The Institutional Advancement (IA) division at Brandeis University is seeking a strategic, innovative, self-motivated professional with a client services orientation and an entrepreneurial spirit to build up and lead the Prospect Research team. The Director of Prospect Research and Pipeline Development, reporting to the Executive Director of Prospect Development and Information Strategy, is an integral member of the division and will be responsible for building up the prospect research team and expanding its capacity and capabilities in preparation for a new $1 billion+ campaign.  Our vision is to create a highly proactive, insight and intelligence-driven team, whose work directly impacts significant growth fundraising revenues and increased levels of engagement of the most promising prospective donors and leadership volunteers for Brandeis.   In collaboration with the Executive Director and the IA Vice President of Administration and Operations, the Director will lead this vital effort, developing strategies, annual workplans, and managing team performance toward the achievement of these objectives.

The Director leads and manages the Prospect Research program and 4 – 6 team members, which focuses on the discovery and evaluation of prospective donors, their interests and relationships, their inclination to give, and their philanthropic capacity.  The teams’ fundamental role is to provide timely, relevant, and high-level intelligence and analysis of high-capacity donors to inform and support the University’s fundraising strategies and to maximize major and principal gift fundraising success, with particular attention on prospects who have the capacity to give $1 million or more.  Additionally, the Director will ensure that a highly qualified pipeline of new prospects is prioritized for gift officer assignment, that intelligence on existing donors and trends in global wealth and philanthropy is routinely shared with gift officers, and that research end-products related to the University’s top 100 – 200 principal gift prospects is routinely updated and readily available.

The Director manages the day-to-day processes of prospect research, prospect identification, and pipeline development for the University’s major and principal gifts program. The Director’s management responsibilities include the development / enhancement of policies and procedures; the outlining and training or research methodologies; the establishment / enhancement of research products; the development and execution of quality control standards and processes; the management of the workload queue; assignment of all research requests; and the establishment and direction of a broad range of pro-active prospect identification projects. The Director should also be a hands-on senior research analyst, with the ability to contribute to the unit’s workload and deliverables.

Management of Prospect Research Program

• In collaboration with the Executive Director, responds to a broad spectrum of high-priority research, prospect identification projects, and specialized briefing requests from University leadership, IA leadership, and senior gift officers.
• Supervises a team of professional research staff members with respect to hiring, supervision, training, coaching, developing individual work plans, and providing professional development opportunities.
• Manages the research request queue; assigns all research projects; establishes workload priorities, workflow for deliverables, and unit productivity.
• Administers an internal quality control process to ensure timely, high-quality, consistent, and reliable work products, consisting of first-rate content, with accurate, and impactful information and analysis Through the internal review of all research products, provides team members with editing and feedback along with coaching and mentoring.
• Sets standards and develops protocols for IA’s Gift Capacity Ratings (GCRs) and other ratings and scores. Leads the unit’s efforts in the strategy for the assessment and rating of existing prospects.
• Utilizes best practices, new technologies, and trends in all aspects of prospect development work, and regularly shares insights and information with the team and with appropriate IA staff.
• Creates and implements strategies to streamline team functions and to increase productivity.
• Oversees the evaluation of new resource materials and services and manages department resources.
• Manages vendor relationships.
• Oversees budget and all other operational aspects of the unit.

Prospect Research / Analysis

• Employs advanced research data collection and analysis skills (using public, proprietary, purchased or leased databases, published materials and other resources) to proactively identify, research, and assess the philanthropic giving capacity of prospective donors.
• Analyzes the wealth and assets, giving interests, backgrounds, and Brandeis relationships of individuals, corporations and foundations.
• Prepares high-level and well-written briefing reports for the use by the University President, senior administrators, senior IA leadership, and senior fundraising officers.
• Fulfills rush requests and complex research requests as needed.

Prospect Identification and Pipeline Development

• Develops plans and strategies for the management and expansion of the overall pool of prospects and donors through a broad range of pro-active prospect identification projects.
• Leads the team to develop accurately rated pools of prospects and donors available for Brandeis fundraising purposes.
• Works with the Executive Director to ensure fundraiser portfolios are robust, contain strong, viable prospects, and are supported by a continual flow of newly identified and effectively rated prospective donors.

Position Requirements, Skill & Knowledge

• Education:  Bachelor’s degree required.  Demonstrated competencies in applied marketing research, sales, marketing and/or financial analysis, library science or similar fields. Advanced degrees or related certifications highly desired.
• Work Experience:  Five to seven years total work experience with a demonstrated experience in advancement research, prospect development, fundraising and/or equivalent experience. Preference given to candidates with understanding of and competency with Apra’s Advanced Skill Sets.
• Supervisory / Management Experience:    Four to six years supervisory experience with demonstrated experience creating and managing staffing plans, teams, departmental budgets, annual workplans, etc.
• Demonstrated project management skills with experience managing a team and initiating, planning, executing, controlling, and completing multiple complex projects within tight deadlines.
• Proven library and research techniques, emphasizing the ability to gather, evaluate and synthesize complex data from various sources, apply intelligence and interpretative insights and present information in a clear and cohesive manner.
• Exceptional reading, technical writing and proofreading skills with the ability to synthesize and interpret high volumes of data. Careful attention to detail, formatting and readability; ability to convey complex information straightforwardly and write concisely.
• High degree of fluency in computer technologies, including proficiency with building Internet and web queries, manipulating and retrieving data from complex database sources, managing news alerts and using electronic subscription services. Proficiency with word processing, spreadsheet and database systems with an ability to also become comfortable quickly with the University’s alumni and donor databases.
• Ability to apply good judgment, discretion, and a commitment to professional ethics and data security when dealing with highly confidential alumni, parent, student, family, donor and prospect information.
• Adheres to University and departmental business policies and procedures.
• Presents a collegial, collaborative and customer-service demeanor that positively reflects the core values and standards of the institution and demonstrates tact and diplomacy.
• Superior interpersonal skills with proven ability to successfully interact with varied constituencies, including those of considerable academic, community, social and business status.  At all times represents Brandeis University in an exemplary and professional manner.
• Must be a detail-oriented, self-starter with an ability to work independently and manage multiple projects and priorities to meet aggressive timelines and challenging deadlines.
• Must be able and willing to work occasional evenings and weekends with an attitude of doing what it takes to get the job done.