Reporting to the VP of Individual Giving, The Director of Prospect and Donor Research is responsible for designing, implementing and leading the organization’s donor/prospect research efforts with a focus on pipeline development as well as supporting campaign initiatives. This is a newly created role to advance Rare’s global development goals. The Director will develop and implement a comprehensive program to identify, qualify and track high net worth prospects and current donors capable of making significant contributions to Rare. It is estimated that about 60-70% of research will be focused on high net worth individuals while the remainder will be spent researching institutional donors.
Moreover, the researcher will be responsible for mapping the strategic relationships between different donor segments (e.g. HNWI and Foundation trustees). S/he will create and implement processes and policies that will ensure timely, thoughtful and accurate research and analysis of donor and prospect information and prepare briefings to support Rare’s Development and Communications (DevCom) Department.
S/he will respond to inquiries from all levels of the institution and prepare thoughtful written strategies and reports to determine financial assets, potential for philanthropic support, areas of interest and other Rare affiliations. The Director will interpret biographical and financial information, interests, personal connections and other key relationships on prospects in order to determine potential for support of Rare’s mission and to support the fundraising meetings and needs of the highest level solicitors, including the Rare’s Chairman and CEO. S/he will also proactively identify prospects for Rare programs and initiatives. S/he will oversee the use of daily and weekly sources of information, such as business newspapers, magazines and electronic data sources for important information on past donors, prospects, and for the identification of new prospects. The Director will also work closely with the Operations manager to ensure that Salesforce is being optimized to inform donor cultivation, stewardship and solicitation.
Additionally, the incumbent will help design the planning and implementation of Rare’s fundraising campaign and other duties as assigned.
Overall responsibilities include but are not limited to the following:
Develop and manage a research program to identify and build a robust prospect and donor pipeline for major and principal gift engagement from high net worth individuals and institutional donors.
Analyze and evaluate gift likelihood from top prospects and donors to participate in and guide a comprehensive donor engagement strategy.
Prepare and disseminate high quality and accurate profiles and strategic briefings and information about our highest level prospects and donors that is critical to securing major gifts.
Develop overall direction, coordination and production of information on the prospects and donors to Rare.
Work with Operations manager to upgrade and maintain Salesforce as a strategic donor tool.
Work in partnership with CDO, Segment VPs and Regional Development Directors to devise strategies on prospects and donors and forecast long-term goals and opportunities.
Collaborate with principal and major gift officers and other development staff to develop cultivation and solicitation strategies and facilitate moves management.
Identify new donors for the Major Gifts Initiative through proactive research and present findings at strategy meetings.
Make recommendations regarding potential major donors.
Work with Regional Program Development Officers to develop strategies for donors interested in making restricted gifts to regional programs.
Manage special prospect lists for regions will be an important element.
Research
Identify, evaluate and recommend potential high net worth prospects and assess their interest in conservation and ability to financially support Rare, including likelihood, potential programmatic interest and giving potential.
Conduct quantitative analysis of information gathered on qualified prospects to determine financial capacity and assign appropriate donor ratings to each individual. Monitor daily news, online “alerts”, and utilize other research tools to track current prospects and donors in order to stay up to date on their profile details and provide relevant information to the appropriate donor account manager. Moreover, research should map relationships between donor segments so the Director can guide coordinated outreach and cultivation of all donors.
Help streamline process of qualifying, cultivating, soliciting, and stewarding major gift prospects and donors. Assist in providing a framework and support to manage portfolios and moves.
Create streamlined prospect identification strategies and accountability for activation. Participate in prospect management strategy meetings – and help apply strategies to move prospects through the cultivation cycle.
Campaign Development
Assist in planning multi-year, multi-faceted approach to philanthropic resource development for Rare.
Assist in the development and implementation of strategies to identify and incorporate new donors in the campaign to enlarge the donor base – including building a viable pipeline and strategic campaign pyramid.
Monitor and update the campaign plan/pyramid and prepare regular progress reports on conversion rates, campaign asks, etc.
Desired Skills and Experience
Experience and Education
The requirements listed below are representative of the minimum level of knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
At least 8-10 years of research experience in a development environment with a background in a non-profit and/or educational institution or fundraising research-related environment is required.
Proficiency in Internet research, information resources and publications, including fundraising databases (Salesforce), on-line services, and database screening & overlays is essential.
Exceptional verbal and written communications skills.
Self-motivated individual who can work independently and as part of a team in a highly collaborative environment.
Strong problem-solving skills with the ability to interpret, analyze and summarize complex biographical, business and financial data.
Proficiency in locating and synthesizing material from multiple sources.
Ability to handle deadlines and changing priorities with good judgment.
Complete respect for confidentiality.
The ability to communicate with all levels of the organization.
Willingness to be hands-on in a role that is demanding and requires a high level of energy.
Familiarity with global conservation issues, opportunities and donors is highly desirable.
A Bachelor’s degree is required; Master’s degree preferred.
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