key audiences.

Soojin Kwon, ‎Director of Admissions, Ross School of Business, University of Michigan

3.45-4.00 pm Networking Break

4.00-5.30 pm Learning Team Discussion

These small teams are designed to encourage deeper networking among AINP participants, providing a formal avenue for reflection and idea sharing on program learnings and general industry topics. Come prepared to discuss market trends, challenges and/or opportunities faced; share views and conclusions following AINP learnings; and exchange career progression and other information.

05.30 pm Free Evening

Day 3: Wednesday, August 2, 2017

07.30-08.30 am Breakfast

08.30-08.45 am Announcements

08.45-10.15 am Career Coaching: A Key Component of the Admissions Professional’s Toolbox

Successful admissions professionals can marry a candidate’s aspirations and past experiences with the current hiring and employment landscape to help determine if the candidate is the right fit for a program, and vice-versa. This session will provide you with the necessary knowledge to guide candidates to set realistic career goals, help manage their expectations, and position you as a knowledgeable resource on the benefits of graduate management education.

  • Describe career coaching and its importance to admissions.
  • Briefly discuss the most prevalent career “exits” post-graduation from a GME degree (including Industry, Consulting, Financial Services) as well as skills sought and recruiting timeline.
  • Identify ways to gather additional information about career opportunities.

Camila de Wit, Consultant, GMAC

10.15-10.30 am Networking Break

10.30-12.45 pm Standing Ovations Presentations

As recruiting, marketing and Admissions professionals, we are constantly being asked to represent our school in front of internal and external stakeholders including candidates, current students and faculty to name a few. To be effective, we need to ensure we establish credibility and presence, making your audience feel engaged. This hands-on, highly participatory session will explore the distinction between good and truly great presenting; between developing and promoting a good and outstanding personal brand. The session will provide you with a framework to become an effective communicator, one who internal and external stakeholders see as memorable and professional.

  • Discuss the importance of effective communication within recruiting, marketing and admissions.
  • Discuss the different opportunities to deliver presentations/brand yourself with internal and external stakeholders.
  • Describe how to gain credibility and presence with different audiences be it delivering extraordinary presentations or in individual exchanges with stakeholders.

Todd Salovey, Associate Artistic Director, San Diego Repertory Theatre and Faculty, The Rady School of Management, University of California, Sani Diego

12.45-2.00 pm Lunch

02.00-02.30 pm Demystifying the GMAT

Our programs attract students from all over the globe with diverse backgrounds and from varying education models. This session will explore the role of the GMAT in standardizing the candidate evaluation process, examining what the exam measures and how it fits into a balanced admissions process. This session will help you answer questions from prospective students, colleagues, faculty members, and your dean.

  • Briefly describe what the GMAT measures, validity, ability to predict success in class and beyond, how and how often it is administered, security protocols, etc. 
  • Describe how schools get reports from GMAC, how fast scores are available, and how long they are valid.

Kailin Burns, ‎Market Development Manager, Americas, GMAC

2.30-3.45 pm The Application: Initial Review to Effectively Prepare the Interview

The application is the basis for candidate evaluation. Each school carefully crafts the application questions, essays, and supporting documents to gain key insights into an applicant’s background, experience, decision-making process, ability, and fit. This session will share key tools to analyze the different components of an application with the goal of better understanding prospective students to prepare an effective interview. It will include information on trends and new techniques employed by schools to innovate the application process and stay on top of technology and other changes in the market.

  • Describe the individual components of MOST standard applications, their purpose and how they are factored into most admissions decisions 
  • Discuss the benefits of each individual component and how their totality provides a holistic view of the individual and their candidacy.
  • Discuss potential differences in application requirements among AINP participants.
  • Evaluate each component of the application and how it can be used to prepare for the interview.
  • Discuss key trends and changes in application requirements within the industry.

Rodrigo Malta, Director of Admissions, McCombs School of Business, University of Texas at Austin

3.45-4.00 pm Networking Break

4.00-5.30 pm The Art of Interviewing: A Primer for Admissions Professionals

Although there is no right way to interview, all successful interviews have this in common: they create situations in which information can be exchanged easily, evaluated fairly, and communicated clearly. Selection interviews give you a unique opportunity to obtain applicant information that is either impossible or impractical to get any other way. How you use the interviews becomes critical to your success in selecting top candidates. This highly interactive session immediately following the review of an application will help you build an effective interview process, learn the latest techniques, and improve your skills.

  • Describe interviewing, its objectives, and importance in the admissions process.
  • Discuss the information admissions professionals seek to get from an interview.
  • Identify key interview questions designed to get to know the candidate, their skills, achievements, strengths, and weaknesses, and their potential fit with the program and school.
  • List the necessary skills needed to interview effectively as well as ways to create an optimal interview atmosphere.
  • List techniques admissions professionals can implement to enhance the personal interaction with candidates in the interview process.
  • Apply interview techniques in mock interviews.

Rodrigo Malta, Director of Admissions, McCombs School of Business, University of Texas at Austin

5.30-6.30 pm Reception then free evening

Day 4: Thursday, August 3, 2017

07.30-08.30 am Breakfast

08.45-09.00 am Announcements

09.00-12.00 pm Strategies for Crafting a Class: Admitting and Yielding the Right Students

Based on applicant information from the Cave Hill Business School case study, this session will mimic a real Admissions Committee where candidates are reviewed and their merits debated, taking into consideration the interests of various stakeholders in the selection process. Yield concepts will also be introduced in the discussion, as program enrollment is the ultimate goal of all marketing, recruiting and admissions departments. You will walk away with actionable strategies to ensure conversion after an admissions decision is communicated. This highly interactive simulation will allow you to see how different admissions and yielding themes and topics converge into a true-life-situation.

  • Evaluate and rank 14 candidates based on academic achievement, work experience, extracurricular activities, career objectives, recommendations, and impact on the admissions process.
  • Discuss the merits of each candidate in an Admissions Committee and defend candidate ranking decisions based on objective data.
  • Analyze and evaluate different stakeholder opinions and points of view within the admissions process.
  • Recognize the relationship between admission, enrollment timing and melt and identify areas within the funnel where melt can happen.
  • Discuss strategies to minimize melt at each stage of the funnel aimed at converting admits to enrolled students.

Camila de Wit, Consultant, GMAC
Megan Overbay, ‎Principal at Kennedy & Company Education Strategies

12.00-12.30 pm Wrap-up

Registration & Fees

Target Audience and Application Process

AINP is targeted to professionals from a variety of schools—large, small, global, and regional—with work experience between six to 36 months in graduate management admissions. Past attendees have previously held positions in the corporate world or other areas of the university.

Once you sign up for the program, a member of our Professional Education & Training team will contact you to review your profile and ensure the program’s learning objectives fit with your training and development needs and goals.

Registration Fees

Tuition Fees for the 3 day program (not including travel or accommodation)

Early registration fee is US$ 2,100 and is valid through June 23, 2017
Registration fee after June 23, 2017 is US$ 2,400

Tuition includes all program materials, certification, and scheduled meals. For further information please contact programs@gmac.com.

Hotel & Travel Information

AINP West will be held at the Newport Beach Marriott Hotel & Spa in Newport Beach, CA. Make your hotel reservation early to receive the rate of US$ 189 per night plus tax and $10 destination fee. This rate expires on July 9 or when the room block is filled. 

newport beach
Newport Beach Marriott Hotel & Spa
900 Newport Center Drive
Newport Beach, California 92660
+1 (949) 640-4000

What Attendees Are Saying

"Thanks for an amazing four days. I’m still inspired and started implementing some of the learnings from the workshop. Really, it’s one of the most useful courses I’ve attended: very relevant to the job and on a personal level."

AINP 2016

AINP 2016  AINP 2016 AINP 2016 AINP 2016

"The AINP program was a great opportunity, very useful, I learned a lot, and I made a lot of new contacts. I’m already thinking of who I can send next year."

"It was a great learning, knowledge-sharing and networking experience for me. I absolutely loved it!

I made new friendships and I appreciate having the opportunity to hear from the experts about our business in a very structured format."

"I very much enjoyed the week and came back with many ideas that I can’t wait to share with my team."

"Thank you once again for this experience. It has been really inspiring to meet amazing people and share with them so much about our job."