Director of Prospect Development and Strategy
Children's Medical Center Foundation is seeking an innovative Director of Prospect Development and Strategy to provide key guidance, strategic vision, and support to the Foundation’s advancement team by establishing and implementing policies and guidelines for the effective identification, research, qualification, and relationship management of the Foundation’s prospects for philanthropic support.
As the fundraising arm for Children’s Health℠, one of the most prestigious pediatric health care providers in the country and the largest pediatric health care system in North Texas, Children’s Medical Center Foundation pursues and secures over $50 million annually in philanthropic contributions through partnerships with individual donors, organizations, and corporations to fund special programs and projects that improve the overall healthcare experience and research that aims to make life better for all children.
Reporting to the Vice President of Operations, the Director will provide leadership and expertise to a staff of professionals in the areas of prospect research, prospect management, prospect strategy and data analytics to ensure a robust and informed prospect pipeline and support success across all development departments to meet ambitious fundraising goals.
The Director is responsible for supporting the Foundation’s fundraising team through a systemized approach to prospect analysis, management, and tracking. By deploying research and data analytic techniques and tools, macro- and individual level prospects are properly assigned to gift officers and efficiently moved through the moves management process with the ultimate goal of increasing philanthropic revenue.
Essential functions include:
Prospect Development: Identification, Research, Assignment and Strategy Development
• Contribute to the identification and evaluation of financial and affinity assessments for current and potential major, principal, corporate and annual gifts to help achieve fundraising goals.
• Leverage research and provide analyses of biographical, philanthropic, professional, and financial information of donors and prospects. Perform quantitative analysis to determine capacity ratings based on financial data to qualify prospects.
• Conceptualize and lead pipeline-building initiatives, such as wealth screenings and data mining.
• Manage the pipeline process, assign prospects by assessing donor information in combination with individual and team portfolio strength and diversity, and build and monitor prospect portfolios for advancement staff. Maintain global view of all prospects in portfolios.
• Facilitate a moves management system and prospect management policy, based upon comprehensive research that drives discovery, cultivation and solicitation strategies for donors and prospects.
• Utilize various activity analyses and donor-specific data to remove or reassign prospects from and between portfolios.
• Collaborate with staff during strategy meetings to develop cultivation and solicitation strategies and facilitate moves management, including, but not limited to, providing informed suggestions for individual cultivation and solicitation strategy, contributing to discussions about rating and screening, performing campaign analysis, and managing prospects.
• Work in collaboration with staff to ensure timely and accurate information management of data related to all donors and prospects.
Data Analytics: Identification, Data Acquisition, Data Analysis, and Data Monitoring
• Introduce, implement, and/or leverage tools and methods to ensure effective prospect management, including proactive and reactive analytics, dashboards, data mining, predictive modeling, and other appropriate metrics and reporting activities.
• Deepen institutional knowledge and data integrity of prospects through data acquisition, analysis and data monitoring.
• Keep informed of latest innovations in prospect research, moves management and data analytics and determine their applicability to the Foundation.
• Recommend new approaches, procedures and processes to effect continual improvements in efficiency of department and services performed.
• Design and develop the tools necessary to maintain an informative prospect management system that relates directly to goals and targets.
• Recommend, develop, and maintain dashboards and reports that can be used by leadership and individual gift officers to track the progress of prospect qualification and cultivation.
• At least annually, refresh ratings and key information on key donors and prospects.
Management and Resources
• Supervise team, including training, mentoring, ongoing coaching and counseling.
• Keep abreast of new practices in prospect management, research, analytics, data mining, and healthcare philanthropy.
• Educate the Foundation’s staff regarding fundraising activities such as current prospect management practices and trends.
• Train advancement staff around changes in reporting and/or online tools related to prospect management.
• Ensure policies and protocols are in place, adhering to all legal privacy and HIPAA requirements and ethical standards upheld by regulatory bodies and professional organizations.
• Liaise with external vendors and consultants for matters related to prospect management and development.
• Continually enhance donor database platform, currently Raiser’s Edge.
The Ideal Candidate
LeadershipA collaborative individual who proactively recommends and implements policies and processes with an emphasis on efficiency, consistency, accuracy, and best practices for research, information management, gift administration, and donor relations. A strategic thinker with the ability to translate concept into action as part of building and inspiring a strong team. An innovative leader with a hands-on and involved style that is marked by tenacity, cooperation, and a willingness to think creatively. A service-oriented person who engenders support among colleagues and staff through his or her knowledge, experience, creativity, vision, and dedication to the mission of the Foundation and Children’s Health. A hardworking individual who fully dedicates his or her energy to a cause and is willing to “go beyond the job description,” including extending extra effort to see projects to successful conclusions.
ExperienceMinimum of 7 years in non-profit fundraising; specific experience in research, data analytics, and prospect management required. Advanced level technology and database skills with demonstrated proficiency using fundraising information systems, such as Raiser's Edge. High attention to detail and follow-up and excellent organizational skills required, including the ability to prioritize and multi-task several projects simultaneously. A background building and managing a highly motivated, intelligent, and committed group of professionals and staff. Demonstrated ability to retrieve, manipulate, analyze, and synthesize information gathered from a variety of sources. Demonstrated effective communication with technical and non-technical individuals and groups at all levels of an organization.
Skills & KnowledgeAbility to effectively and comfortably communicate with and advise Foundation leadership. Ability to maintain effectiveness when experiencing major changes in work responsibilities or environment; adjust effectively to work within new work structures, processes, requirements, or cultures. Ability to use appropriate interpersonal styles to establish effective relationships with customers and internal partners; interact with others in a way that promotes openness and trust and gives them confidence in one's intentions. Ability to translate strategic priorities into operational reality; align communication, accountabilities, resource capabilities, internal processes, and ongoing measurement systems to ensure that strategic priorities yield measurable and sustainable results. Identify and drive organizational and cultural changes needed to adapt strategically to changing market demands, technology, and internal initiatives; catalyze new approaches to improve results by transforming organizational culture, systems, or products and services. Ability to establish and commit to a long-term business direction after considering clinical and financial data, resources, market drivers, and organizational values; anticipate and respond to shifts within the market, technology, or policy environment that influence the delivery, management, and financing of healthcare. Ability to vividly communicate a compelling view of the future state in a way that helps others understand and feel how business outcomes will be different when the vision and values become a reality. Ability to provide feedback, instruction, and development guidance to help others excel in their current or future job responsibilities; plan and support the development of individual skills and abilities. Demonstrate a poised, credible, and confident demeanor that reassures others and commands respect; convey an image that is consistent with the organization's vision and values. Ability to handle confidential information. Familiarity utilizing resources, including wealth screening and predictive modeling to create biographical and financial profiles for prospective and current donors. Ability to quickly acquire a working knowledge of the general purposes and objectives of a healthcare foundation.
Personal CharacteristicsAppreciation of the Children’s Health mission and the ability to effectively communicate it. Willingness and ability to work outside normal working hours. An ability to work collaboratively as a member of a diverse community and make an impact in a complex, fast-paced, and team-oriented environment. An entrepreneurial spirit and positive attitude. A warm and engaging individual who, while genuinely interested in others, can exercise discipline and accountability in a professional manner. Able to present a positive and professional image of the Foundation.