Prospect Research Manager | the University of Warwick RECRUITMENT PACK - MAY 2018
“Warwick’s very birth in 1965 was only made possible by the generosity, support and friendship of individual donors, and partners in: business, the charity sector, our community, and our city and region. Our innovative approach, and the energy and commitment of Warwick’s staff and students, quickly built on that fantastic start, propelling Warwick into the top ten of the UK’s universities and the top one hundred in the world. Our new Director of Development and his team are now poised to build the support, generosity and friendship we will need to make our next leap, and you could be part of that.” Stuart Croft, Vice-Chancellor, University of Warwick
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“I’ve just joined Warwick - and it’s an exciting place to be. Warwick is an exceptional young institution. It has grown, evolved and developed over a short period of time and is now a fantastic, leading, global university. My challenge is to do the same with the Development Office. We are building a thriving, effective, high-performing team that delivers change and impact across the institution. One of my first priorities is to invest in the research team. Research, data and insight form the backbone of the Development Office. Without them, we cannot shape the way we engage with the people we need to reach. This new post will be the first appointment I make, and it signals the importance and value I place on the contribution of research to building our strategy. For the right person, this post creates an opportunity to come up with new ways of working, to implement innovative systems and to show how your ideas can contribute to the wider success of the Development Office. Given the spotlight on research, data and privacy worldwide, the Prospect Research
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Manager will also play a critical role in shaping our approach to compliance with ethical fundraising and data protection standards - and in developing our policies in this area. The successful candidate will work closely with Andrea Crowley, our Associate Director of Development, a growing team of senior fundraisers, and myself. We aim to enhance our insight, and add value to how we approach and build relationships with prospects, donors and alumni. If you’re excited by this opportunity, I urge you to apply.”
Matt Ferguson, Director of Development
Interview date: Thursday 5th July 2018
DEVELOPMENT AND PHILANTHROPY at the University of Warwick Over the years, the University of Warwick has been shaped by the generosity, support and friendship of individual donors, business partners and charitable organisations. In the 1960s • A group of visionary community leaders set out to raise funds for a new university with a mission to boost skills and business innovation in the heart of Britain’s highly successful manufacturing sector. • Led by prominent businessman and Chancellor Designate, Lord Rootes, they raised £4 million from individuals and big-name companies; the largest amount generated by any of the new universities created in the 1960s. • One of our earliest philanthropic supporters was Helen Martin, www.warwick.ac.uk
an American benefactor who literally transformed the University’s landscape, with her gift to develop Americanstyle campus accommodation, which she knew would be familiar and attractive to students from her native US. After this first gift in 1964, Ms Martin established a charitable trust which has continued to support scholarships and capital developments on campus to this day. • The first 450 students arrived on campus in 1965. In the 1990s • Warwick launched an appeal to build and equip a state-ofthe-art biomedical research facility and worked with local volunteers to successfully raise over £6 million towards it. • With further fundraising from individuals, local businesses and trusts we were then able to appoint the first medical research professor and the first Endowed Chair in Neurobiology.
• Towards the end of the 1990s, we appointed our first Director of Development with a fullservice Development Office following a few years later. In 2015 • We launched our 50th anniversary fundraising campaign which smashed its £50 million target by raising £75 million. Now… • Today over 26,500 students thrive across our four faculties, in more than 70 research centres, institutes and schools. • With a team of 21 and growing, Warwick’s Development Office is one of the most ambitious in the UK. • We currently nurture relationships with over 200,000 alumni, friends and supporters across the world.
• Last year, we raised over £15 million towards a variety of fundraising priorities, including research, student experience and capital plans. • This year, we have secured funding for scholarships in Artificial Intelligence, for the Elizabeth Creek Horticultural Technology Centre, for the Student Hardship Fund, and for redevelopment of the Warwick Arts Centre. • Right now, the University is seeking to significantly increase and enhance its level of philanthropic support, so we can keep pace with other institutions and our own ambitious goals. To this end, we have appointed Matt Ferguson as the new Director of Development and are committed to investing in our Development Office to increase its capacity and effectiveness.
200, 000
HOW YOU’LL FIT INTO THE TEAM
alumni
Vice-Chancellor and President
Director of Engagement Group
At Warwick, the Development Office sits within the Engagement Group, which also includes Marketing, Public Affairs and Business Engagement. This puts us in a better position to share information and to pick up relevant insights and opportunities from our colleagues. The Office is led by the Director of Development, who in turn is supported by three Associate Directors of Development. The Prospect Research Manager will report to the Associate Director with responsibility for Shared Services. This team includes information systems and administrative support alongside research and data. As these functions are ‘shared’, the team has an ongoing responsibility to disseminate its learnings, not just with the wider Engagement Group but also with the Executive Office and other Departments. This enables joined-up thinking in areas such as prospect management and relationship building.
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Director of Development PA to the Director
Associated Director of Development (Health)
Development Executive
Development Executive
Associate Director of Development (Shared Services)
Associate Director of Development (Student Experience)
Development Executive
Prospect Research Manager (the role)
Development Research Officer
Information Systems Officer
Information Systems Support Officer
Senior Database Assistant
Gift Administrator
Stewardship and Finance Assistant
Shared Services Administrator
Development Research Officer (Vacant)
Director of Regular Giving
Regular Giving Officer
Regular Giving Assistant
Student Supervision and Calling Team
Development Executive
Legacy Officer
Development Executive
THE ROLE As Prospect Research Manager, you will be responsible for developing, coordinating and implementing a prospect research strategy.
Your work will inform and underpin our understanding of Warwick alumni and other potential donors to the University, including high net-worth individuals, companies and charitable organisations. You will lead and support the training needs of the prospect research team, and work with them to generate insight that enables senior colleagues to find opportunities and make informed decisions on fundraising. You will also be responsible for compliance with ethical fundraising and data protection standards. Outline of key responsibilities: • To work closely with the Associate Director of Development to develop and implement a prospect research strategy that delivers a pipeline of potential donors and influencers to the Development Office and supports strategic decision making on fundraising and development activity. This strategy should make the best possible use of individual researchers, systems, data analysis, rankings, models, network mapping and moves management. Specific outputs will include feasibility reports, models, rankings and prospect planning materials.
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• To plan, implement and embed a prospect management system that maximizes successful outcomes by monitoring prospect and fundraising activity through the pipeline. This will include prospect reviews with fundraising and research colleagues, to ensure a steady flow of information that enhances our team’s ability to meet KPIs and create progress reports for the Associate Director of Development - and others. • To undertake and commission research, analysis and insight on potential donors. This will involve preparing and disseminating reports and briefings on individuals and entities, including suggested strategies for engagement; liaising with fundraisers regarding prospect activity to establish a detailed knowledge of the prospect relationship; debriefing fundraisers and other staff after prospect meetings to ascertain future requirements; and ensuring that new information is recorded and included in the prospect profile. • To plan projects, allocate tasks and line manage, support and direct the work of the Prospect Research team to ensure that workload and responsibilities are managed as expected, and be responsible for ongoing recruitment and personal development reviews.
• To be responsible for providing secretariat support for the Fundraising Ethics Committee, for creating robust due diligence procedures and guidelines that support ethical fundraising, and for ensuring compliance with the Fundraising Regulator. Also, to have lead responsibility for the team’s compliance with data protection legislation in the performance of research tasks and to carry out due diligence on individuals and entities, and report on the outcomes, making recommendations as appropriate, in keeping with policies and protocols. • To be responsible for planning and monitoring the Prospect Research budget; for undertaking/ commissioning research services from external suppliers, including commissioning external research; for due diligence and data analysis; and for ensuring outcomes are achieved and value is delivered. This includes ensuring compliance with data protection legislation and internal policies in the procurement of suppliers and recommending and procuring new products, services and systems that enhance the capability of the Prospect Research team.
PERSON SPECIFICATION
STUDENTS FROM
120
COUNTRIES
Key skills, experience and qualifications required Qualifications:
Knowledge and skills
• A degree, preferably including a data analysis or statistics module OR an equivalent level of education
• Knowledge and extensive experience of research methodologies and their relative strengths and weaknesses depending on objectives
Previous experience • Extensive experience of using both quantitative and qualitative research methods and undertaking analysis of that research to answer questions, create reports and model behaviour within a business or university context • Extensive experience of data handling and using one or more response databases . To be fully competent in the role, the post holder must have detailed knowledge of CRM systems, such as Raiser’s Edge or another fundraising and developmentspecific database • Line management and project management experience in a prospect research or Development Office environment
• The ability to be a good problem solver, to identify gaps in knowledge and understand how those gaps can be filled through the generation of research and/or insight
• Knowledge of how prospect research supports and drives fundraising
• Meticulous attention to detail
• A keen interest in finding information on a wide range of people and organizations from a variety of sources (e.g. internet, hard copy publications, periodicals, databases and personal contacts)
• Excellent-inter-personal skills and an ability to work constructively and effectively with senior staff and colleagues
• Knowledge of data sources and how these might be used to contribute to a better understanding of the University’s potential donors • Knowledge of the fundamental principles of data protection and ethical fundraising, including a detailed understanding of fundraising and data protection regulations, and how to adhere to them
• Highly analytical and numerate with a strong grasp of data analysis
• A high-level of written and oral communication skills and the ability to present with confidence Additional information • The post holder will work in a busy hot-desking space, so the ability to work creatively with others as well as independently is also required
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WHY JOIN US AT WARWICK?
The University of Warwick is a forward-thinking institution with a constant presence in the rankings of the world’s greatest universities and an enviable reputation for academic and commercial success.
We pride ourselves on being an excellent employer, with a genuine commitment to providing opportunities for both professional and personal development. Warwick is a place of possibility, always looking for new ways to make things happen. We provide a tireless yet supportive environment in which dedicated students, innovative lecturers, and ambitious corporate partners can make an impact. Our students, alumni and staff are consistently making an impact - the kind that changes lives, whether close to home or on a global scale. The achievements of our people help explain why Warwick’s research excellence and scholarships are recognised internationally.
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The campus features Warwick Arts Centre, a venue with an acclaimed reputation national and internationally. This means you’re moments away from the best in theatre, music, comedy and dance. You can choose from a range of food and drink outlets, and use the excellent on-campus sports and well-being facilities, with special rates for staff. You can also easily explore the Warwickshire countryside, take a short train journey into Birmingham, or hop on a bus to Coventry city centre, Leamington Spa and Kenilworth. London is approximately an hour’s train ride away from Coventry train station. www.warwick.ac.uk/about www.warwick.ac.uk/about/campus
HOW TO APPLY We’re being supported by search firm Execucare. For further information and to apply, please visit www.execucare.com/jobs/cip/1322 We’re proud of our diverse community and are committed to ensuring equality of opportunity for all, fostered in an environment of mutual respect and dignity. We strongly encourage individuals from all backgrounds to apply for this role. We know that attracting the highest quality staff is fundamental to achieving our aims. We’re committed to ensuring that recruitment and selection practice is professional, fair and effective. Find out more at www.warwick.ac.uk/services/equalops The closing date for applications is noon GMT on Sunday 17 June 2018.
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