Improving the image of agents
Associations task themselves with improving the image of
agencies within the education industry – a mission that is as
complicated as it is crucial. In some ways, bad practice is
simpler to deal with. It is the underlying suspicion of agency
work that proves more of a challenge.
For many years industry professionals have questioned
the very principle of work that agencies do.
Mark Sklarow, chief executive officer of the US-based
Independent Educational Consultants Association, explains
that he sees education consultants as distinct from “agents”,
although the terms are both liberally used across the inter-national
education industry.
“When we started IECA, some 40 years ago, it was actu-ally
illegal for schools or colleges to give kickbacks, which
is how they are called, in exchange for student referrals,”
says Sklarow.
“And so, when we started it was based on the sense that
there was something unethical about a student being refer-red
to a school or college that may not be the right choice
for the student, but the student was referred because that’s
where the agent had a contract. So that students might be
steered towards particular schools, whether or not they were
the best choice.”
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Agencies typically have contracts with schools or col-leges,
and the agent is compensated by the school or college
based on students who matriculate in that educational insti-tution.
The number one rule for IECA members is that they
cannot accept money from any school, college or program.
This difference between education consultants and agen-cies
underlines a position that a commission-based model
may not benefit students – although Sklarow is quick to
stress that he believes agencies do good work.
Today, the situation with the way agencies are perceived
is complex, according to Parsonson of ISEAA. He says that
those who understand and rely on agents often have very
PHOTO: IECA
“Students might
be steered towards
particular schools,
whether or not they
were the best choice
Richard Shaw, dean
of admission and
financial aid, Stanford
University, speaking
at an IECA event