About the Organization
The Lucile Packard Foundation for Children's Health is here to
unlock philanthropy to transform health for all kids and families,
in our community and around the world. We support child and
maternal health programs at two world-renowned institutions, Lucile
Packard Children's Hospital Stanford and the Stanford University
School of Medicine.
The Foundation was established in 1997 as an independent public
charity to ensure a continued source of dedicated funding and
support for the health and well-being of children. The Foundation
is the sole fundraising entity for the children's hospital at
Stanford and maternal and child health programs at Stanford's
School of Medicine. Philanthropy supports clinical care, research,
innovation and education to improve the health of children and
expectant mothers, locally and worldwide.
Our team is on a shared mission to:
- Fundraise to improve health outcomes and equitable access to
excellent care for all kids and their families
- Advance equity and access to care for children with special
health care needs
The Senior Director of Prospect Development leads a growing team
of cutting-edge prospect researchers, managers, and analysts to
help achieve the organizations ambitious fundraising goals in
support of childrens health. Through identifying the greatest value
that the Prospect Development team can contribute, the Senior
Director will design, build and manage a comprehensive prospect
identification, research and management program. The Senior
Director navigates between the many (data models, grateful patient
prospect pools) and the singular (research on prospects,
development officer relationships). The Senior Director and the
Prospect Development team partner closely with Development
leadership, fundraisers, the Data & Reporting team and other
stakeholders to plan, develop and implement prospect strategies
that maximize philanthropic engagement and organizational
The ideal candidate will have the experience to lead the team to
maximize creative opportunities derived from the intersection of
data, technology, research and partnership with frontline field
officers; and the communication, leadership, and team-building
skills to fully realize those opportunities.
Due to Covid-19, employees of LPFCH (Lucile Packard Foundation
for Childrens Health) are currently working remotely, with the
expectation of returning to the office within the next few months
(subject to extensions as circumstances warrant). Once the office
reopens, employees will transition to a hybrid work model. Please
note that LPFCH has a Mandatory COVID-19 Vaccination Policy and
that all new employees must submit proof of their Covid-19
vaccination and booster vaccines at the time their employment
commences. Alternatively, prior to commencing employment, new
employees may request approval for accommodation for an exemption
to the policy as permitted by law.
The organization will give preference to candidates who are able
to be on site one to two times per week at the office in Palo Alto,
California, but fully remote candidates will be considered. Please
note, if a remote candidate is selected for the position,
compensation will be adjusted for their geographic location.
GENERAL POSITION DUTIES AND
The essential duties of the Senior Director, Prospect
- Direct Prospect Development team in a systematic approach to
prospect identification, cultivation, and solicitation strategies
in collaboration with development officers and partners, focused on
optimizing philanthropic potential throughout the
- Partner with development leadership and front-line field
officers to support individual giving through identifying new
prospects, building portfolios, providing consultative services in
support of prospect strategy, and tracking and reporting on
relevant fundraising activities.
- Work with development leadership to ensure that prospect
management policies and procedures are implemented in a manner that
results in accurate and useful reporting built to support
development officer performance and philanthropic
- Design, monitor, and evaluate the effectiveness of prospect
identification and prospect pool management, especially focused on,
but not limited to, prospects derived from the grateful patient
family data feed, including implementation and maintenance of the
capacity screening tool and a data modelling service.
- Collaborate with the Data & Reporting team to provide
reliable and timely qualitative and quantitative data and trend
analysis that supports the planning and operational effectiveness
of key fundraising programs, including principal, major, gift
planning and leadership annual giving.
- Direct the prospect research team to provide prospect
identification, research findings, strategic insights and
solicitation sight-setting recommendations derived from research,
and related services in support of effective fundraising programs
- Manage the team to efficiently use time and resources
appropriate to the scope of the information requested.
- Work with team and stakeholders to develop partnerships that
encourage two-way feedback with the goal of clearly articulated
business needs and objectives successfully directing highest value
research and strategy.
- Create or review donor profiles, fundraising summaries,
prospect lists and other materials for internal and external
- Ensure sufficient due diligence to meet partner organization
requirements and reduce risk to the Foundation.
- Build focus and specialization on the team as appropriate in
Bay Area and Silicon Valley wealth and the research required to
support principal gift success.
- Support Board member prospect identification and research.
- Work with the AVP of Advancement Services and Development
leadership to set strategic goals for the Prospect Development
team. Create transparency and set appropriate expectations with
organizational leaders and stakeholders.
- Based on analysis of the application of resources to the
highest priorities of the organization, determine useful metrics to
evaluate effectiveness and implement changes as needed for the
Prospect Development program.
- Negotiate service level agreements/tiered access to research
products with development leadership in order to build shared
ownership for rationale and right scoping for access to research
products or services.
- Supervise the team, to include hiring, mentoring, goal setting,
continuous feedback, professional development, and performance
evaluation. Seek opportunities to promote the work of the team
within the organization.
- Build relationships and collaborate appropriately with partners
at Stanford School of Medicine and Stanford Childrens Health.
- Employ effective outreach and client-centered educational
opportunities to ensure that Advancement staff, foundation
leadership, and key leadership volunteers are appropriately
educated and trained in the policies, products, and services
offered by prospect development.
- Inform prospect management and prospect research software
NOTE: We are a dynamic organization in a
rapidly changing industry. Therefore, the responsibilities
associated with this position will evolve and grow in accordance
with LPFCH's business needs and growth plans. More specifically,
the incumbent may be required to perform additional and/or
different responsibilities based on the future growth plans for the
EDUCATION AND EXPERIENCE
- A Bachelor’s Degree or equivalent experience.
- 5+ years of experience in leading a prospect development
program, preferably within a health care or university
- 5+ years of staff management experience including the ability
to coach, mentor, train and manage teams of 2 or more direct
- Demonstrated expertise in the areas of non-profit prospect
research, screenings, tools, data enrichment, maintenance, and
- Superior written and verbal presentation skills.
- Extensive experience analyzing high volumes of data from
- Expertise in donor databases such as The Raiser’s Edge (or
similar software) and commonly used research tools (LexisNexis,
iWave etc.) is essential.
- Advanced ability to locate and interpret financial and
biographical information from a variety of sources and adapt based
on recognized economic and geographic factors.
- Proficient in Microsoft Office products including Outlook,
Word, Excel, and Power Point.
- Experience in a large health care or university setting, and/or
with large, related partner organizations.
- Experience with Grateful Patient fundraising data and
- Prior specialization in Bay Area/Silicon Valley research and
principal gifts research support.
- Some experience with international prospect research.
- Some experience using analytics software such as Power BI or
Competencies the Senior Director, Prospect Development
- Strategic Thinker
- Analytical; focused on synthesizing research findings into
- Exercises good judgement and handles confidential and sensitive
information with the utmost discretion.
- Articulates a vision and routinely and repeatedly returns to
guiding principles in order to evaluate resource allocation, level
of effort, and right scoping for projects.
- Holistic view of fundraising operations and ability to forecast
impacts across teams from process changes.
- Proactive in addressing stakeholder needs, motivations,
concerns, and culture.
- Data Driven and Research Skills
- Makes informed decisions based on data and analytics captured
by systems or derived from research.
- Applies logic and deep knowledge of fundraising practice to
categorize, summarize and present complex findings from screenings,
models, or research.
- Delivers a high degree of accuracy without losing sight of the
- Inclusive Leadership
- Holds space for all voices to contribute, grow and
- Stewards a cadence of regular feedback to team members; seeks
it out and is open to coaching too.
- Ability to lead through change and navigate ambiguity with
- Demonstrated ability to collaborate with diverse staff across
an institution; strong team player with recognized leadership
capacity and excellent interpersonal skills.
- Highly developed verbal and written communication skills and
the ability to communicate technical concepts to non-technical
- Takes initiative, delivers results, observes a high degree of
satisfaction from partners based on excellent outcomes and good
- Motivated by the LPFCH Mission
- Possesses a genuine interest in improving the health and
well-being of children.
- Possesses a genuine interest in fundraising and
We know that building a diverse and inclusive workforce is key
to our success and enables us to do extraordinary work for kids and
their families. When you become part of our team, you’ll be joining
a group of passionate and dedicated individuals who truly care
about and believe in the work they do.
We provide competitive compensation and a wide range of benefits
designed to meet the needs of our employees and their families. We
are strong supporters of work life balance.
The Lucile Packard Foundation for Children’s Health is an equal
opportunity employer. Women, minorities, veterans and persons with
disabilities are encouraged to apply.