In this episode, Karl Boehm sits down with Mattingly Messina, founder of ThroughLine, to discuss the crucial relationship between enrollment, marketing, and development in independent schools. They explore how schools can bridge the gap between these departments to create long-term financial stability and better community engagement.

1. The Importance of Relationship-Based Work in Schools

Mattingly shares his journey from tech and legal negotiations at Google to working in advancement and development for independent schools. He discusses how relationship-building is at the heart of successful fundraising and enrollment strategies.

2. The Enrollment & Development Divide: Why It Matters

• Many schools treat enrollment (recruiting families) and development (fundraising) as separate silos.
• Mattingly explains why these teams should collaborate on strategy, data, and shared goals.
• Schools that integrate these departments see better financial outcomes and stronger community engagement.

3. Budgeting & Revenue: Thinking Beyond the Fiscal Year

• Independent schools are facing an inflection point in financial sustainability.
• Mattingly advises schools to take a long-term view of revenue, combining tuition strategy with fundraising goals.
• He suggests that enrollment and development directors should be involved in financial planning together.

4. Data & Marketing: Creating a Shared Strategy

• Schools often underutilize donor and enrollment data—but these insights can help target the right families.
• Development teams track wealth and philanthropy trends, while enrollment teams study demographic data—sharing this information can drive better decision-making.
• The key: joint quarterly meetings between enrollment and development teams to align efforts.

5. The Future of School Advancement Models

• Some schools are adopting an advancement model, where enrollment, marketing, and development are housed under one leader.
• While promising, Mattingly warns that success requires strong leadership and cross-departmental collaboration.
• Schools need leaders with expertise in both enrollment and fundraising to make this model effective.

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  Break the Silos – Enrollment and development must work together for financial sustainability.
  
  
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  Think Long-Term – Don’t just focus on the current fiscal year; plan 5-10 years ahead.
  
  
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  Leverage Data – Use donor and enrollment insights to recruit and retain mission-driven families.
  
  
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  Improve Communication – Hold regular strategy meetings between departments.
  
  
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  Consider an Advancement Model – But only if your school is ready to support it properly.
  
  

• Connect with Mattingly Messina: ThroughLine Consulting
• Find Mattingly on LinkedIn: Mattingly Messina
• Visit the Podcast Website: Help100Schools.com

Listen to the Full Episode: Click here to play

What challenges have you faced in bridging enrollment and development? Let us know in the comments or on social media!

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