Head of Philanthropy, London Candidate Information Pack
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Introductory Letter Dear Candidate Thank you for your interest in the role of Head of Philanthropy, London. This is a very important appointment so we’re delighted to be working with Execucare to find the best possible candidate to join our team. It’s an exciting time to join the Philanthropy team here at Edinburgh. The University has had a long history of commitment to and success in fundraising-- having established one of the first professional fundraising departments in the UK-- but in the past few years we have begun to deliver a real step change in both our results and our ambition. Building on solid foundations, cash income grew by 25% between 2015 and 2016, and this year will be the most successful in our history. As one of the world’s top 20 universities, we are engaged in world-leading education and research across an impressive breadth of fields, and we have a powerful story to tell about the role philanthropy can play in accelerating our impact on people and communities in Scotland and around the globe. We are driven by core values on philanthropy. We appreciate every gift, no matter the size. We see our relationship with donors as one of partnership, better represented by a handshake than a plea— because together we achieve things that neither of us could do on our own. We are proud to offer donors the opportunity to partner with us, knowing in particular that philanthropy can be one of the most meaningful ways for people to express their values. We see ourselves as facilitators who connect those with great potential with others who want to help realise that potential—and to do so, our ability to listen is just as important as our ability to communicate. Integrity is at the heart of every interaction with donors, which is fundamental to building trust and confidence for the long-term.
You will be joining a flexible and innovative major gifts team within a wider Philanthropy & Donor Relations team—which is itself part of a wider Advancement department. While all department staff have particular priority areas and agreed personal and team targets, all are also expected and encouraged to resist a “lone wolf” mentality and contribute to the success of their teammates, the department, and the university as a whole. This is an environment for someone who is keen to stretch themselves and to learn from others. We aspire not only to achieve best practice but to lead in defining it—through risk-taking, asking hard questions, and challenging each other to be bold and creative. We’re looking for a highly collaborative, dynamic, and entrepreneurial major gifts fundraiser. As one of the first members of the team to be based remotely, you will need to be comfortable being a trailblazer who will work with us to develop systems and ways of working that will ensure you have the support you need to be successful. You will come regularly to Edinburgh so that you develop close working relationships with members of the team and the wider university community, but you will spend most of your time working quite independently, traveling within the London area meeting with donors. This role wouldn’t work for everyone. But for the right person, this is a fantastic opportunity to work for a world-leading university and build transformational programmes and partnerships. We look forward to discussing the successful candidates with Execucare and hopefully speaking with you soon. Best wishes Chris Cox Vice-Principal for Philanthropy & Advancement
Candidate Information Pack Head of Philanthropy, London, The University of Edinburgh
Liz Reilly Director of Philanthropy & Donor Relations
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The Opportunity The University of Edinburgh seeks an exceptional major gifts fundraiser for this new and very unique position. The Head of Philanthropy, London, will be responsible for securing major gifts from potential donors in London and the South East, developing a programme that deepens and expands the University’s strong relationships in the region. The creation of this position is a strategic response to the strength of those relationships. We have over 25,000 alumni and 4,000 donors in the area. When not meeting with donors, the postholder will work primarily from home, and it will be an advantage if candidates reside in, or can easily reach, London and South East England given the focus of the role. Working for an institution that places advancement at the very core of its overall strategy, the Head of Philanthropy, London, will report directly to the Director of Philanthropy & Donor Relations and work to secure support primarily from individuals for Universitywide fundraising priorities including scholarships and broader student support, research, capital projects, and more. This is an exciting opportunity for someone who wants to have a major impact on an institution with an exceptional track record, is a self-starter and self-motivated, and enjoys the development of new initiatives.
Candidate Information Pack Head of Philanthropy, London, The University of Edinburgh
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The University of Edinburgh The University of Edinburgh is an ambitious and innovative university with a bold and strategic vision, located in a beautiful and thriving capital city. Driven by creativity and curiosity, it strives to fulfil social, cultural and economic obligations to Edinburgh, Scotland and the world. It is truly a global University, making a significant contribution to the world through global partnership, exchange and engagement. It has 200,000 graduates around the world and 42% of its student population comes from 156 nations, with 33% of staff coming from 105 nations. The University provides an educationally outstanding experience for its students. Founded to advance knowledge for the public good, the breadth and depth of its scholarship, learning and teaching, and its entrepreneurial and creative culture enables the University to make a positive difference to people’s lives – both close to home and globally. For more than four centuries, the University of Edinburgh’s people and their achievements have made history time and again. They’ve explored space, revolutionised surgery, published era-defining books, paved the way for life-saving medical breakthroughs and introduced to the world many inventions, discoveries and ideas, from penicillin to Dolly the sheep. Today, in a fast moving, ever changing geo-political climate, the University is committed to making a sustained and enhanced global impact through an approach shaped by innovations and excellence. It is committed to ensuring the strongest culture of philanthropic support focussed especially on its students and on outstanding research capabilities. One of the world’s leading universities, the University of Edinburgh has been at the forefront of international research across the arts and sciences for centuries. The research, discoveries and ideas born at the University have changed the way we understand the world. The University of Edinburgh is world-renowned for the quality of its teaching, research, and wider economic and social impact. The latest Research Assessment Framework highlighted the University’s place at the forefront of international research, rating Edinburgh fourth in the UK for quality and breadth of research, and by far the most successful university in Scotland.
It is ranked the 23rd most employable university in the world by the 2015 Global Employability University Ranking and is a member of both the Russell Group and the League of European Research Universities. The University is organised into three colleges, the Colleges of Arts, Humanities and Social Sciences (CAHSS), Science & Engineering (CSE) and Medicine & Vet Medicine (CMVM). Within these colleges are twenty schools. Together they offer more than 500 undergraduate and 160 postgraduate courses to over 30,000 students each year. Professional services are as critical to this success as the world-class teaching, research and student facilities. In fact, the University is one of the top employers in Edinburgh, with over 11,700 people spread across a wide range of academic and supporting roles. The University of Edinburgh has a clear strategic vision, published in its Strategic Vision 2025; this helps focus and drive all decisions made at the University, and holds it accountable to ambitious key performance indicators. Included in the Strategic Vision 2025 is a clear commitment to philanthropic support and the engagement of the University’s global alumni community. As a world-changing, world-leading university, the University of Edinburgh is an exciting, positive, creative, challenging and rewarding place to work. The University will give you support, nurture your talent, develop and reward success and integrate academic, professional and personal career goals, as well as give your career the benefit of a great and distinguished reputation.
Candidate Information Pack Head of Philanthropy, London, The University of Edinburgh
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City of Edinburgh
Scotland is a distinctive and fiercely ambitious country while Edinburgh is a cosmopolitan city and one of Europe’s most vibrant capitals. A city with both heritage and ambition, Edinburgh often tops lists for best places to live in the UK and was recently voted second best city in the world for quality of life. As a great civic university, The University of Edinburgh especially values its intellectual and economic relationship with the Scottish community that forms its base and provides the foundation from which it looks to the widest international horizons, enriching both itself and Scotland. The University is deeply embedded in the fabric of the city of Edinburgh with many of the buildings in the historic Old Town belonging to the University.
With a population of approximately 450,000 (1 million in the city region), the city manages to combine both ancient and modern in a uniquely Scottish atmosphere. Edinburgh combines medieval relics, Georgian grandeur and a powerful layer of modern life with contemporary avant-garde. A UNESCO World Heritage Site, it is also the leading festival city in the world, based at the heart of an international transport network that connects the city to major UK, European and global destinations. The University is a major partner and contributor to the city and region, attracting the best minds, the best facilities, and the best academic and business connections.
Candidate Information Pack Head of Philanthropy, London, The University of Edinburgh
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Development and Alumni Relations at The University of Edinburgh The Development and Alumni Department of the University of Edinburgh has one of the largest and most successful teams in the UK Higher Education sector. In 2016, Chris Cox joined the University as Vice Principal, Philanthropy & Advancement, to lead an ambitious advancement programme that will match the ambition of the University. As one of the first universities in the UK to appoint an advancement professional at this level, the University has underlined its commitment to advancement and the importance it places on alumni and donor engagement as part of the University’s future. The Development & Alumni department’s (D&A) mission is to help alumni and friends to shape the future by supporting and inspiring Edinburgh students and researchers, maximising the University’s impact on Scotland and the world. It exists to build a network of friends and supporters throughout the world and to enhance the work of the University. This is achieved by building long-term relationships with alumni, creating imaginative fundraising programmes and events, and working in partnership with all areas of the University. The department fundraises in order to ensure that the University can continue to provide ground-breaking research; world-class facilities for students and staff; and scholarships to attract the very brightest from around the world to Edinburgh. Fundraising staff focus on building long-term relationships by understanding the motivations of donors, identifying the areas of most interest to them, and ensuring that their donations are used effectively to make a difference. Edinburgh has a long history of successful fundraising (having been one of the first universities in the UK to set up a professional fundraising operation) but is in the midst of a real step change and is on track to double philanthropic income in just a few years. The team is currently developing exciting giving opportunities to help the university achieve its overall stated goal of impact on society. These are organised in the following five thematic areas in which Edinburgh is world-leading and in which philanthropy could have considerable impact: Global Challenges, Dynamic and Creative Thinking, One Health, Digital Transformation, and Life-changing Learning.
The Philanthropy team has big ideas for the future and is currently recruiting several additional senior major gifts fundraisers - including the new Head of Philanthropy, London - to play an integral role in developing and implementing our strategy. The postholder’s objective will be to develop and build relationships to secure significant philanthropic support. S/he will manage a portfolio of potential major donors and will be expected to seek donations focused on six-figures and above. S/he will be responsible for developing and implementing longterm strategies to double philanthropic income in the London area over several years and ensure highquality, strategic engagement of individual donors. The post holder will manage some of the University’s most important relationships with current and potential major donors. Edinburgh’s work has a big impact on real people and critical world challenges. Now is an exciting time to work for this world-leading institution and to promote philanthropy as it increasingly supports the ambitious goals of staff and students.
Candidate Information Pack Head of Philanthropy, London, The University of Edinburgh
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Staff Diagram Vice Principal, Philanthropy & Advancement & Executive Director, Development & Alumni
College Registrar, CMVM
Head of External Engagement & Communications, CMVM
PA to Vice Principal & Executive Director
Director, Development & Alumni Services
Director of Philanthropy & Donor Relations
Development & Alumni Services Team
Development Assistant
Director of Alumni Relations Fundraising & Communications Team, CMVM
Alumni Relations Team
Philanthropy & Donor Relations Team
Head of Philanthropy, CAHSS
Head of Philanthropy, CSE
Head of Philanthropy, London
Head of Philanthropy
Philanthropy Manager, CAHSS
Philanthropy Manager, GeoSciences
Development Associate
Development Officer, CAHSS
Development Officer
Development Officer
Development Assistant, CAHSS
Development Officer, Biology
Development Officer
Development Officer, CSE
Head of Philanthropy, North America
Development Manager, Supporter Engagement Development Officer, Supporter Engagement Development Officer, Lib & Collections
Philanthropy Manager, Trusts & Foundations
Donor Relations Manager
Development Manager, Legacies
Development Officer, Trusts & Foundations
Donor Relations Officer
Supporter Engagement Administrator
Key CAHSS = College of Arts, Humanities & Social Science CSE = College of Science & Engineering CMVM = College of Medicine & Vet Medicine
Candidate Information Pack Head of Philanthropy, London, The University of Edinburgh
Community Fundraising Officer, Supporter Engagement
Development Coordinator, Supporter Engagement
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Job Description Title
Job Purpose
Head of Philanthropy, London
To support the full range of University of Edinburgh fundraising priorities by securing major gifts from individual donors in London and SE England (and other reachable cities in Europe from time to time). Responsibilities will include securing philanthropic commitments to support scholarships and broader student support, , research, capital projects museums, special collections, sports, and other areas.
School/Support Department Development & Alumni
Line Manager Director of Philanthropy & Donor Relations
Workplace When not meeting with donors, the post holder will work primarily from home. It will be an advantage if candidates reside in, or can easily reach, London and SE England.
Main Responsibilities 1. The post holder will manage his/her own portfolio of potential high-level individual donors (and may occasionally be asked to pursue the development of a significant corporate or foundation relationship) —which will involve faceto-face meetings and regular communication with potential major donors-- and will work closely with the Director of Philanthropy & Donor Relations and other senior members of the department, senior academics, and influential volunteers to develop bespoke proposals that attract major gifts, focusing on 6-to-7 figure gifts. As donor relationships develop, the post-holder will encourage donor visits to campus in Edinburgh, arranging their trips and visit schedules and either accompanying them or connecting them with the most appropriate D&A and campus colleagues.
3. Liaise with the Events & Protocol team, the Alumni team, and the Donor Relations Manager to thank and maintain long-term relationships with major donors and cultivate potential major donors, including correspondence, invitations, personal meetings and publicity as appropriate. 4. Contribute to the wider work of the Development and Alumni Team including contributing, where appropriate, towards Alumni Relations, Regular Giving, and Legacies. 5. Keep abreast of charity law, legislation and best practice in fundraising for Universities.
2. The post holder will develop and maintain a close working knowledge of current and emerging research, teaching, scholarship, and estates priorities across the University. He/she will work closely with the Director of Philanthropy & Donor Relations and key academics to identify the programmes with the most potential to match the motivations and priorities of private donors and to agree on annual deliverables. He/she will also draft and implement long-term strategies to bring about a step-change in philanthropic income in London (doubling it over several years) and high-quality, strategic engagement of individual donors and prepare regular progress updates.
Candidate Information Pack Head of Philanthropy, London, The University of Edinburgh
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Job Description Planning and Organising
Problem Solving
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A crucial part of this role is working closely with academic partners to develop robust, competitive and compelling proposals. This requires long-term vision, diplomacy and drive.
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The post holder will manage the expectations of senior staff in order to best use the time they allocate to engaging with current and potential donors. This involves identifying and pursing philanthropic opportunities, as well as managing expectations of academic staff involved in projects with varying degrees of engagement with philanthropic activity. Care, tact and excellent influencing skills are crucial.
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Manage and influence long-term relationships between key major donors/senior stakeholders and relevant representatives of the university at all levels, sometimes at Principal/Vice-Principal level. This requires arranging meetings, coordinating diaries and travel, drafting detailed briefings and meeting objectives and devising follow-up strategies. Contribute to the long-term success of the University by developing a robust and reliable pipeline of philanthropic funding in London over the next 5-10 years. This will involve being an active member of planning and strategy groups related to the UK, including those related to broader communications planning.
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The post holder must be able to analyse and interpret data and, working with the Insights Team, identify and prioritise high level potential donors over the next 5-10 years.
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Manage and maintain records on the departmental database, ThankQ, to monitor individual goals and KPIs and think strategically to make adjustments to individual work plans as appropriate.
Decision Making •
The post holder will be expected to act with a considerable degree of autonomy, keeping the Director of Philanthropy & Donor Relations and other relevant staff informed as appropriate.
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The post holder will be active in the development of major interdisciplinary research programme proposals spanning the University’s three Colleges, sometimes as the lead and sometimes in support of colleagues.
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The post holder will be expected to anticipate difficulties and take timely action to overcome obstacles and manage risk.
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The post holder must manage their own time and workload on a weekly and monthly basis to support the overarching vision and operational plans for the Development & Alumni team.
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The post holder will work on a range of proposals at five- to seven-figure levels (though focus on the higher level gifts), liaising with the Director of Philanthropy & Donor Relations and sometimes others on six+ figure gifts.
The post holder will work to agreed personal financial and activity goals to achieve overall team goals. In order to do this they will identify high-net worth individuals, sometimes through working with the research team and sometimes on their own initiative. They will instigate face-to-face meetings, write and develop proposals on an iterative basis with both academic and donor communities, and conduct formal presentations. They will use their judgement to determine which relationships they can manage on their own and which require involvement of the Principal, Senior Vice-Principal, Vice-Principals, or other senior representatives of the university. When involving senior leaders and academics in donor meetings, the post holder will be required to advise on meeting structure and roles, provide detailed briefings and make informed judgements as to appropriate pacing and scale of ambition for each donor proposal and wider relationship, supported by appropriate mechanisms for donor recognition and active stewardship, in line with current and evolving University frameworks.
Candidate Information Pack Head of Philanthropy, London, The University of Edinburgh
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Job Description Key Contacts/Relationships •
The post holder will be a member of the Development & Alumni team and will come to Edinburgh on a regular basis for meetings with the D&A team, the wider academic/staff community, donors, and other stakeholders.
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The post holder will manage some of the University’s most important relationships with current and potential major donors and must therefore represent the work of D&A and the University with the utmost integrity and professionalism.
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Excellent inter-personal skills are essential for dealings with staff on every level. While the post holder has no direct line management responsibility at this time, influencing skills will be required to ensure that fundraising aims are achieved.
Job Context & Any Other Relevant Information •
The post holder will be responsible for fundraising for key projects that span across the University, including raising money to support scholarships and other student support, research, museums, capital projects, special collections, sport, etc. This is a senior-level role, with wide-ranging responsibilities to deliver on strategic priorities. The post holder would be expected to have or gain in a short time an authoritative knowledge of the work practices, processes and procedures relevant to the role.
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There will be an operational budget for the role which the post holder will manage and support from other D&A teams including Research, Services and Insight.
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Given this post is the sole full-time fundraiser in London, travel within the country to visit donors will be frequent. Occasional international travel will also be required.
Candidate Information Pack Head of Philanthropy, London, The University of Edinburgh
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Person Specification Knowledge, Skills and Experience Needed for the Job Qualifications/Training A University degree is essential and an Honours degree is desirable. Experience: Applicants should have extensive experience of fundraising in Major Gifts (ideally a minimum of 4 years at a similar level) with a focus on working with individuals and must have a significant track record of securing donations in the five+ figure region. The ability and inclination to meet potential major donors and to engage them productively and constructively with the wider University community towards high level philanthropic support is crucial for the successful post holder. The post holder must have considerable experience developing detailed fundraising plans, determining philanthropic potential, and writing compelling proposals. Knowledge, Skills and Competencies A deep awareness of and commitment to ethical fundraising practices is essential, as is a drive for excellence and innovation and an inspiring sense of optimism. Pride in the development profession and the transformative power of philanthropy is also essential. An understanding of universities as complex organisations attracting funding from a wide variety of public and private sources is preferred as is an interest in and knowledge of factors affecting higher education in Scotland, the UK and more widely. Personal Attributes •
The post holder will be required to promote the often complex work of the University to potential major donors with the utmost enthusiasm, clarity and integrity.
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Entrepreneurial, innovative life-long learner.
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Strong relationship building, influencing and negotiation skills; comfort with ambiguity; track record of success.
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Commitment to diversity, with the firm belief that a diverse team is a stronger team.
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The post holder must have a sound grasp of charity law, fundraising techniques and people management and superlative interpersonal skills.
Candidate Information Pack Head of Philanthropy, London, The University of Edinburgh
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Terms & Conditions Terms & Conditions
Equality of Opportunity at the University
Location
The University of Edinburgh is committed to equality of opportunity for all its staff and students, and promotes a culture of inclusively. It has a range of policies and procedures in place to provide a workplace that embraces diversity and is free from any potential bias.
Home-based with travel to London, South East and Edinburgh Salary Competitive Hours of Work 35 hours. At this level, the postholder will be required to be flexible with working hours, and on occasion weekend and evening work will be required.
The link below provides further information on equality and diversity: http://www.ed.ac.uk/equality-diversity
Probation period One year Annual leave 36 days per year Pension eligibility You will be automatically enrolled into the Universities Superannuation Scheme (USS) with effect from first day of employment. If you do not wish to remain a member of USS you will need to opt out.
Application Process Please apply by submitting a copy of your Curriculum Vitae (CV) and a Covering Letter highlighting your suitability for the position by email to:
For an informal conversation prior to applying to this role, please call either Nicola Reames on 020 3621 1540 or Joanna Logan on 020 3589 0467.
claire.reynolds@execucare.com
Candidate Information Pack Head of Philanthropy, London, The University of Edinburgh
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Candidate Information Pack Head of Philanthropy, London, The University of Edinburgh
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