We map the funnel and put a number on every stage: inquiry to visit, visit to application, application to enrollment, and re-enrollment year over year, by grade.

Most schools can tell you the total. Very few can tell you the stage. Those are different problems with different answers — a school losing families between inquiry and visit has a follow-up problem, a school losing them between visit and application has a campus experience problem, and a school losing them in June has a retention problem it should have caught in October.

If your data is incomplete, that is normal and it is usually one of the first Challenges the plan names. We start with what exists, name a person responsible for its integrity, and build from there.