Title: Director of Prospect Research & Relationship Management
Department: Prospect Research & Relationship Management
Reports To: Associate Vice President for Advancement Services
Status: Full-time, Exempt At-Will Employment
The Director of Prospect Research & Relationship Management (“Director”) gathers, organizes, manages and disseminates information on prospects, suspects, and donors to guide and support: sound and effective discovery of suspects; constituent research; management of prospect portfolios; and accompanying analytical research and methods in support of fundraising efforts for the University of Hawai‘i Foundation (“Foundation”). The Director manages the research program for major and principal gift initiatives, including planning; and implements and directs a comprehensive program to support activities that identify and develop relationships with constituents, to encourage their support of the University of Hawai‘i (“University”). In collaboration with organizational units, the Director also analyzes, evaluates and disseminates information to help identify and cultivate future donors. The Director advises on the assignment of major and leadership gift prospects/donors in collaboration with the Development leadership or the CEO. The Director advises Foundation leadership on the establishment of policies surrounding contact reports, portfolio sizes, moves management, KPIs and metrics for development officers based on the latest industry best practices and benchmarks established by (but not limited to) CASE , APRA , and AASP ; as well those used by peer institutions. The Director also works closely with Alumni Relations leadership to identify alumni engagement leads. The Director may advise on the capture, content review, and acceptability of contact reports by development officers. The Director creates and implements procedures, sets priorities, assists in the maintenance of the department budget, and oversees department staff.
The Director of Prospect Research & Relationship Management will provide crucial assistance to the development team by developing and coordinating a prospect tracking and management system, based upon: industry-accepted benchmarks and best practices; comparative reviews of peer-institutions; and comprehensive research that supports cultivation and solicitation strategies for major gift donors and prospects. In collaboration with annual giving, alumni relations and other organizational units, the Director helps to identify and cultivate future donors through alumni and donor engagement strategies.
- Research and Analytics: Identify, evaluate and recommend current and potential major gift prospects and assess their affinity and capacity. Maintain an overall knowledge of top prospects to assist fundraisers in developing appropriate cultivation, solicitation, and stewardship strategies; reference and represent that information at meetings and in discussions, as needed. Provide research and analysis of biographical, philanthropic, professional and financial information of donors and prospects. Prepare written profiles, rating memos, event bios and qualified lists to support the cultivation of individuals, corporations and foundations. Perform quantitative analysis to determine capacity ratings based on financial data to qualify prospects. Track prospects and donors through monitoring daily news, online "alerts," and utilizing internal information. Use push technology to track news and insider stock holdings (as applicable) and provide this pertinent information to the appropriate relationship manager. Identify donor's associates and acquaintances through relationship mapping to facilitate institutional involvement. Utilize statistical software to help discover likely donors through the analysis of known predictive markers.
- Relationship Management: The Director shall categorize major gift prospects/donors in terms of interest, affinity, capacity, and known relationships (if any); and consult with Foundation leadership and development officers on the assignment of major and principal gift prospects/donors. The Director prepares capacity/affinity reports, analyzes relationship history, and considers solicitor feedback to substantiate and augment decision-making during the assignment process. The Director shall monitor and direct development officers’ progress in prospect cultivation, solicitation and stewardship. Additionally, the Director shall provide analysis and interpretation of prospect and donor information and facilitate communication regarding prospects. The Director shall regularly advise the Development leadership or CEO on prospect portfolio profile, size, quality, and churn rate to ensure that all prospects are being acted upon appropriately and in a timely fashion; as well as to facilitate the reassignment or multi-assignment of prospects as needed. The Director plays a leading advisory role in managing the content, profile, and size of portfolios for all development officers; and assists in the coordination of prospect assignments to development officers. The Director advises on moves management, next steps, strategy, and pipeline status at his/her discretion.
- Establish & Implement Policies and Procedures: Coordinate all research aspects for major gifts, including creating and implementing procedures, managing the research and management policies and procedures manual, maintaining the prospect information management system, coordinating proactive research and creating processes to increase effectiveness by meeting the needs of the fundraising staff. Enhance the understanding of research by through effective communication and training. Represent the research team at meetings and communicate research techniques and procedures.
- Supervise: Manage and mentor the Associate Director of Prospect Research & Relationship Management and research analysts. Supervise and procure training in information resources and strengthen professional development. Manage the research effort by establishing priorities. Assign research requests, review of contact reports, and ensure that all deadlines are successfully met. Coordinate proactive research including mining electronic screening results. Facilitate the research process through the supervision and maintenance of documentation, databases, and relevant donor information entry into the database. Maintain the research resources library and a list of resources in the manual.
- Strategy: Work in partnership with Alumni Relations leadership, Development leadership, Foundation leadership, alumni relations staff, and development staff to organize and coordinate periodic alumni engagement and donor strategy meetings. Collaborate with Foundation and University leadership as well as development staff during strategy meetings to develop cultivation and solicitation strategies and facilitate prospect relationship management. Identify new donors for major gifts initiative through proactive research and present findings at strategy meetings. Share information found through research with Alumni Relations and Development staff that may assist in the advancement of relationships and in developing strategy. Make recommendations to leadership regarding potential major donors.
- Research Resources & Budget: Track and manage the department budget. Manage and coordinate the evaluation, purchase, budget and renewal of research resources, publications and services. Represent research team in the evaluation, recommendation and selection of future electronic screening vendors and other online resources to aid in the research process.
- Professional Development: Maintain expertise on research techniques and resources by attending conferences and participating in professional societies. Act as a representative within professional research communities.
- Perform other duties as assigned.
The Director of Prospect Research & Relationship Management will meet annually with his/her supervisor to put in place a plan for the year. This plan will include quantitative and qualitative goals for each of the basic responsibility categories, as well as program and professional development goals. At the end of each year, the Director and his/her supervisor will review progress toward the annual goals.
Required Knowledge, Skills and Abilities
- Bachelor’s degree
- At least 5-7 years in a research or research-related environment, or translatable work experience.
- Advanced skills in prospect research and prospect relationship management including an understanding of major gifts and the development process, prospect management tools, gift and planned gift vehicles (wills, trusts) and business, government and legal documents (IRS Form 990, SEC filings, property assessments etc.).
- Fluency in industry accepted best practices of moves management and prospect pipeline optimization.
- Experience with information resources and publications is required, including fundraising databases, online services (DonorSearch and LexisNexis desired), and database overlays.
- Understanding of wealth indicators and ability to translate such information into prospect ratings and gift estimates.
- Ability to supervise and train team of prospect researchers.
- Exceptional communication; writing and editing abilities; strong listening, and collaboration skills. Ability to communicate with all levels of the organization; well-developed organizational skills, and attention to detail.
- Proficiency in locating and synthesizing material from multiple sources.
- Ability to interpret, analyze and summarize complex biographical, business and financial data.
- Ability to handle deadlines and changing priorities.
- Strong team player.
- Demonstration of initiative, motivation, creativity and ability to work independently.
- Ability to appropriately communicate sensitive information and to judge how and with whom this information should be shared. Complete respect for confidentiality.
- Proficiency with Microsoft Office and data analytic systems.
- Knowledge and ability to implement principles of management, leadership, conflict resolution, negotiation, and motivation.
- Ability to foster a collaborative, customer-oriented working environment.
- Demonstrated record of initiative, problem solving, and adaptability.
- Exemplify and live the values of the UH Foundation (accountability, excellence, integrity, service, teamwork and trust).
- Proficiency in conceptualizing and developing proactive prospecting methodologies using data analytics tools, including expertise in the modeling and analysis of data as constituent list segmentation, data mining and electronic and peer screenings.
- Previous development experience and/or a background in higher educational institutions are preferred.
- Prior experience with predictive analytics software preferred.
The Director will work primarily in an office environment and will need to sit or stand for extended periods while either working at a computer, attending a meeting, or performing desk work. Based at 1314 South King Street, Suite B, Honolulu, HI 96814, this position will involve travel, mostly by auto, but occasionally by other modes of transportation. The Director must have a valid driver’s license and an acceptable driving record. The employee may need to work some evenings and weekends and must be able to work to the demands of the position, which may exceed a 40 hour work week. Must be able and willing to travel interisland and nationally upon request.
Applicants should submit a letter of interest that provides evidence of the qualifications, a resume, and the names, addresses and telephone numbers of at least three professional references to: firstname.lastname@example.org
University of Hawai‘i Foundation, Human Resources Department
P.O. Box 11270
Honolulu, HI 96828-0270
f: (808) 748-0727
Our application form is a fillable pdf, please download and save the application to your computer before filling it out.Application Form
The University of Hawaiʻi and the University of Hawaiʻi Foundation
The primary purpose of the University of Hawaiʻi's ten-campus system is to provide an environment in which faculty and students can discover, examine critically, preserve, and transmit the knowledge, wisdom, and values that will help ensure the survival of the present and future generations with improvement in the quality of life.
The University of Hawaiʻi Foundation, a nonprofit organization, raises private funds to support the University of Hawaiʻi System. Our mission is to unite donors' passions with the University of Hawaiʻi's aspirations by raising philanthropic support and managing private investments to benefit UH, the people of Hawaiʻi and our future generations.
The University of Hawai‘i Foundation is an Equal Opportunity Employer (EOE). Qualified applicants are considered for employment without regard to age, race, color, religion, sex, national origin, sexual orientation, disability, or veteran status.