Director of Principal Gifts Candidate Information Pack
in partnership with
{ Director of Principal Gifts } Candidate Information Pack
Senate House viewed from St Mary’s Tower
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{ Director of Principal Gifts } Candidate Information Pack
Contents Introduction
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Development & Alumni Relations
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The Role
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Role Purpose
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Main Responsibilities
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Person Profile
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The University of Cambridge
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The Structure of the University of Cambridge
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Schools, Faculties, Departments
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Terms & Conditions
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Organisational Chart
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Application Process
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{ Director of Principal Gifts } Candidate Information Pack
Introduction This is a rare opportunity to join one of the world’s leading universities in a senior fundraising role. Working for one of the most universally recognised brands in the world, you will be part of a new team delivering the University of Cambridge’s significant fundraising potential. The University of Cambridge attracts students and academics of the very highest calibre. It is consistently ranked among the very top few universities worldwide and has produced more Nobel Prize winners than any other university. The University can reflect on myriad achievements and world-changing ideas born within its walls, from the establishment of the fundamentals of physics to the discovery of the structure of DNA, from the transformative thinking of great Cambridge philosophers, poets and artists to the ground breaking work of some of the greatest scientific minds in history. Its watchwords include discovery, innovation, inspiration and transformation, and after 800 years, it continues to thrive and to serve society at large. With a significant tradition in engineering, the sciences and mathematics as well as in the arts, humanities and social sciences, the research that Cambridge produces affects us all. Its work addresses questions as far-reaching and profound as developing new treatments for cancer; combating infectious diseases; climate change and carbon emissions; biodiversity conservation; emerging powers on the world stage; and global food security. Following the completion of Europe’s first University £1 billion philanthropic Campaign in 2010, two years ahead of schedule, the University is building on its success with a substantial investment in fundraising and significant growth in the team. The University’s aim is to ensure that its academic pre-eminence continues to be matched by its leadership in philanthropy. The Director of Principal Gifts will play a key role in this intensive and exciting period of transformation. Responsible for identifying and securing donations in excess of £5,000,000, you will be responsible for the design and delivery of an innovative principal gifts strategy. You will leverage partnerships with world class academics and leaders across the University to deliver transformative philanthropic gifts. Working collaboratively and confidently, your challenge will be to bring an ambitious, entrepreneurial and innovative approach to principal gifts fundraising. The University of Cambridge seeks an outstanding talent to join the Development & Alumni Relations team. You will have a proven track record of securing transformative gifts, in the management of key relationships with high net worth individuals and of managing key internal and external stakeholders at the highest level. As Director of Principal Gifts, you will enable high level donors help the University find solutions and answers to some of societies most challenging and compelling questions.
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{ Director of Principal Gifts } Candidate Information Pack
Development & Alumni Relations Development and Alumni Relations is the alumni relations and fundraising arm of the University of Cambridge. It has the responsibility for raising major philanthropic gifts from alumni and non-alumni sources; for encouraging lifelong relationships and building links between the University and its alumni and supporters; for ensuring that the worldwide community of over 200,000 alumni are well-informed about the development of the University and equipped to be effective ambassadors and advocates; and for communicating persuasively with all audiences to satisfy these objectives. Development and Alumni Relations works collaboratively with all parts of Collegiate Cambridge including the University Schools, Faculties and Departments, the 31 colleges, University registered clubs and societies, Cambridge University Health Partners, and Cambridge in America. All these are also focussed on promoting positive relations with our alumni and non-alumni and generating philanthropic funds. In 2005, to mark its 800th anniversary, Collegiate Cambridge launched the public phase of Europe’s first £1 billion campaign. It reached its target by 2010, two years ahead of schedule. Building on this success, the University is planning for its next major institution-wide campaign. In this context, the University is directing significant investment toward the expansion of the current alumni relations, communication and fund raising capability. Development & Alumni Relations currently has approximately 70 staff members; this number is likely to rise to around 120 by 2014/15.
The Sainsbury Laboratory
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{ Director of Principal Gifts } Candidate Information Pack
The Role The Director of Principal Gifts (DPG) reports directly to the Executive Director of Development and Alumni Relations and is a member of the Executive Management Team within the Development Office responsible for the design, support and delivery of the University’s principal gift development activity. The role is responsible for managing a team of c.2 principal gift fundraising professionals and 1 team assistant. Each member of the principal gift fundraising team is expected to generate gifts from prospects with ability to make gifts of £5,000,000 and greater. As such these prospects will range from individuals (alumni and non-alumni); trusts and foundations, and corporations in the UK and Internationally and the team activity will span across all schools and non-school university wide fundraising needs. The PG team will be expected to generate their own prospect pool and be entrepreneurial in their ability to devise strategies to develop prospects who will give transformative gifts. From the last campaign we know that 72% of funds came from less than 1% of donors for gifts over £1,000,000. At £5,000,000 and above the prospect pool is small and therefore the level of expertise and strategic leadership required from the DPG is at a higher level compared with the rest of the fundraising organisation within the Development Office. This individual will be highly entrepreneurial in devising strategies to engage with prospects and cultivate them to giving on a transformative scale to Cambridge. Such prospects are key to the success of a campaign and the Director will be measured by the ability of the team to deliver at this level. As such the post holder will manage complex relationships and priorities across the University demanding diplomacy and strategic thinking in order to match principal gift priorities with the University’s stated philanthropic objectives as well as handling an increased degree of complexity both with prospects and the type of gift that this level of gift brings with it. The DPG is responsible for establishing centralised expertise and coordination of all principal gift fundraising activity across the University and the principal gift team will work collaboratively with the development office’s Major Gifts fundraising teams as required who’s activity is seen as a role model for fundraising at Cambridge. S/he will manage the PG team and develop KPI’s agreed by the Executive Director to which the entire PG team will be measured by. The role holder will carry a prospect load in their own right and therefore will work directly with some of the University’s most senior donors and volunteers, and will have fund raising targets of that will be reviewed regularly with the Executive Director. The post holder will need to lead by example, working collaboratively and transparently to maximise principal gift giving to Collegiate Cambridge.
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{ Director of Principal Gifts } Candidate Information Pack
This post holder will play a key role in the planning of the next campaign as part of the executive management team. The role requires working outside of office hours, UK and occasional overseas travel and budget responsibility.
Role Purpose The Director will manage a principal gift’s program of identification, qualification, cultivation, solicitation, and stewardship of prospects with a focus on prospects with the ability to make gifts of £5,000,000 and greater. The DPG will work closely with the Executive Director and others to develop strategies for principal gifts. This includes:•
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Identifying and securing major gifts greater than £5million to meet prioritised funding needs of the University in the context of ongoing fund raising activity for Collegiate Cambridge, and a major capital campaign. Leading, organising and managing the University’s team of principal gift officers to meet collective goals and aligning that work with CUDO’s major gift fundraising teams. Determining CUDO’s principal gift strategic and operational plans and budget allocations, as a member of the CUDO executive management team. Identifying, training and supporting key academic staff in Schools to deliver principal gift fundraising success. Playing a central role in developing and planning the next Campaign working closely with the Vice Chancellor, senior University and College Staff under the leadership of the Executive Director of Development. Providing professional leadership to establish and maintain CUDO as leader in philanthropy – introducing and enhancing best in class development tools, techniques and practices and overseeing the professional development of sector leading principal gift fund raising staff. Leading and coordinating the work of the principal gifts team of c.2 professionals, developing and deploying available resources effectively Working collaboratively, particularly with regard to prospect allocation and solicitation planning, with key members of Collegiate Cambridge and the leadership team within CUDO. Owning a personal prospect pool of c.20 prospects – developing new prospects, solicitations, and settling and stewarding long term relationships with high net worth individuals.
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{ Director of Principal Gifts } Candidate Information Pack
Main Responsibilities Key duties and responsibilities 1 •
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Leadership / Management To lead and manage the Principal Gifts team (professional and administrative staff) to deliver six figure plus gifts to the University and deepen relationships with alumni and supporter engagement as a community. Work collaboratively with the COO to ensure CUDO resources are aligned to support the delivery of principal gifts to the University. Influence senior internal stakeholders, leadership volunteers across Collegiate Cambridge, and potential alumni and non-alumni donors. Integration of activities across the advancement office fostering coordinated team work and support between functional teams. Recruit, induct, coach, develop and line manage the principal gifts team; Financial/Non Financial Goals
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Ensure that all principal gift activities meet the agreed budget and that financial risks are actively managed Meet defined KPIs set out at the start of each financial year as agreed with the executive director. Strategic Management Creation of principal gift strategy for CUDO; formulation of the annual plan and budget allocations. Provide strategic advice both to CUDO Executive Director, Vice Chancellor, PVC’s, Heads of Schools, other senior University Officers, high level University policy and decision-making committees, on relevant Development Issues. With the Executive Director, manage the ED’s principal gifts portfolio, developing strategies, providing written materials and oral briefings, and assisting with solicitations. Oversee and advise on briefings and strategies for the, Vice Chancellor, and other senior leaders in the University involved with principal gifts solicitation. Play a central role in the development and planning of the next Cambridge University Campaign, working closely with the executive management team of as well as the Vice
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{ Director of Principal Gifts } Candidate Information Pack
Chancellor and other high-level decision making bodies and external volunteer committees. •
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Maintain CUDO as an industry leader by identifying and employing sophisticated tools for effective delivery of fundraising best practice. Responsible for approving and ensuring the PG team adhere to all primary canvasser assignments made in collaboration with Executive Director, COO, major gifts team, and/or Director of University Relations. Principal Gift Fundraising Manage a personal portfolio of c.20 major gifts prospects to deliver philanthropic income to agreed targets. Identify, cultivate and negotiate with potential major gifts donors to Cambridge to meet the fundraising needs of the University Manage the proposal process for securing donations in collaboration with University departments: setting cultivation and solicitation plans for approaches to key donors. Steward a range of existing donors to sustain their connection with Cambridge and cultivate support. Collaborate with, advise and brief members of University staff, faculty, key alumni volunteers and other University contacts to enable them to secure significant gifts from individuals/institutions. Work with the principal gift team to identify high-value prospective donors ensuring key leaders in Collegiate Cambridge and in particular the VC, is used to the best effect to deliver on principal gifts plan objectives. Liaison with academics, colleges, external volunteers and other key stakeholders, internal and external to Collegiate Cambridge. The city of Cambridge
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{ Director of Principal Gifts } Candidate Information Pack
Person Profile Essential knowledge, skills and experience required for the role Education & qualifications Essential •
Good first degree
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Post-graduate qualification, ideally in an area relevant to the work of the School.
Specialist knowledge & skills •
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Principal gift fundraising and experience of delivering £1,000,000 and greater solicitations Prospect management and systems that support it Experience of fundraising performance management and implementing systems required to ensure delivery against defined performance measures Excellent negotiation skills Ability to build empathetic relations with high net worth individuals in a variety of professional and high visibility positions Expert technical and professional skills in principal gift fundraising including up to date knowledge of relevant legislation; will be a point of reference/expertise for members of Collegiate Cambridge
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Experience of working in HE/not-for-profit sectors
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In-depth knowledge and interest in philanthropy
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In-depth knowledge of CRM, Raiser’s Edge preferable
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Able to define PG prospects pool and develop strategies of engagement to develop the relationships that give transformative gifts to Cambridge Demonstrates ability to develop PG prospect strategies which may involve Philanthropy, sponsorships and research funding. Ability to see the bigger picture and engage with a donor at a strategic level Demonstrable evidence of delivering initiatives that contributes to Cambridge as whole versus institutional needs at School or faculty level
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{ Director of Principal Gifts } Candidate Information Pack
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Has managed the complexity that surrounds transformative gifts involving complicated structures. Can manage this will little input from the Executive Director
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Has built and directed a team of principal gift fundraising professionals
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Experience of an institution which is both international and complex
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Track record or operation at senior level with multi-stakeholders. Experience of working in HE or not-for-profit sector, and in particular an understanding of Cambridge University, its mission and its need for external funding. An interest in how academic research and scholarship affects our understanding of the modern world and its important role in addressing pressing contemporary issues.
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To have the gravitas required to command respect among senior University stakeholders and internally within CUDO To understand and be able to work within the politics and protocols of University life at a senior level Numerate, data literate, including in respect of methodologies for effective analysis and presentation of data To possess a strong natural drive toward getting into the field; a desire to be actively engaging with donors and potential donors to Collegiate Cambridge Willingness to work outside of regular hours and to travel (overseas)
Computer Laboratory, William Gates Building
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{ Director of Principal Gifts } Candidate Information Pack
The University of Cambridge The mission of the University of Cambridge is to contribute to society through the pursuit of education, learning and research at the highest international levels of excellence. The University of Cambridge is consistently ranked in the top five universities in the world. The University’s sustained pursuit of academic excellence is built upon a long history of firstclass teaching and research within its distinctive collegiate-system. Its principal goal is to continue to be in the foremost rank of research-led universities worldwide. The University has nearly 10,000 staff, approximately 17,600 students and assets of c. £220 million. Its total income in 2012 was £1.3 billion, when consolidated with the turnovers of the wholly-owned Cambridge University Press and Cambridge Assessment (the University’s external examination business). The results of the last Research Assessment Exercise (concluded in 2008) placed Cambridge at the front of all UK universities for the quality of research. The University submitted 2,040 members of staff, representing 92% of the eligible total: 32% of their work was judged to be world-leading (grade 4*) and a further 39% to be of international excellence (grade 3*). Providing teaching and an education of the highest quality is central to the University’s purposes. The Tripos system for the undergraduate degrees and the distinctive personal attention given to all students are essential components of the Cambridge experience. The genius of scale that provides a personal and supportive focus for students in the Colleges, combined with the scope and range of the University’s subject base and the Colleges’ facilities, is at the core of this endeavour. The Collegiate University remains committed to admitting the best students regardless of their background and, at the undergraduate level, it invests considerable resources both in widening access and in financial support. Through the Cambridge Commonwealth and Overseas Trust, significant funds are also available for postgraduate students. Attracting the very best research students from around the world to Cambridge remains a core strategic objective.
The Structure of the University of Cambridge The University of Cambridge is a complex organisation. To understand how it operates, it helps to keep its historical origins in mind. Whilst the University can be dated from 1209, the first Colleges, each autonomous and independent with its own governing Body and Charter, were established later, from 1284, principally to teach and house students at all levels. The
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{ Director of Principal Gifts } Candidate Information Pack
University has no charter, but is governed under Acts of Parliament starting with Elizabeth I and most recently the 1923 Oxford and Cambridge Act. The University works with a relatively small central administration. The procedural rules of the University are embodied in Statutes and Ordinances, which prescribe in some detail the formal administrative practices. These rules are made in most cases by the University itself, although the Statutes can only be changed with the approval of the Privy Council. Each College also has its own statutes and regulations. The University has sole responsibility for examinations and for conferring degrees. The Colleges, on the other hand, have responsibility for selecting, admitting and accommodating all undergraduate students, and a student cannot enter the University unless he or she also becomes a member of a College. However, the University lays down the admission qualifications for postgraduate students and also has certain controls over the statutes of the individual Colleges. During the 20th century, the role of the University hugely expanded through the provision of facilities, such as teaching and research laboratories. The University employs Professors, Readers, Senior Lecturers, Lecturers and other teaching and administrative staff who provide lectures, seminars and practical classes. The Colleges supplement the University’s teaching with supervisions and other small-group teaching, given by Fellows or others appointed by the College, and each College also provides library and other learning resources for its own members. The Colleges are separate corporations which exist in symbiosis with the University, and manage their own physical infrastructure.
Peter Wothers at the Cambridge Science Festival
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{ Director of Principal Gifts } Candidate Information Pack
Schools, Faculties, Departments Schools The teaching and research activities of Cambridge are conducted through six major groupings of cognate institutions – Schools – which consist of Faculties and Departments. The Schools are: • • • • • •
Arts and Humanities; Biological Sciences; Clinical Medicine; Humanities and Social Sciences; Physical Sciences; Technology.
Each School has a Council. The Head of the School chairs this, and is the principal academic officer of the School responsible for its overall running, the use of funds allocated by the Council of the School, and the implementation of the academic and financial plans prepared by the University Council. Faculties and Departments Within the overall jurisdiction of the six Schools, teaching and research in Cambridge is organised primarily by Faculties. In addition, a small number of similar bodies entitled Syndicates can also have responsibilities for teaching and research or for major institutions such as the Fitzwilliam Museum or the University Library, or for some service areas such as careers support to students. They exercise powers similar in effect to those of Faculty Boards. The Faculties have different organisational sub-structures which partly reflect their history and partly their operational needs. Administratively there is great convenience in dividing the work of a large Faculty into separate Departments but it carries the danger that the academic programme may become too compartmentalised. The Councils of the Schools play an important role in ensuring that the natural academic links between different Departments are maintained and developed. Unified Administrative Service (UAS) The Registrary is the principal administrative officer of the University and the head of the UAS. The UAS consists of a number of support services departments, for example Human Resources, Finance, Management Information Services and Estates Management. The latter is a multi-disciplinary organisation responsible for the development, management and maintenance of the University estate, along with the provision of a variety of related services.
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{ Director of Principal Gifts } Candidate Information Pack
Terms & Conditions Location
1 Quayside, Bridge Street, Cambridge, CB5 8AB
Hours of Work
There are no conditions relating to hours and times of work but you are expected to work such hours and days as are reasonably necessary for the proper performance of your duties. Your times of work should be agreed between you and your head of institution.
Length of appointment
Permanent
Limited funding
N/A
Probation period
9 months
Annual leave
33 days plus Bank Holidays, but including fixed periods at Christmas when the Department/office is closed. The period for calculating entitlement to annual leave in any particular year is the academic year i.e. 1 October to 30 September.
Pension eligibility
Universities Superannuation Scheme (USS) Pension scheme details are available on our web pages at: http://www.admin.cam.ac.uk/offices/pensions/schemes.html. Information about the legal requirement for the University to automatically enrol its eligible jobholders into a qualifying workplace pension scheme from 1 March 2013 is available at: http://www.admin.cam.ac.uk/offices/pensions/autoenrolment/.
Retirement age
The University does not operate a retirement age for assistant staff/research staff/unestablished academic staff/unestablished academic-related staff OR For established academic and academic-related staff, the University operates a retirement age which is at the end of the academical year in which the University officer reaches the age of 67
Pre-employment checks
We have a legal responsibility to ensure that you have the right to work in the UK before you can start working for us. If you do not have the right to work in the UK already, any offer of employment we make to you will be conditional upon you gaining it. If you need further information, you may find the Right to Work page within the ‘Applying for a job’ section of the University’s Job Opportunities pages helpful (please see http://www.jobs.cam.ac.uk/right/have/).
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{ Director of Principal Gifts } Candidate Information Pack
Organisational Chart
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{ Director of Principal Gifts } Candidate Information Pack
Application Process
in partnership with
For an informal conversation prior to applying to this role, please call either Joanna Logan on 07885 658 764 or Mairi Shirley on 07813 337 483. Please apply by submitting a copy of your Curriculum Vitae (CV) and a covering letter highlighting your suitability for the position by email to: joanna.logan@execucare.com
University of Cambridge Development & Alumni Relations Office
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