Tuition Discounting: Results From the 2022 NACUBO Tuition Discounting Study

Tuition Discounting: Results From the 2022 NACUBO Tuition Discounting Study

Recorded On: 10/12/2023

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In academic year 2022-23, private nonprofit colleges and universities continued to significantly increase their tuition discount rates for undergraduate students For the first time ever, average discount rates exceed 50% for both first-time, first-year students and for continuing undergraduates. While discount rates rose at most schools, net tuition revenue fell sharply in inflation-adjusted value.

It is now more important than ever for chief business officers, chief enrollment officers, and other campus administrators to evaluate their discounting and pricing strategies and the effects they have on net tuition revenue and college affordability. Additionally, in light of the recent Supreme Court decisions on affirmative action and student loan forgiveness, campus leaders will need even more guidance on how to use financial aid strategies that meet enrollment, diversity, and net revenue goals.

This webinar provides an overview of the changes in average discounting rates during the 2020-21 through 2022-22 academic years and provides more details about the pricing and enrollment strategies private colleges have considered to deal rising student financial need and other factors. The panelists will discuss the complex factors that go into new tuition discounting, enrollment, and financial aid strategies, and provide their early assessment of how strategies might need to change due to the Supreme Court’s actions.

Learning Objectives

  • Review and discuss the most recent trend data on tuition discounting and net tuition revenue.
  • Evaluate the strategies chief business officers, chief enrollment officers, trustees, and other campus leaders are considering to solve the new challenges related changes in enrollment, financial aid expenses, and potential new legal requirements related to diversity in admissions policies and practices.
  • Understand the relationship between the discount rate, enrollment, and net tuition revenue and learn how to bring balance to each component.

Bronté D. Burleigh-Jones

Chief Financial Officer, Vice President, and Treasurer

American University

Bronté Burleigh-Jones is the CFO, vice president, and treasurer at American University. Burleigh-Jones is a frequent presenter on a variety of topics, including finance, accreditation, communication, leadership, and diversity at the NACUBO, American Council of Education (ACE), and Association of Governing Boards (AGB) conferences. Burleigh-Jones has more than 30 years of experience in financial and facilities management in higher education. She previously served as the vice president for finance and administration at Dickinson College, treasurer of St. John’s College, and vice president for administration and finance, and dean of enrollment management at Huston-Tillotson University. She holds a bachelor’s degree in finance and an M.B.A. from American University and a doctorate in higher education administration from the University of Texas, Austin. She is a graduate of the Harvard Institute for Higher Education and the HERS Institute at Wellesley College.

Stephen Pultz

Assistant Vice President for Enrollment

University of San Diego

Currently the assistant vice president for enrollment, Stephen Pultz has been with the University of San Diego since 1999. He oversees the offices of undergraduate and graduate admissions, financial aid, registrar, and one stop student services center. Prior to his current role, he served as director of admissions. Prior to joining USD, he worked for 13 years at American University in Washington, D.C. He began his admissions career at Fordham University in New York City. He received his bachelor’s degree from St. John’s University and master’s degree from Teachers College in New York. He has served as board member and president of the National Catholic College Admissions Association and recently completed his term on the Board of Directors of the National Association of College Admission Counseling.

Kathleen Masterson

Assistant Director, Research and Policy Analysis


Kathleen Masterson is assistant director of research and policy analysis at NACUBO, where she helps manage and analyze the organization’s various surveys and research projects. Prior to joining NACUBO, Masterson evaluated state education funding at the Center on Budget and Policy Priorities. She has a master’s degree in public and international affairs from the University of Pittsburgh and earned her bachelor’s degree from The College of William and Mary.

Ken Redd (Moderator)

Senior Director, Research and Policy Analysis


Kenneth E. Redd is senior director, research and policy analysis for NACUBO. At NACUBO, Redd directs the annual NACUBO-TIAA Study of Endowments, the NACUBO Tuition Discounting Study, and other studies on higher education finance issues.

In addition to his work at NACUBO, Redd also serves on the board of trustees for the Meadville Lombard School of Theology in Chicago, IL, and is a member of the board of directors for the Unitarian Universalist Common Endowment Fund (UUCEF) and the Association for the Study of Higher Education (ASHE).

Redd has a master’s degree in public affairs from the Hubert H. Humphrey School of Public Affairs, University of Minnesota. 


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Tuition Discounting: Results From the 2022 NACUBO Tuition Discounting Study
Recorded 10/12/2023  |  60 minutes
Recorded 10/12/2023  |  60 minutes