Job description


  • Entry level
  • No Education
  • Salary to negotiate
  • Columbia


Job location: Main Campus

Employment Type: Full-time
Posted data: 2019-11-08
Req: R000830
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Job Title:

Director of Prospect Development

Job Family:



Full time

Compensation Grade:


Pay Type:



AVP Development Services

Job Summary:

The Director of Prospect Development is responsible for leading and managing the areas of Prospect Management and Development Research. The Director establishes and executes an innovative and strategic vision for the process of identification, research, qualification, and relationship management of Furman University’s most promising prospects for significant financial support. Reporting to the Associate Vice President of Strategic Development Services (SDS), the Director is an integral member of SDS’s management team.

The Director sets priorities for Prospect Management and Development Research staff and operations in the planning and implementation of programs, activities, work flow and policies and procedures. This position will establish efforts vital to Furman’s upcoming campaign, including a comprehensive prospect management system, innovative research infrastructure and a robust prospect discovery program.

Job Description:

Lead the creation, dissemination and utilization of research and prospect management efforts to significantly expand the prospect base, to strengthen the prospect pipeline, and to enhance prospect management and the solicitation pipeline to maximize fundraising success.

Serve as the principal authority on prospect management, development research, philanthropic trends, and patterns of wealth and industry. Provide vision, best practices recommendations and direction for effective infrastructure, resources and tools.

Work closely with AVP of Strategic Development Operations to develop and execute a comprehensive and results-oriented Prospect Development plan that includes traditional and innovative strategies. Annually evaluate the plan to ensure alignment to Furman’s fundraising goals and priorities. Regularly analyze current and future needs, anticipating and planning for growth and utilization of Prospect Development.

Oversee creation and implementation of a donor-centric prospect management system (policy, procedures, tracking and reporting) in collaboration with Development leadership. Develop the tools necessary to maintain an informative prospect management system that relates directly to fundraising and campaign goals and targets. Lead efforts to advance prospect management tracking in Raiser’s Edge and to create self-service prospect management and metric reports and intelligence.

Gain expert knowledge and use of Raiser’s Edge, and demonstrate a mastery of prospect management queries, reports and business intelligence tools. Query and analyze prospect management data as needed for project and reporting purposes.

Develop dashboards, lists, and other methods of disseminating prospect data, recommendations and intelligence to fundraisers on a real-time basis. Oversee creation of dashboard or other business intelligence tools in support of metric review and analysis.

Create and implement metrics and benchmarks to manage and evaluate work volume, work quality, and team effectiveness. Develop and manage workflows, measure their efficiency, and re-calibrate when necessary.

Monitor fundraising performance through the management of contacts, strategy plans, solicitation pipelines, performance metrics, etc. Ensure accuracy and timeliness of data to enable effective revenue stream forecasting and inform fundraising performance management.

Oversee creation and implementation of prospect identification services, and ensure that all frontline fundraising teams have an ongoing stream of prospects for discovery and engagement. Employ standard identification processes, including predictive analytics, descriptive analytics (data mining), and wealth screening. Demonstrate ability to identify and utilize new and/or innovative prospect identification resources and methodologies, keeping up with industry trends and best practices.

Create and direct all aspects of the development research program focused on the discovery and evaluation of prospective donors, their interests and relationship, inclination to give and philanthropic capacity to give. Responsibilities include the development of policies and procedures; outlining research methodologies; creating work product templates; developing quality control standards and processes; managing research resources; managing the queue of research requests; and engaging in a broad range of proactive identification efforts.

Maintain an overall knowledge of the university's top prospects to guide staff in establishing strategies. Identify strategies for creatively engaging individual and cohorts of prospects and donors, employing knowledge of cross-campus partners, Furman trustees and other resources for engagement. Support prospect strategy efforts, including the monthly prospect management meeting.

Oversee and lead Principal Gift research, analysis and strategy. Lead principal gift prep meetings with Development leadership to discuss principal gift prospect priorities, monitor timely movement through the pipeline, and establish strategies to convert prospects to donors.

Establish and maintain comprehensive documentation on business processes, procedures and reference guides. Lead efforts to update and advance the prospect management policy. Work with AVP of Strategic Development Operations and other Development leadership and stakeholders to regularly assess and maintain policy.

Provide daily management of Prospect Development staff including establishing annual goals (to support overall Development goals), conducting regular performance reviews, and supporting ongoing professional development opportunities. Motivate the best possible performance of team members including rewarding good work and outcomes, providing guidance as needed, coaching on all aspects of the work. Serve as a back-up resource for prospect management and development research staff in times of absence and when needed.

Manage and maximize the Prospect Development budget. Oversee vendor relationships and purchases for prospect management and development research.

Demonstrate effective partnership with Development staff and cross-campus partners, and regularly interface to gather key information, communicate changes, and explore solutions to various issues.

Work with Development leadership and the AVP, Strategic Development Operations to understand, strategize and execute prospect management and development research needs for campaign and new initiatives.

Provide support to university leadership including the Advisory Council, Alumni Board, Parent Council and the Board of Trustees to plan, coordinate, problem-solve and present information and suggestions related to Furman’s priorities and mission. Maintain a list of Board of Trustee nominations and compile biographical profiles for Board consideration.

Ensure adherence to the ethical and confidentiality guidelines for CASE and APRA, as well as Furman’s standards for ethics and data privacy. Develop policies to ensure research and prospect data collection and use conforms to ethical principles, confidentiality requirements, federal and state regulations and public information laws.

Act independently within broad program goals to prioritize tasks in the absence of specific instructions and exercise independent judgment to identify and solve problems.

Perform other duties as needed.

Education/Skill Requirements:

Bachelor’s Degree required. Master’s preferred.

This position requires an experienced professional with a minimum of five years of direct experience in fundraising operations, advancement services, prospect research, prospect management or related advancement activities. Management and team building experience required.

Knowledge and understanding of fundraising prospect management principals and methods are required. Knowledge of descriptive analytics (data mining) methodology is required and experience with predictive analytics is desired. Preference given to candidates with understanding of and competency with APRA’s Body of Knowledge.

Experience with Raiser’s Edge/Blackbaud software highly desirable. Experience in a higher education sector preferred. Experience with reporting, data visualization and business intelligence tools is preferred. Change management knowledge and working experience is a plus.


- Pioneering, self-motivated professional with a client services orientation and an entrepreneurial spirit.
- Demonstrated strategist skilled at implementing and managing new programs and

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