6.3 Needs Analysis

Chapter 2 Business Operations> Section 6 Enrollment

TABLE OF CONTENTS

• Overview/Purpose
• 6.3.1 When to Conduct a Needs Analysis
• 6.3.2 Understanding the Form
• 6.3.3 Where to Find the Needs Analysis Form

Overview/Purpose

The foundation of selling anything, whether it’s a product or a service starts with a thorough and thoughtful needs analysis.  Understanding a family’s needs before you begin a tour allows management to tailor each tour to what a parent is looking for.  The goal would be to tie all of the unique benefits our programs offer directly to the individual needs of each family. 

6.3.1 When to Conduct a Needs Analysis

Children of America's needs analysis is conducted for new prospective families before the formal tour begins while getting acquainted with the family in the Directors Office.

Remember all tours begin in the Directors Office, and the Needs Analysis is a primary driver behind that reason.   

6.3.2 Understanding the Form

The Needs Analysis Form is broken up into a two main sections.

• Section One – Family Data:  This section of the form makes up the top third of the form and includes the following sections:
  1. Tour Type – Phone, Walk-in, Scheduled Tour
  2. Parent Guardian Information – use this section to ensure your digital records are accurate by re confirming this critical information.
  3. Ad Source – this area, although commonly overlooked will help you identify trends driving your leads.
  4. Program of Interest and Child Details – this section is critical as this information will help ensure we are prepared to show them family the program they are looking for.
  5. Who else is part of the decision – have you heard a parent say, they need to bring their husband or wife back?  Well asking this question helps you get ahead of that dreadful excuse before the tour even starts.

Key questions include:

1. Are your children currently in childcare – this question sets the tone for the parents expectations and experience in a childcare setting.
   1. Find out what where, what is working well, not working well and the price to better understand their needs.
2. What are you looking for in Quality Childcare – this question helps set the tone that we are quality childcare.  Use this to dig deep into what they perceive as quality.
3. Is there anything that you must have or cannot live without – this question helps you determine if there are any non staters the family has like diet, hours, educational outcomes, etc.

By gathering detailed information about the family's requirements, concerns, and expectations, the director can address them directly and highlight how the center meets those needs. This personalized approach can make the center's offerings more appealing and relevant to the prospective family, increasing the likelihood of enrollment. It also demonstrates a commitment to understanding and accommodating the family's unique situation, which can positively impact their decision-making process.

6.3.3 Where to Find the Needs Analysis Form

O:\Operations All\3-Forms for Operations\1 - Forms Alphabetically\COA122 - Needs Analysis Form