Assistant Director of Prospect Management and Research

Apr 04, 2017
Institution Type
Four-Year Institution

Assistant Director of Prospect Management and Research

Worcester Polytechnic Institute

Department: Advancement Services & Information Technology

Position Status: Administrative Exempt Positions

Basic Function:
Reporting to the Director of Prospect Management and Research the Assistant Director is responsible for helping to develop and implement the prospect management and research strategy for University Advancement at WPI. This position is a key partner in establishing and maintaining the growth of a successful fundraising pipeline.

Principal Duties and Responsibilities

  • Plans and executes strategies to identify major gift prospects (individuals, foundations, and corporations), volunteers and influencers in both the U.S. and internationally using creative research techniques and electronic searching methodologies such as alerts, analysis, screening information, data mining techniques, push technology, demographic searches, etc.
  • Helps to identify candidates for various alumni awards, speakers, honors, and board positions.
  • Provides detailed, fully developed financial analysis on prospects to include estimated giving capacity, wealth and asset analysis, estimates of financial liabilities in addition to general biographical information including philanthropic giving.
  • Assists in the preparation of meeting and event briefings for the president, vice president for advancement and other event hosts.
  • Reviews and monitors electronic and paper resources for information about WPI’s alumni, parents, friends, corporations and foundations.
  • Identifies best practices for prospect management and research and adheres to industry standards and ethical guidelines, such as those promoted by the Council for the Advancement and Support of Education (CASE) and the Association of Professional Researchers for Advancement (APRA).
  • Helps to maintain the day-to-day functionality of the prospect tracking system, to oversee the moves in the prospect tracking system, and to provide analysis to Major Gift Officers as requested by the Director of Prospect Management and Research.
  • Works collaboratively with development officers to manage portfolios including pool reviews, assignments and strategy.
  • Keeps up-to-date on developments and trends in prospect management and research through networking, seminars, conferences and social media/email/Web resources.
  • Helps to continuously improve the prospect research and portfolio management functionality on the Division’s CRM System (Salesforce); the purpose of which is to identify, manage and provide research on prospects as well as metrics setting and reporting.
  • Interacts with Advancement colleagues on a regular basis to learn about program needs and overall fundraising strategies
  • Develops and implements analytic data models for prospect management and research.
  • Other duties as assigned.

    Position Requirements

  • Bachelors degree and a minimum of 3 years preferred in fundraising prospect management and research.
  • Excellent communication skills, including the ability to use data found in research to create clear and concise written research documents; paying attention to accuracy, detail, and relevance of the information.
  • Proficient in researching and synthesizing biographical and corporate information from multiple print and online reference sources, ability to discern relevant facts, write and edit material into new and updated biographies on major gift prospects for the President and Vice President of Development.
  • Excellent analytical skills and the ability to locate and interpret financial and biographical information from a variety of sources for the purpose of identifying prospects, volunteers, and influencers both in the U.S. and internationally.
  • Excellent communication and verbal communication skills, including ability to synthesize data found in research into clear, concise written research documents, paying attention to accuracy, detail, and relevance of the information.
  • Knowledge of donor types and an understanding of fundraising processes and donor cycles: qualification, discovery, cultivation, solicitation and stewardship.
  • Knowledge and experience working with a relational database; experience with SalesForce a plus.
  • Experience with online databases such LexisNexis, Form 990s and SEC Documents. Experience with iWave and Hoovers is a plus.
  • Advanced proficiency in Microsoft Excel functions such as pivot tables and multiple-level sorting and filtering.
  • Excellent organizational skills that demonstrate the ability to manage multiple simultaneous projects and prioritize those requests to meet deadlines.
  • Strong interpersonal skills with the ability to work collaboratively with all Advancement staff and colleagues across campus.
  • Ability and willingness to work independently or as a team member.
  • Strong problem-solving skills with a willingness to take on new projects and acquire new skills.
  • Knowledge of prospect research ethics, including statements by APRA and CASE.
  • Strong problem-solving skills with the ability to work collaboratively and with attention to detail.
  • Experience with data mining for the purpose of prospect management and research.

    Posting Date: 03/31/2017

    Open Until Filled: Yes

    Special Instructions to Applicants:

    EEO Information:
    We are an Equal Opportunity Employer and do not discriminate against applicants due to race, color, age, religion, sex, sexual orientation, gender identity, national origin, veteran status or disability. We are looking for individuals who value creativity, diversity, inclusion, and collaboration.

    Criminal Background Check Statement:
    A pre-employment criminal records check is required.

    To apply, visit:

    WPI, the nation's third oldest private technological university, established in 1865 by New England industrialists John Boynton and Ichabod Washburn consists of 80 acres set in a safe, residential section of Worcester, Massachusetts—the second largest city in New England—home to 13 colleges, and situated 40 miles west of Boston.

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