Growing Your Testing Center’s Business and Revenue
Jim Kalna, Supervisor, Testing & Talent Assessment Center – Columbus State Community College,
Columbus, OHKay Alford, Director of Academic Testing, Coastal
Carolina University, Conway, SC
The Journey
Testing & Talent Assessment CenterColumbus State Community CollegeSeptember 2010 – June 2012
The Landscape
• Charged to grow the business and be profitable in 2-3 years
• Test Center already had 10 Test Vendor Agreements and 1,474 exams in place
• Very professional and experienced staff• Wonderful setting and expansive testing
environment
Building Volume
• National College Testing Association (NCTA) List-Serve
• Becoming an Authorized Test Center for every Test Vendor
• Rely on Test Vendors’ national marketing to bring test candidates to our Test Center
Obtaining Vendor Service Agreements
• List-Serve Opportunities• Test Vendor or Exam Websites• Overcoming Territory Competition Challenge• Center Profile – Resume – Photos• Follow up E-mails, Phone Calls, Building
Relationship (Sales)• Building Relationship with CSCC In-House
Counsel
Building Campus Links – Fire Science Technology Program
• Program Coordinator was internally providing graduates with State Fire Certification Exam
• We took this over and built cost of exam and proctor fee into “Lab Fee” of program
• Important Certification Credential to augment education and increase employability transition to professional workplace
Building Campus Links – Aviation Maintenance Technology Program
• I learned CSCC has a degree program while obtaining PSI/LaserGrade Vendor Agreement
• Graduates need 3 FAA Maintenance Certifications to gain entry to career and workplace
• Provided a favorable group discount for program graduates to take these exams with us
• Other connections: AOPA, Industry Companies, Internship opportunity
Building Campus Links – Pharmacy Technician Training Program
• Non-credit Pharm Tech program at CWD• I lobbied hard with NHA and PSI to give me
their ExCPT Exam leading to Certified Pharmacy Technician certification
• Greatly augments program graduate’s training and strengthens ability to enter the workplace
• Program Coordinator and Instructors pleased we can support the success of their students
Building Campus Links – GED Prep Program
• Program Coordinator wanted the TABE online version in our Center so they can forego the paper/pencil version
• Secured Vendor Service Agreement• Developed pricing, procedures, etc., with
Program Coordinator• Strengthens Program’s ability to determine
academic skills placement of students entering the program and prepping for GED
Building Campus Links – CSCC Healthcare Programs
• Existing pathway with Nursing and Allied Health Professions programs for Admissions Exams
• Professional Testing Support – research, white papers, detail test construction, improved test results discussion for candidate, etc.
• EMS/Paramedic Program comes on board• Candidate Application Packet – Document and
Process for Applicant testing
Building Campus Links – CSCCLogistics/ART and Bioscience Technician
• Non-Credit and Credit Certificate Programs• Consultation on Assessments for Candidate
screening into programs• Occupational Personality Questionnaire
(OPQ), Manufacturers Toolbox (MTB), Background Checks and Drug Screening tools as part of the programs’ Candidate Application Process
Building Campus Links – CSCCHeating and A/C Degree Program
• Partnered with Credit Program Coordinator to obtain Air Conditioning, Heating and Refrigeration Institute’s (AHRI) and North American Technician Excellence (NATE) Certifications critical for graduates entry into the workforce.
• Cost of these Certifications and our Proctor Fee are built into the Lab Fee of the final course in Program Curriculum
Building Community Links
• Have service contracts with three companies (Bioscience and Manufacturing) to provide various Assessments as part of their Talent Acquisition Candidate Screening Process
• Use the WorkKeys Technical Assessments and the Manufacturing Toolbox (Technical and Workstyle Preference)
Metric Results
Test Vendor/Exam Portfolio (2000 – Aug., 2010) Total Vendor Agreements – 10 Total Exam Portfolio – 1,474
Test Vendor/Exam Portfolio (as of May 2012) Total Vendor Agreements – 35 Total Exam Portfolio – 3,216
Revenue/Tests
FY 10 - $111,891 Revenue – 6,137 Tests GivenFY 11 - $148,882 Revenue – 6,459 Tests Given 33% Revenue Increase from FY10FY 12 - $218,166 Revenue – 12,589 Tests Given
47% Revenue Increase from FY11
95% Tests Given Increase from FY11 95% Revenue Increase from FY10 105% Tests Given Increase from FY10
Next Steps
• Update Website – Done June, 2012• Organize all Certification Exams by Profession
and Industry• More Partnerships with CSCC Academic Depts• Partnerships with Community Professional
Organizations• Market to Community Private Companies’ HR
Depts on Talent Management Assessments
Other
NCTA Test Center Certification• One of Four schools in 1st Certification cohort
to meet the rigorous Certification Standards, Guidelines, and Process and become the First Ohio Post-Secondary Institution Certified
• Adds perceived Value/Trust to secure additional Test Vendors and Confidence of Testing Candidates to choose us
Other
• Member of NCTA States and Regional Organizations Committee
• Member of Steering Committee that formed Ohio College Testing Association and held its inaugural Conference in June, 2012
Jim Kalna – Ph: 614-287-5425E-mail: [email protected]/workforce/test
Build It & They Will Come
• 2006 – 3 ETS Stations, 1 room• 2012 – 18 Stations, 4 rooms for 15 different
testing companies and over 600 various tests• Small testing rooms (6-8 stations)• Distraction Free• Fast Internet • Up-to-date equipment• In-house monitoring cameras
Market Your Facility• Is your website easy to locate or is it buried under
layers of others?• How up to date &/or informative is your website?• Do you have a brochure? Put it in locations such as
flight schools, schools of cosmetology• Participate in local job fairs-network with the
participating employers• Build relationships with your faculty & staff; network
and share information• Exit Exams• Join the Consortium of College Testing Centers
The College Level Examination Program (CLEP)
• Educate those who advise or benefit from the exam– Advisors in your school (in all areas, athletic
advisement, placement testing, freshman advisors)
– Guidance counselors at area high schools– Participate in orientation and let parents know
how this option can save them $$$– Home-schooled students
Stay Tuned In!• Be aware of career trends and what testing
opportunities they might require• Keep up with new programs or degrees which
your institute or others in your area may be considering
• What’s happening in your state regarding education issues?
• Keep up with companies/tests changes• Ask for feedback – survey, assess, keep track of
missed appointments & no shows
Last But Not Least• Keep your expenses in mind when making decisions
on which tests to offer– Does the company provide all or any of the necessary
equipment or do you?– Can the test(s) be administered in the same room
w/others?– Is the volume of testing for a particular company so small
that you are not receiving payment?– Is it causing an unnecessary expense for you to have staff
on hand?– How far away is your closest competitor?
