Tools for the Recruiting Kit Bag LTC Patrick Soos PMS, Niagara University

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Tools for the Recruiting Kit BagLTC Patrick
SoosPMS, Niagara University
Marketing Advertising
ARMY ROTC
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Agenda

• The Bottom Line
• My Philosophy
• Connecting with Your Market
• Catching the Prospect
• Making Ads
• Sales Literature
• MS I Classes
• On Campus Engagement
• Partnership Success
• Miscellaneous Tools
• Commanders Comments

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The Bottom Line

• ROO has to be the right officer for the job
• You better be internally driven
• Recruiting has to be your passion. This is sales
• You have to work LONG hours
• This isnt a break like the OPS job
• Probably no time for the masters degree (sorry)
• You ARE where the rubber meets the road (You feed
  the family)
• You will work weekends
• You should work with ARNG/USAR recruiters
• Find the money
• Clubs, University Classes, Endowments, Donations

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ROO Philosophy

• ROO is the general manager, PMS is owner
• Recruit the franchise players to build a
  successful mission set upon
• I look for 2 female SALs and several diverse male
  SAL pillars in which to build the mission set
  upon
• I am aggressive in going for a SAL I want
• I am a college recruiter
• I make my recruitees feel special and proud

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Connecting With Your Market

• 18-23 year olds are IT savy
• Get to know their environment and use it
• Facebook/MySpace
• ROTC School Website
• AIM
• Text Messaging
• You Tube
• Email

• Facebook is invaluable in looking at a prospect,
  finding friends in common and finding that
  angle. Also lets you monitor your cadets
  surroundings and associations discretely

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Catching the Prospect
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The Art of Fishing

• Recruit at college fairs
• Buffalo, Rochester, Syracuse, Cleveland, Boston,
  New York (We should have two tables everywhere)
• Recruit at Boys and Girls State cream of the
  crop
• Recruit and mail on JROTC lists and prospects
• Recruit at your local feeder high schools
• Recruit at school transition fairs, freshmen
  orientation, graduate school fairs
• Market yourself to your college admissions office
  as force multiplier for your schools recruiting
  team

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Cast the Net

• More on College Fairs
• 195 leads in Buffalo
• Had the scholarship check posted up high
• Tag team effort with sister ROTC programs
• Share leads
• Follow up with an email. Target the SALs
  aggressively
• Have them apply early
• High School Counselor
• See if your college has a list of all counselors
• Make your ARNG/Reserve recruiter give you the
  list
• Have your HTRs and GBRs visit your feeders
• Get school email lists from IT
• Send emails to every student tailored to each
  class 2 X a year

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Trolling

• University Freshmen Orientation 3 contact
  rule
• Letter welcoming to University
• Flyer in orientation packet
• HUGE presence with a table during sessions
• Bring out the giveaways, food, drinks
• Posters and lawn signs reminding about signing up
• Speak to Academic Exploration Program
• Use cadets at orientation to sell the message
  in civilian clothes
• Do the IPB, i.e. do you need to soft sell, GBR in
  As?
• Have the goal of just getting students in the MIL
  100 classes (cheeks in seats)

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Army ROTC Nurse Program
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Program Idea for Nursing

• 1 X 2 X 1

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NCCC Nursing Partnership

• We saw great potential for a Nursing mission from
  Niagara Community County College (NCCC) students
  who finish their BSN requirements at NU. Could
  start as early a commissioned nurse from NU in
  11.
• Approximately 400 nursing students in NCCCs RN
  program.
• The head of NUs RN to BSN program is an ally of
  the department. We expect great support and also
  ample briefing time in the nursing classes.

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Dual Degree Program in Nursing

• (121 Program)
• Niagara University and Niagara Community College
  of Nursing
• The Dual Degree Program in Nursing (DDPN)
  represents a unique articulation agreement
  between Niagara University and Niagara Community
  College of Nursing. This DDPN requires two years
  of full-time study at Niagara University (years 1
  and 4) and two years of full-time study at
  Niagara Community College of Nursing (years 2 and
  3) to satisfy both the associate degree and
  bachelor degree requirements

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Program objectives

• The program objectives of this articulation model
  are to
• Encourage a younger cohort of students to major
  in nursing.
• Provide an innovative approach that contributes
  to the recruitment and retention of applicants
  pursuing nursing education.
• Promote the smooth transition of qualified
  applicants between Niagara University and Niagara
  Community College.
• Provide students with a dynamic four-year
  living and learning campus environment at Le
  Moyne that enhances their personal and
  educational development.
• Offer educational mobility leading to the
  Bachelor of Science.

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Create your ads - Nursing

• USACC doesnt have local marketing edge
• Put up in nursing departments
• I bought the ladies online 30
• Find the HUGE benefits of Army nursing
• Charge nurse experience
• Advance schooling
• Pay is good
• Scholarship for qualified is AUTOMATIC!
• Internships like crazy
• Posters cost 36 each
• Frames cost 14 each (bulk)

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Criminal Justice

• Do your homework
• Execute your plan
• Market natural link between CJ and military
• Market SECRET Clearance
• Build alliances with political science, criminal
  justice and departments that have a commonality
  with the military

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Partnership Posters

• Specific to each school
• Show the pay scale
• Talk scholarships
• Find what the thing is that drives your market
• Newspaper ads should be the same way

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Feeder Posters

• Extremely important at community colleges
• Give task to MI or other cadre member if your
  plate is full
• LTC Market
• SMP Market
• Any bachelor degree oriented student will be
  transferring

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Sales Literature

• USACC doesnt print for you
• You have to do it
• No piece of paper sells your program better
• Should be all inclusive

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Printing a quick FAQ sheet
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Use the Pay Ladder
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Mil 100 Classes

• ROOs must teach 100 classes
• 80 students, 5 prospects, 3 leads, 2 contracts
• We have 7 class offerings (I teach 2 or 3)
• I am the MS I advisor (I brought them in)
• Every class is like Mr. Hollands Opus
• Demilitarize
• A student doesnt need to know the colors of the
  M203 round
• Make it relevant to students/leaders
• Get athletes in the class (PMS helps!)

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Organizational Leadership Classes

• Army Writing Style
• Preparing and Giving Briefings
• The Problem Solving Process I
• The Army Problem Solving Process II
• Goal Setting
• Active Listening Assertiveness Skills
• Counseling Methods
• Nutrition
• Life in the Army as an Officer

• The Army - Fact and Fiction, Myers Briggs
  Personality Indicator
• What Officers Do / Military Customs Traditions
• Land Navigation Learning to read a map
• Time Management
• Stress Management Physical Fitness
• Introduction to Leadership Invaluable skills on
  learning to lead
• Leadership Be-Know-Do
• Leadership Character and Competence
• Introduction to Values and Ethics
• Values - Vignettes
• Ethical Dilemmas Vignettes

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On Campus Engagement

• PMS is the professional smoozer
• Teach freshmen orientation classes
• Teach time management class
• Teach leadership/team building to sports teams
• PMS/APMS are team moderators
• Give Athlete of the Week Award
• Use host school as training ground for
  partnerships

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Remarks from Coaches
Susan M. Roarke BCS Women's Basketball Coach

• Thanks for hosting the recent luncheon.  I
  thought it was an outstanding presentation about
  leadership and how it applies to athletics.  I
  have already begun to use the self evaluation
  card with our team.  Both of the student-athletes
  from our team had positive feedback about the
  presentation and are looking forward to working
  with you in the future.  We have a team meeting
  this afternoon and I will speaking with them
  specifically about the values of loyalty and
  integrity in a team setting.

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Remarks from Coaches
Nick Carriere BSC Mens Hockey Coach

• As a coach, many of your techniques for
  addressing leadership are eye opening and seem to
  be very effective.  The opportunities to work
  with your staff on our campus involving team
  building and other activities is very attractive
  from the Men's Hockey perspective.  The
  possibilities of having the boys do some runs
  with cadence, jousting, possibly paintball
  strategies are all things that would help our
  group from many different angles. The
  possibility of you offering a class involving
  leadership is something that our
  student-athletes would take advantage of.    The
  possibility of taking a course with military
  leadership fundamentals is a very intriguing
  possibility and I would recommend such a class to
  my team.

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Partnership Success

• Be persistent
• Plant the flag (Have a guidon made)
• Keep boots on the ground
• Establish a school identity, establish pride
• Work the agreement, leverage similar programs as
  examples
• Learn the market
• Establish relationships
• Give key influencers give-aways
• Do your IPB
• Volunteer for anything to assist and bond
  friendships
• Do not abandon a partnership if it isnt going
  well
• Get cadets wearing ROTC gear on campus

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Miscellaneous Tools

• On applicants, work remedials aggressively
• Prescreen for remedials before appointments
• Send medical paperwork with prospect at first
  DoDMERB appointment if possible (This saves weeks
  of time)
• Do the overnight visits for all SALs
• Schedule a full itinerary, sell your school
• Follow-up with the prospect constantly
• Scholarship/ Contract Jacket (like DIV 1 athlete)
• Ball cap, key chain, t-shirt
• Prospect will be a walking billboard
• Advertising will bring in other prospects from
  the H.S.
• Present scholarship at H.S. with the big check
• Worth the money

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Priceless Effectiveness
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QuestionsLTC Patrick SoosPMS, Niagara
University
Marketing Advertising
ARMY ROTC