Head of Major Gifts Candidate Information Pack
Welcome Letter.............................................................................2 Introduction..........................................................................3 Development at Royal College of Music.....................................4 Strategic Vision 2020-2027...........................................................5 Organisational Chart....................................................................6 Job Description..............................................................................7 Person Specification.....................................................................9 Terms & Conditions....................................................................10 Application Process....................................................................10
Welcome Letter Dear Candidate
For more than 130 years we have welcomed, trained
Thank you for your interest in the Royal College of Music and
and nurtured the musicians of the future. Our campaign,
in the senior leadership position of Head of Major Gifts. The role presents a fantastic opportunity for a highly motivated professional who wants a leadership role in Education and Arts sectors, as part of an ambitious and successful development and alumni engagement team. The Royal College of Music is one of the world’s great conservatoires, training gifted musicians from all over the world for international careers as performers, conductors and composers. When HRH The Prince of Wales founded the Royal College of Music in 1882 as part of the legacy of the Great Exhibition of 1851, he wanted it to be nothing less than the recognised centre of the musical world, encouraging, promoting and leading the cultivation of music on the international stage. Philanthropy was at the core of our history - fifty scholarships were immediately established for the talented but needy, divided equally between the sexes. The RCM’s influence on the development of music is incalculable. With 840 students from more than 60 countries studying at undergraduate, masters or doctoral level, the RCM is a vibrant community of talented and open-minded musicians. RCM professors are musicians with worldwide reputations, accustomed to working with the most talented students of each generation to unlock their artistic potential. Our graduates are equipped to succeed, are eminently employable and do indeed progress to the very top of the profession as performers, composers, conductors, scholars and teachers – powerful artistic leaders who catalyse others.
More Music: Reimagining the Royal College of Music represents a once-in-a generation opportunity to radically transform our facilities and invest in innovation, enhancing the way students and visitors experience the RCM for generations to come and to build on our legacy. More Music includes a wide range of initiatives investment in concert spaces, creation of an interactive museum and expanded scholarship and bursary programmes. To help achieve these plans, we aim to raise £40 million in philanthropic support - to match the £40 million the RCM is investing in our future. The Head of Major Gifts will have a critical role in helping us achieve our vision and our goals for the future. Since I joined the RCM in September 2015, I have been deeply impressed by the warmth, engagement and support of our community – our faculty, our staff, our students, our alumni and our supporters. The strength of our vision of access and excellence is powerful and our campaign is already a success with over 70% of our target achieved – we still have much work to do! Now is a very exciting time to join the RCM’s Development and Alumni Engagement Team. Building on our recent success and the foundations laid over many years, we are a team of highly professional, talented and motivated professionals who are taking our campaign and alumni and engagement programmes to new heights. The Head of Major Gifts will play a critical role at the RCM. The post-holder will create and implement strategies to build major gift fundraising and to lead and motivate a team of major gift fundraisers. They will cultivate their own prospect portfolio and secure the highest level donations for key funding priorities. As a senior member of the Development and Alumni Engagement Team, the Head of Major Gifts will also take a leadership role across the office. I hope that you will enjoy learning more about the Royal College of Music, the role and our team on the following pages of this information pack and I look forward to meeting you in the near future. Yours sincerely, Lily Harriss Director of Development and Alumni Engagement
Candidate Information Pack Head of Major Gifts, Royal College of Music
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Introduction The Royal College of Music (RCM) is one of the world’s great conservatoires, providing specialised musical education and professional training at the highest international level for performers and composers, within an environment that stimulates innovation and research. Founded in 1882 by the then Prince of Wales (later Edward VII), the RCM has trained some of the most important figures in British and international music, including composers such as Holst, Vaughan Williams, Turnage and Britten; conductors Leopold Stokowski, Sir Colin Davis and Sir Roger Norrington; singers Dame Joan Sutherland, Sir Thomas Allen and Alfie Boe; and instrumentalists Sir James Galway, John Lill and Natalie Clein. With 840 students from more than 60 countries studying at undergraduate, masters or doctoral level, the RCM is a vibrant community of talented and openminded musicians.
The RCM is strongly committed to its founding principles of excellence, advocacy and access. The College strives for the advancement of the Art of Music not only through providing musical instruction and awarding degrees, but promotes and supervises the teaching of music in schools and elsewhere, and more generally encourages the cultivation of music
The degrees available at the College are designed to
as an art form across the world. Its programme ‘RCM
build student’s academic and practical skills, allowing
Sparks’ works to increase learning and participation
them to develop into well-rounded professionals with
opportunities and for children and young people
high levels of musicianship. The College has over two
across the country, and offers free access to those
hundred members of professorial (teaching) staff,
from disadvantaged backgrounds. The RCM is also
the majority of whom are busy professionals with
renowned for its programme of performances and
worldwide reputations, accustomed to working with the
events, and also houses a huge collection of musical
most talented students of each generation to unlock
instruments and music-related items and artefacts.
their artistic potential. Their work, and the work of the College as a whole, is supported by a team of over one hundred administrative staff.
The RCM is an outstanding and forward-looking place to work. Its location in South Kensington is a cultural and educational hub, and one of the most attractive and interesting parts of central London, famed for its museums, artistic and academic institutions. The area is well-served by public transport: South Kensington tube station is within ten minutes’ walk of the College; and several bus routes pass the neighbouring Royal Albert Hall. Kensington Gardens, the Victoria and Albert Museum, the Science Museum and the Natural History Museum are only a short walk away; Imperial College London and the Royal College of Art are just next door. The area, known colloquially as ‘Albertopolis’, emerged as a location for national institutions in the arts and sciences after the Great Exhibition of 1851 through the enthusiasm and support of Prince Albert. Relationships with neighbouring institutions are friendly and supportive.
Candidate Information Pack Head of Major Gifts, Royal College of Music
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Development at the Royal College of Music This is an exceptional time to join the Royal College of Music, and to play a significant role within an energetic and highly successful Development and Alumni Engagement (DAE) team as they work towards completion of an ambitious capital project and the realisation of future strategic objectives. This is an outstanding opportunity for an experienced major gifts fundraiser to work closely with the Director of Development and Alumni Engagement (DDAE), build high level relationships and make a significant impact on the future of the College and of music education for generations to come. More Music: Reimagining the Royal College of Music Campaign For more than 130 years the RCM has welcomed,
The RCM itself is investing £40 million into ‘More Music:
trained and nurtured the musicians of the future. The
Reimagining the Royal College of Music’ and the College
‘More Music: Reimagining the Royal College of Music’
has set the ambitious target of matching that sum -
Campaign launched in 2015, represents a once-in-
£40 million from philanthropic investment.
a-generation opportunity to transform the College’s facilities and invest in innovation, enhancing the way students and visitors experience the RCM in future.
To achieve the ambitious levels of funding required to turn this vision into a reality, the Development and Alumni Engagement department was established
The ambitious Campaign has at its heart a new vision
in January 2016 bringing together the functions of
of access and excellence to safeguard and enhance
Fundraising, Membership, Development Operations,
the future of music. The plans will touch all aspects
Events and Alumni Relations under one division
of the RCM: teaching, student experience, research,
with the aim of raising significant funds each year
innovation, public engagement, together with the vital
from individuals, companies, charitable trusts and
infrastructure, both physical and technological, that
foundations, to support the RCM in its educational and
supports all of these, and will include a wide range of
artistic mission.
initiatives – investment in concert spaces, creation of an interactive museum and expanded scholarship and bursary programmes.
The RCM has a short-term strategic fundraising plan focused on completing and celebrating the More Music Campaign and a longer-term fundraising plan, which as of February 2017, has raised over 70% of their £40 million campaign goal. The short-term strategy aims to; •
Steward and develop relationships developed during the Campaign for longer-term engagement.
•
Expand major gift donor base and prospect pipeline.
•
Launch regular giving programme to begin longterm giving.
•
Identify and support emerging priorities based on strategic plan.
•
Develop process for on-going prioritisation of projects.
Candidate Information Pack Head of Major Gifts, Royal College of Music
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Royal College of Music Strategic Vision 2020-2027 Looking ahead to the longer term, the RCM Strategic Vision 2020-2027 sets out the guiding objectives and principals for ongoing initiatives in the main areas of the College’s activity. Although necessarily speculative, in part because of the significant changes taking place in the work and in the UK, not least our planned departure from the European Union, the 10 year vision for the College highlights it’s continued commitment to the principles of access and excellence. The Plan once again touches on all aspects of the College, from the replication of first-class facilities to the development of scholarships programmes which are globally benchmarked. The DAE department will support the 10 year strategic priorities of the College, including estate, scholarships and academic initiatives, through the development of a robust sustainability programme which will secure the long-term financial future of the College. The department will focus on; •
Optimising long-term supporter development with donor-led, tailored relationship management based on defined needs.
•
Funding new specific projects based on integrated fundraising appeals, following new regulatory guidelines.
•
Increasing the predictability of income with a focus on regular giving asks; high volume appeals and activity.
•
Supporting international presence with international appeals and trips; increased investment in development and alumni engagement communications and engagement overseas.
•
Expanding and enhancing commercial potential via new facilities and strategic partnerships with cultural sector as well as corporate sector where appropriate.
This is an exciting period for the RCM, it’s students, staff and visitors, as the College embarks on an ambitious step-change in their philanthropic income generation with the aim of enhancing and safeguarding the future of music.
Candidate Information Pack Head of Major Gifts, Royal College of Music
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Organisational Chart
Head of Development Operations
Director of Development & Aumni Engagement
Assistant to Director of Development & Aumni Engagement
Head of Major Gifts
Head of Supporter Engagement
Scholarships Manager
Portfolio Officer
Major Gifts Manager (Trusts & Foundations)
Senior Major Gifts Manager
Major Gifts Officer
Data & Stewardship Officer
Supporter Engagement Officer
Senior Events Manager
Alumni Engagement Officer
Events Administrator
Campaign & Legacies Officer (Hold)
Graduate Development Intern
Candidate Information Pack Head of Major Gifts, Royal College of Music
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Job Description Responsible to
Responsible for
Director of Development & Alumni Engagement Senior Major Gifts Manager; Major Gifts Manager (Trust & Foundations); Major Gifts Officer.
Internal: Head of Development Operations; Head of Supporter Engagement; Director of Development & Alumni Engagement and members of the DAE team; Members of the Liaises with
Directorate and Secretariat; Estates Team and Facilities Staff; Performance Management Team and Britten Theatre Team; RCM Catering Team. External: Donors and potential donors; Events Committees; Suppliers.
Job Purpose
To maximise RCM’s income from high-net-worth individuals (6 figure gifts). To create the strategy for raising income from charitable trusts and statutory grant programmes (6 figure gifts). To work closely with the senior management team to maximise the impact of RCM’s relationships with donors and alumni through the creation and implementation of strategies that build appropriate and lasting relationships at all levels. To ensure a high level of service delivery to alumni and donors.
Major Gifts
Be responsible for creating and implementing the strategy for securing donations from
Strategy
high-net-worth individuals. Create the strategy and oversee the implementation of securing donations from charitable trusts and statutory sources. Set budgets and stretch team KPIs. To ensure income is sustainable by overseeing excellent stewardship of individual gifts and a strong donor retention plan. Identify opportunities for international fundraising. Oversee the production of donor solicitation and retention materials in partnership with the DAE Operations team. Be responsible, with other members of the senior management team, for achieving revenue and engagement targets through effective leadership, and ensuring a coordinated approach at all times. Personally holding high level individual and trust relationships for the RCM, working to personal performance targets (£1.5M personal target per year).
Candidate Information Pack Head of Major Gifts, Royal College of Music
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Job Description Volunteer
Work closely with the Director of Development & Alumni Engagement and members of the
Leadership
senior management team to develop a programme of engagement for Senior Volunteers of the RCM including Members of Council, the President, and Campaign Committee members. Personally take the lead on a number of key relationships with senior volunteers.
Management of the
Lead, motivate and effectively manage the team and ensure they are operating efficiently and
Major Gifts Team
adhering to best practice in the sector. Be responsible for appraisals, recommending appropriate professional development and training. Manage using appropriate metrics and provide clear indicators of performance levels required for success.
Financial
Be responsible for creating, managing and monitoring the annual income and expenditure
Management &
budget for major gift relationship activities. Regularly reporting to the DDAE and senior
Reporting
management team as appropriate. Ensuring all suppliers and activities are value for money and represent best use of the College’s resources. Take the lead on developing and managing metrics (i.e. number of visits/number of asks/ conversion ratio/ number of solicitation plans in place etc.) for individual team members and ensure these are regularly assessed and reported.
Major Gifts
Work closely with the Head of Development Operations to ensure the prospect pipeline is
Fundraising
well developed and that the right numbers of potential donors have been identified and
Expertise & Best
researched to achieve the income targets.
Practice
Lead the team through demonstrating best practice in fundraising to achieve successful major gift relationships with individuals, trusts and statutory bodies. Working closely with individual team members to produce tailored cultivation and stewardship plans for donors. Work closely with the Head of Supporter Engagement and Head of Development Operations to ensure the stewardship strategy is well developed and that it is being effectively implemented.
Development
Hold high level discussions with potential funders so you will be credible, charismatic and a
& Alumni
confident, clear and concise communicator.
Engagement Senior Leadership
Play an active role within the Development & Alumni Engagement Senior Management Team, inputting into the overall Development & Alumni Engagement Strategy. Have drive, vision and commitment for the team and RCM.
Internal
Work collaboratively with peers and RCM’s Marketing Communications, Research and
co-ordination
Operations teams to maximise the potential of all RCM supporters and implement a holistic supporter development plan.
Special Factors
The nature of this role may necessitate some evening and weekend work.
Candidate Information Pack Head of Major Gifts, Royal College of Music
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Person Specification Criteria Experience
Description Experience of working in a university fundraising team and understanding of the funding environment and climate of Higher Education is desirable. Experience of budgeting, and setting and monitoring KPIs. Significant fundraising experience, including face to face fundraising, with a track record of soliciting six figure gifts. Experience of working within a fundraising campaign. Experience of managing a small team. A track record in identifying and maintaining external relationships with high-net-worth individuals. Experience of securing gifts and grants from Trusts & Foundations is desirable. A track record in identifying and maintaining external relationships with Trustees and Senior Volunteers.
Qualifications
A degree, or equivalent professional qualification.
Knowledge & Skills
Sound knowledge of Gift Aid and other tax effective giving mechanisms. Systematic and enthusiastic approach to fundraising, with excellent attention to detail. Excellent writing skills, including experience of writing copy. IT literate with knowledge of relational databases and supporter schemes. Working knowledge of Raiser’s Edge is desirable. Well-developed interpersonal skills when working with people from different disciplines and backgrounds. Strong organisational skills. Strong networking and relationship building skills.
Personal Attributes
The gravitas and presence to be able to inspire and motivate others, both internally and externally. Goal oriented and highly motivated, with an enjoyment of working to stretch targets. Confident, authoritative, and socially at ease. Articulate and persuasive, both orally and in writing. Ability to innovate and respond quickly to changing priorities and perform well under pressure. Willingness and ability to travel and work outside normal office hours, including weekend and evening work. Strong commitment to team-work. Ability to maintain confidentiality where required. An enjoyment of working both strategically and at a hands-on level, when required. A desire to immerse yourself in the work and culture of the Royal College of Music. An appreciation of the arts and classical music is desirable. Committed to Continuing Professional Development (CPD).
The duties and responsibilities assigned to the post may be amended by the Director of Development & Alumni Engagement within the scope and level of the post. The Royal College of Music is an Equal Opportunities employer. The College is a non-smoking environment. Candidate Information Pack Head of Major Gifts, Royal College of Music
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Terms & Conditions Location
South Kensington, London.
Availability
The post is immediately available and the post-holder should be available to start as early as possible.
Salary
Competitive Salary.
Pension
The Universities Superannuation Scheme (USS) is available for all administrative staff. Full details of the scheme can be found on the USS website: www.uss.co.uk Arrangements exist for members to make additional voluntary contributions (AVCs).
Hours of Work
This role is offered on a full time (1FTE) basis. Full time hours at the RCM are 35 hours per week and normal office working hours are 9.30am-5.30pm (with a one hour lunch break), Monday to Friday. The nature of this role may necessitate some evening and weekend work.
Paid Leave Entitlement
Full time staff are entitled to 245 hours (equivalent to 35 days) of holiday per annum, plus public holidays.
Season Tickets
Interest free season ticket loans are available to cover the cost of a 12 month season ticket between a member of staff’s residence and the RCM. The loan will be repayable by deduction from salary over the period of the duration of the season ticket or on leaving the employment of the RCM, if earlier.
How to Apply Please apply by submitting a copy of your Curriculum
If you would like to have an informal conversation
Vitae (CV) and a covering letter highlighting your
prior to applying to this role, please contact the Royal
suitability for the position by email to:
College of Music’s Executive search consultant:
catrin.atkins@execucare.com
Laura Sears, Associate Director laura.sears@execucare.com
Candidate Information Pack Head of Major Gifts, Royal College of Music
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Candidate Information Pack Head of Major Gifts, Royal College of Music
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