The market entry will reopen soon and the hard time faced by RTO will be over. RTO just like the airline business will be trying to increase their course fee to minimize their past losses but in my view, it may not help to attract a sizable market share.

The best strategy is to focus on a number of admissions and the introduction of small duration courses which can enhance the marketability of existing RTO.

The student agent will act as a king of the market forcing RTO to give a high percentage of commission. The most effective way to counter them is to act at the micro-level in prospective countries. Creating awareness about your RTO in the local market will attract a high percentage of leads. They will also force the local agent to get a place in local popular RTO.

The student satisfaction will deter transfers and may attract students who want to start a new course. Although RTO is not required to give a job or internship guarantee providing such opportunities will increase RTO supply chain value.

A lot of RTO will start double shifts to increase the turnover of course, thereby increasing the sales turnover. Hence, increasing the overall revenue.

It’s very important to give an introductory lecture to students who are arriving in Australia about COVID-19 protocol and basic operational requirements to live on a day-to-day basis.

Make sure vaccination requirements are met before they fly in so that no immigration issues are created when they arrive at the local airport. Provision of masks and other precautions should be available to on-campus students so that all relevant compliance is met.

Special student managers should be in communication with students both offshore and in Australia when admission is finalized to facilitate students in helping and advising them to settle in comfortably in their new environment.

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The common buzz word is drop in Revenue due to decrease in number of students. As an RTO Consultants, I have seen few very effective strategies adopted by various RTO having CRICOS License in place.

Strategy number 1:

Exit Strategy:

Its normally call un-related diversification. As we all know, now a days, it has become very hard to register a new RTO. Most RTO Consultants are intelligently helping re registration of RTO by offering custom based approach. My suggestion is to sell your RTO if you have recently achieved a re-registration after adding few local courses which has a unique demand in Australia. The price will help you to diversify your business into some other type of business.

Strategy number 2:

Cost Leadership:

As number of students are limited, therefore I am hearing a lot of RTO are offering discounted prices of their courses to attract students.

This strategy will you in at least meeting all ongoing cost of your RTO.

Strategy number 3:

Focus:

Here RTO need to capitalize on their unique advantage coming due to exclusively availability of a course which is very hard to find in market. For Example, Mostly trade related courses focusing on construction industry are in good demand right now.

In summary, my advice as an RTO Consultant, you need to select a strategy first before deciding what you are willing to do.

Waiting a seeing market behaviour may bring more losses. Best to focus internally and act now.

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Most RTO’s after getting suspension or cancellation, knock the door of AAT. To my opinion, a highly micro level analysis should be made before approaching AAT.

The above attached extract of cases clearly shows that a series of serious breach of standards which has created an imaginable problems for the owners of RTO business.

RTO should seriously place a high risk management to meet compliance. The Human Resource placed to manage compliance should be experienced, qualified and competent.

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Compliance Management of RTO Accounts:

Most RTO’s have overlook the need of designing and implementing a compliance based bookkeeping and accounting system which will provide efficiency, compliance and at the same time evaluate KPI’s for financial performance.

I am a big fan of “XERO” Bookkeeping and Accounting software which has smartly out-class its rival such as MYOB and QUICK BOOK. Already helped few RTO’s in developing and maintaining their Accounting system in XERO.

The following areas requires careful and detail analysis while implementing an information based bookkeeping and accounting system.

FBT on Company Car and Entertainment Expense:

The private use of company resources attract FBT. Its compliance based management help business to meet legal requirements. Special accounting treatment and heads of accounts should be created to manage FBT.

PAYPAL payment reference on Invoice for quick payment and its Transaction Fee Management:

PAY PAL help businesses to collect dues from trainees in most effective and safe way. Its international availability has further enhanced its importance. XERO provide one to one reconciliation of all payment received via PAY PAL plus its places a link on “Student Invoice” to pay directly online. Again for transaction fee charged, special accounting head should be created and managed properly.

XERO FOR KPI analysis:

The budgeting tool in XERO helps to determine the performance of the RTO in terms of  Sales, Profitability and Cash Management. Keeping an smart eye on the figures will help RTO in carefully re designing or re evaluating their business strategies.

GST element on non accredited resources:

For all Non-Accredited Courses, GST must be charged and reported via BAS Return. Alot  of RTO’s have placed general setting and fail to recognize its correct accounting treatment.

Wisenet integration with XERO:

Invoice and information details about students can be updated in XERO and Wise net  and  vice versa. Inbound and out bound sharing is available to keep both system up to date.

The article is written by M.Taseer Subhan , Registered Tax Agent, providing Online and Face to Face Accounting and Compliance service to RTO at competitive Price. For Consultation, Contact him at 0404635578.

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Getting Student Positive Feedback

Each and every student joining a course brings a different sort of intelligence and do require a range of support. The trainer need to understand that his knowledge is not beneficial if it is not transferred in a most explainable manner.

Once learning needs are identified, Following points can help trainer in managing a classroom environment properly.

Few tips are given below

• The student participation comes from, at least, three different aspiration for example Personal, Social or Industrial influence.The introduction of class and asking why they have chosen the course give you a distinct idea. The trainer must note down why they have started the course. The seriousness and effort of individual during lectures can justify his initial comments.
• Industrial examples in line of their career inspiration must be given. A practical visit to relevant work place will certainly create an edge.
• Individualist approach help in removing student issue at micro level. Try to understand student issues. Modify approach as per class requirements.
• Dynamic management of class lead to amazing performance.The early hours of lesson gets the most added attention of student as compared to later part. Try to finish lecture in first part and start explaining assessment in second half.
• Do not just take feedback at the end of course.Always take a causal feedback on daily basis. It will help trainer to identify a issue before it shape itself to a problem.
• The industrial currency possessed by trainer help him/her to identify practical needs of students. Do design practical questions which requires application of practical idea.
• The lectures must be printed and handover to class. The class should take notes while you are explaining the topic.The speed of lecture must be medium with support by hand gestures.
• A discriminatory approach will be picked up by student immediately. They get their revenge straight into feedback form.
• Support student in their work, listen to their issues even if it is unrelated. Sometime a informal discussion during break help in identifying the cause of disarray.
• Don’t kill innovative answers by saying IT DOES NOT MATCH MARKING KEY. Often  most of the brilliance  is wasted by this approach. See what approach is taken. Best to make an effort to know the level of assumptions undertaken here.

In summary, developed a collection of experience related points. RETHINK and REDEVELOP different approach based on experience.

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RTO for SALE

RTO business owner must recognized that a successful business venture has a good market and financial value. Given that the existing creation and renewal of RTO has become a bit more complicated task, therefore existing RTO’s has a chance to exist the market with sizable profit..

To sell an RTO business following factors need to be assessed by a Qualified Accountants. Apart from following factors, The business need to have proper sets of Financial Statement for at least previous three years.

1. Value of existing tangible assets namely building, equipment’s, Furniture and Fixtures, Books, Website etc
2. Value is also created if proper document management system is in placed
3. Up to date audit management
4. Status of compliance documents
5. Feedback of Student
6. Location
7. Market Position
8. University Path ways
9. Number of Students enrolled
10. Marketing strategy and Marketing plans
11. Liabilities owned by business
12. Staff turn over ratio
13. Courses offered
14. Management experience and expertise
15. Renewal of license
16. Government support
17. CIRCOS Status

Once above factors are identified and valued properly, A profit margin can be added to the above values.

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Key Compliance Enrolment Check are

1. Full course code and title
2. Venue, length and mode/s of delivery and/or assessment
3. Third party arrangements (if applicable)
4. Entry requirements
5. Support services
6. Fee information
7. Funding entitlements
8. Consumer rights

We will concentrate on most risky factor of “Entry Requirements”

Entry Requirements

Entry requirement requires that a Student  should be  admitted to the requested course after checking

1.Eligibility

2. Skills
3. Relevancy
4. Competency
5. Employ ability
6. Financial viability of student.

The students must have to capability, capacity and desired skills to complete the course successfully. The “Entry Requirement” need to be based on data collected by Administrative Staff while assessing the prospective students.

We will suggest that  different options and stages should be highlighted in checking entry requirements.

Best would be to classify “Entry requirements” into following areas

1. Previous qualification held
2. Experiences earned
3. Assessment of prerequisite skills required
4. Comprehensive score system, where by prospective candidate need to have minimum score to enrol in a course.

If the prospective candidate don’t meet the required level of competency, it is the responsibility of RTO Management to convince the prospective candidate to take admission to a lower level course.

For overseas students, apart from checking the above entry level requirements, Please make sure that they have required level of English level competency before even enrolling to a desire course.

The successful completion of a course depends upon the degree of carefulness exercise in assessing “Entry Requirements”.

The student learning is directly proportion to the competency and relevancy of course which are going to undertake. Most dynamic RTO’s are now focusing on gaining internship market for their existing students.

Advantages of achieving Compliance Enrolment are:

1. The RTO will be covered from enrolment audit as all basic details were assessed
2. Student risk of failure will be reduce otherwise it may raise a red flag during audit
3. The chain effect of Positive Enrolment will help RTO to clear rest of Audit Stage easily

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RTO Face to Face training , Prospective:

Training is an applied form of teaching, where you actually show how a relevant piece of learning will be applied in a practical scenario.

A positive feedback from any student is not a piece of cake. Every student has got his own potentiality. Giving a satisfactory level of understanding become more harsh where a very complicated skill need to be implant to a trainee who, by personal judgement of trainer, lacks the capability and capacity to understand it.

RTO Face to Face Training , Method:

To my experience, divide the class in to groups. Intelligently see the friendship level and skill status. A unique group consisting of good friends with different skills is an ideal start. Naturally, the identification of strength and weakness of students will come bit later  in the course. The trainer need to keep a good eye in the class room.

The general lecturing must be for overall class with a lots of question answer sessions in between lecture. Ask students to take notes of key points. Where there is an important session which may be tested later on…Emphasis on it a lot.

While explaining  assessments, Identify relevant paragraphs, tables, templates. Force them to make a research under the path you have suggested.

The positive feedback is gain when trainer interact at group level. Exactly seeing each student with analysis of required level of support . There is no harm to spend more time in group which is lacking behind. Support them and describe the way again and again in different style, examples and methods.

Do go to shy one personally….appreciate their efforts……Don’t follow marketing key from head to bottom…….

RTO Face to Face Training, Corrections:

I use to spend 7 hours in a go to check 12 assessment only. The quality of your comments….Highlighting the area which need further research give you a magically response…..With one or two corrections….the assessment comes right on acceptable region.

The method of writing only” not satisfactory” is killing. It will outright raise the negativity in the mind of trainee.

The more disconnection is generated, the more hard it becomes for trainer to generate interest in the course.

RTO Face to Face Training, Whiteboard VS PowerPoint:

White board is a natural medium. It will help students to relate things more quickly. It is highly powerful but requires a lot of effort by trainer plus time consuming.

Power point is fast. In my experience, I used to place only key points on powerpoint with a lot of explanation coming by my lecture. A display of power point on whiteboard is an excellent methodology. By using different colour markers, a trainer can explain all the points easily. Keeping a speed bit slow is very important.

RTO Face to Face Training, Repetition:

Do repeat a concept explain at least one time once taught. Check who is paying attention…..A less attentive class shows that most of them has already understood the concept and vice versa.

RTO Face to Face Training, Content and Assessment Management:

If trainer is involved in the development of course material, mapping and subsequently in validation. His /Her interest will be pretty much in the level of competency required to achieved. His angle of training will be more interesting.

Where courses are purchased from standards suppliers and harshly followed, trainer seems to be in “Get Rid Mood” as his/her liking with subject material is at zero level.

RTO Face to Face Training, Add On’s:

Share your experience, where exactly the concept is used in your practical experience….It’s like a Gold Piece…….

RTO Face to Face Training, Summary:

Not everyone who has certificate IV in training and assessment and required relevant education can become a good trainer. It’s a passionate work requiring dedication and devotion.

A personal liking is a must factor!

Disclaimer: The above topic is based on my experience and may not be a perfect solution. It has worked for me fortunately most of the time with few exceptions.

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Audit Approach 2017-Marketing and Recruitment:

RTO needs to demonstrate that genuine students are enrolled. The policy and procedure document for Marketing and Recruitment of students must state the detail steps and methods adopted for the admission of students.

Methods like Double discount, Free Laptops, Trapping, Irrelevant applicability and Direct Purchase of Students from overseas Marketing with different objective other than getting valuable education, Course for visa extension will come into question .

The perfect option will be to employ a dedicated administrative staff which can undertake skype based interview  of prospective student. Questionnaires must be developed intelligently to check the authenticity of information provided by student. Once a genuine student is identified, RTO must help him/her in landing into a perfect career. While most overseas student start from English Language courses, It is therefore imperative to provide them a channel of moving into desired discipline which can benefit him in learning the desired skill.

RTO need money as well. The best strategy is to book an international student for English courses and subsequently move him/her into desire career. Student stay in RTO will be at for least three year .

RISK AREAS

1. Wording of Advertisement
2. Agent will bad reputation are in RTO list
3. Number of students admitted are rejected by the Australian Consulate
4. Drop outs
5. Irrelevant course undertaken by students
6. Too many students are enrolled in a course leading to Permanent Residency

RISK MANAGEMENT

1. Overseas private college strategic programs
2. Re assessing AGENT Position in Market
3. Helping students in providing up-to-date training and assessment support

AUDIT STEPS

Test of Control by ASQA Auditor:

1. Medium used for Advertisement
2. Sample of Content used in Advisement
3. Interview with Agents
4. Interview with Students

Substantive Procedures adopted by ASQA Auditor:

1. Detail testing of all the contents of advertisement used by RTO to enroll an student
2. The correlation of student previous background and relevancy of course adopted by him/her
3. Detail analysis of local and overseas student agent

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RTO Marketing

By 2017, The WA is seeing a growing interest by industrial owners to start their own RTO by registration of RTO in their respective field. The depleting profits in their respective areas of expertise has pushed them to extend their business operations in training and development business.

The focus is especially coming from Commercial Pilot Private training institutes, Truck Management Business and owners from Chemical Industrial Management. By in depth analysis, they have got the most relevant experience and knowledge to manage their courses as per requirement of ASQA.

While starting an RTO, apart from financial commitment, marketing strategic plan must be properly evaluated. Proper budget must be allocated in financial viability and risk assessment documents while registering an RTO.

The marketing strategy must specifically focus on the identified market segment by using methodologies available to penetrate in a particular group of individuals.

Promotion must be made in High Schools Seminars, Relevant Trade Journals, via Website Management, in social gathering, sponsoring small activity give a important chance to introduce your brand, Face book advertisement in groups, flyer distribution, Advertising in local newspapers. The medium must be selected and allocated properly.

For successful marketing strategy, all leads generated must be answered honestly and diligently. Creating a career for any individual not only improves RTO outlook but at the same time it provides them multiple leads without investing a penny in it.

The management and trainer group must be adequately equipped to understand the industrial and commercial needs of individual in order to help them in achieving desire result.

Meeting compliance requirements regularly help RTO in achieving a respectable position in

the eyes of legislative bodies. It is imperative to expand current advantage by going for CRICOS registration and creating more branch operations in order to enhance sales.

The forward recognition of courses by universities provide value addition to their course. Competitive advantage is automatically generated. The exclusive features are highlighted in RTO prospectus.

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