Boys & Girls Clubs of America

  • Manager, Prospect Research

    Posted Date 2 months ago(4/4/2018 3:10 PM)
    Job ID
    2018-3043
    Category
    RD - Operations & Strateg
    Location
    Atlanta, GA
  • Overview

                       

    Under the supervision of the Sr. Director, RD Ops, the Prospect Research & Management Manager is responsible for the management of the entire research process from the initial request to the delivery of research to frontline fundraisers and RD staff, including senior leadership. This position will work with the fundraising staff to identify new prospects and elevate existing donors through screenings and database mining. This position will also provide consultation with the frontline fundraising staff related to prospect and portfolio management and strategy.

     

    Responsibilities

    • Establish guidelines and protocols for moves management integrated in the database and proposes prospect assignments to staff.
    • Mine mass-market returns for Major Gift prospects and push names and qualifying research to fundraiser portfolios. Conduct additional proactive identification efforts to create robust prospect pipelines for all front-line fundraisers.
    • In consultation with the Database Manager, assist with development of routine database entry protocols. Provide analysis and reports to aid in the day-to-day performance management of quota bearing staff and the entire RD function (Develop a Principal and Leadership Level Top Prospect List and maintain an overall knowledge of this list to assist fundraisers in developing appropriate cultivation, solicitation, and stewardship strategies; reference and represent that information at meetings and in discussions, as needed.
    • Produce prospect research products that are support to the cultivation cycle of prospects and donors including initial briefs, comprehensive profiles and advise fundraising staff on the utilization of basic research tools through training sessions and individual meetings.
    • Propose targeted prospect lists to accommodate senior executive engagements at events such as corporate trade shows, leadership forums, thought leadership events, etc., as well as voluntary leader engagements such as high-touch cultivation events.
    • Cross-functionally coordinates all aspects of donor prospect management from identification to renewal, helping ensure efficient use of BGCA staff and voluntary resources, and aligned and satisfied donors with at-capacity giving.
    • Advise on proposed prospect assignments or account reassignments to staff and voluntary leaders.
    • Utilize relationship mapping tools to identify and research links between voluntary leaders and qualified prospects and prompt staff for action.
    • Establish portfolios for new fundraising staff by coordinating prospect reassignments with LCRM and conducting proactive research for the purpose of identifying new prospects.
    • Perform yearly portfolio reviews with fundraising staff or more frequently as needed.
    • Manage data entry for database coding associated with prospect identification, tracking and management.
    • Serve as team advisor for best practices with research, prospect and data management and reporting.
    • Produce research profiles on individuals, companies and foundations; creating processes to streamline the request, prioritization and pipeline processes.
    • Manage the acquisition and maintenance of online research tools for the entire RD team.
    • Demonstrate BGCA mission driven values of integrity, excellence and inclusion, and integrate into work environment and ways of work.
    • Adhere to organizational policies and procedures as described in BGCA’s Employee Handbook, Ethics Policy and elsewhere.

     

    Qualifications

     

    Education:  

    Bachelor's degree in business administration, English, journalism, or related liberal arts field preferred or equivalent work experience. Active member of APRA and subscribes to the AFP Code of Ethics.

     

    Experience:

    A minimum 5+ years of prospect management experience including identification of prospects, prospect assignment and moves management tracking. In addition, minimum 5+ years of prospect research with a nonprofit organization or university setting with $50M+ in annual private support. Successful experience as prospect manager in a campaign environment with responsibility for keeping organization focus on top prospects.

     

    Skills:

    Possess a passion for the mission to reach at-risk youth and position them for a great future. Demonstrated high ethical standards of ethics and integrity. Thorough knowledge of development and fundraising functions, including expert knowledge of prospect research and prospect management. Ability to identify, compile, and effectively present relevant information to support development objectives.

     

    Expertise with MS Office applications including Word and Excel (including macros and pivot tables); Salesforce and other CRM products, and online resources including Lexis Nexis, WealthEngine,  NOZA, Foundation Center and others. Upholds established privacy guidelines and practices with usage and storage of donor records and completed research materials.  Demonstrate a professional demeanor when dealing with senior management and fundraisers. Ability to work productively as an independent member of a team, meet tight deadlines, and to ask questions and seek direction when needed. A positive attitude and deep commitment to quality, professional ethics, and proactive customer service

     

    Environmental and Working Conditions:

    Normal internal office environment; travel estimated at 5% may be required and may include weekends (as budgetary constraints allow). The individual selected for this position must possess and maintain a valid driver’s license and be able to navigate areas of the country or abroad by using a map or other direction methods. Ability to travel by airplane or car.

     

    Physical and Mental Requirements:

    Ability to communicate clearly and concisely: ideas, facts, and/or technical information and guidance, in person, by telephone, fax or correspondence. Ability to comprehend information and apply appropriately toward meeting organization’s needs; excellent accuracy and confidentiality.  Physical requirements include: sight, hearing, sitting for eight plus hours a day, standing, stooping; skills essential for successful communications include speaking, writing, and reading comprehension.

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