Director of Prospect Development

  • California Lutheran University
  • Thousand Oaks, CA, USA
  • Jul 28, 2022
Full time Deans & Directors

Job Description

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Director of Prospect Development

Position Category: Staff (Exempt)
FLSA: Exempt
FTE: 1
Location: Thousand Oaks

University Background:
The mission of California Lutheran University is to educate leaders for a global society who are strong in character and judgment, confident in their identity and vocation, and committed to service and justice. Founded in 1959 in beautiful Ventura County, the university has an enrollment of about 4,000 undergraduate and graduate students who come from across the nation and around the world from a diversity of backgrounds, cultures and faiths. As a federally recognized Hispanic-Serving Institution, Cal Lutheran is looking for candidates with a dedication to and success in working in diverse communities. The university is committed to an inclusive learning and work environment that values individual differences and respects each person’s dignity.

Basic Function:
The Director of Prospect Development reports to the Executive Director of Advancement services. The position will support the fundraising goals and priorities of the California Lutheran University's (Cal Lutheran” or “University”) is preparing to launch a multi-year comprehensive campaign, with an emphasis of major and principal gift prospect development. The Director of Prospect Development collaborates with development officers, advancement and University leadership to ensure fundraising efforts are focused on working with the right donors for the right gifts at the right time.

Representative Duties:
  • Prospect identification and research: discovering and evaluating prospective donors, and their interests, relationships, inclination to give and philanthropic capacity to inform and support CLU’s fundraising strategies and outreach efforts. E
  • Relationship management: managing, tracking, and reporting on the University’s activity with its constituent and prospect pools, and making recommendations to positively influence fundraiser and campaign activity. E
  • Data analytics: supporting an information-driven decision culture by deriving conclusions and identifying trends through the statistical analysis of internal and external data. E
  • Identify, analyze, and evaluate information from a variety of sources (electronic and print) to determine a prospect’s financial capacity, philanthropic interests, and relationship to the university. E
  • Work directly with front-line fundraising staff to provide consistent guidance in respect to prospect portfolio balance and other prospect development topics. E
  • Create focused, intuitive, and effective dashboards and reports to: help University Advancement define and measure priorities; set goals and expectations for fundraisers; encourage specific actions in a timely manner; communicate progress and success; provide a common interface for interacting with and analyzing important data. E
  • Provide analysis and strategic assessment of prospect and donor trends related to the prospect fundraising cycle. E
  • Apply statistical findings to data resources in order to identify trends, relationships, and CLU affinity. E
  • Validate and rank prospects for colleges and programs. E
  • Prioritize prospects based on their propensity to give to the University. Utilize various research and analytical tools, as well as previous experience with donor giving trends. E
  • Verify fundraisers’ solicitation strategies derived from annual operating plans. E
  • Review internal performance management reports, and identify areas of fundraiser performance that are working well, as well as areas that need improvement. E
  • Deliver current news alerts and an industry expertise to support the fundraising needs and priorities of the unit fundraisers. Verify giving capacity of the overall prospect pool for a fundraiser and for a unit. E
  • Identify donor engagement opportunities. E
  • Set a solicitation amount for a gift based on defining a prospect’s capacity, program and/or University affinity, and inclination to give. E
  • Proactively request analytics model for units to further enhance giving opportunities. E
  • Analyze and organize information to identify philanthropic patterns, tendencies, and relationships among individuals, corporations, and foundations. E
  • Work with fundraising staff in reviewing performance management reports E
  • Provide strategic thinking. E
  • Assess service levels and specific research products in order to recommend and implement improvements. E
  • Promote prospect strategy sessions among fundraisers. Generate fundraising staff collaboration, including meeting with staff to discuss roles of collaboration within relationship management. E
  • Deal with confidential matters with tact and sensitivity. E
  • Stay abreast of trends in prospect research, online searching, analytics, and participate in professional development opportunities. E
  • Identify and independently solve problems. E
  • Work cooperatively and independently, set priorities and manage work flow to fulfill objectives and meet goals according to deadlines in a fast-paced work environment.

E = Essential Duties

Knowledge Of:
  • University fund-raising goals and objectives
  • University Strategic Plan
  • Research methodology and ethical standards
  • Donor cultivation process
  • Predictive modeling results and research findings for discussions with front-line fundraising staff
  • Principles of predictive modeling and population segmentation as applicable to the fundraising field for discussions with front-line fundraisers
  • Prospect fundraising cycle
  • Relational databases
  • Fundraising terminology and resources
  • Exceptional time management and organizational skills
  • Best practices of the field as well as California Lutheran University policy and procedures
  • Interpret financial reports and data accurately
  • Make clear and effective presentations to large groups


Ability To:
  • Support and advance a Culture of Philanthropy
  • Match opportunities for beneficial prospect involvement.
  • Understand and manage the dynamic communications between fundraisers’ requests and development coordinators’ services
  • Present new analytics, research and/or relationship management reports and functionalities in a comprehensive, valuable manner
  • Assess practices and procedures, anticipate problems, formulate logical conclusions, develop alternative solutions, make recommendations and implement changes.
  • Interact with customers in a friendly, professional manner and respond quickly and appropriately to customer requests.
  • Understanding of financial activity and events and the ability to analyze their relevance to solicitation strategies and timing
  • Use reference to gather needed information to complete projects.
  • Embrace change
  • Follow through with commitment in a timely manner; finish assigned tasks
  • Excellent oral and written communication skills for preparation of detailed analytical reports and briefings to University Advancement and campus leadership, including the President.
  • Interpersonal and communication skills, both oral and written, to work effectively with staff.
  • Clearly and succinctly communicate a wide variety of information to diverse audiences
  • Self-motivation and discipline to regularly set and achieve work goals
  • Model the highest professional ethical behavior standards under all circumstances
  • Be cognizant, appreciative of, and sensitive to other cultures
  • Contribute to a positive team environment with little to no supervision
  • Available for evening and weekend work commitments as needed


Minimum Qualifications:
Any combination equivalent to: A bachelor’s degree and six years of progressive experience in research and analytics in higher education or complex non-profit environment. Demonstrated expertise in research industry/sector performance indicators and experience with SEC information, such as the IPO filing process, information on executive compensation, and understanding corporate financial reports, audit report, and annual reports

Preferred Qualifications:
Master’s Degree or Advanced DegreeExperience with Blackbaud’s Raiser’s Edge databaseExperience in the strategic planning process for fundraising operationsCal Lutheran is a Hispanic-Serving Institution (HSI) that administers an array of Title III, Title V, and TRIO programs including the McNair Scholars Program. We are looking for candidates with a demonstrated commitment to success working in diverse, multicultural and multi-racial communities. Cal Lutheran encourages applicants from all faiths, and advocates for justice and fairness for all people

Licenses and Other Requirements:
Valid California driver’s license
Availability to work weekends and nights
Flexibility to travel 65%

Physical Abilities:


Working Environment:
Office environment; driving a vehicle to conduct work; evening or variable hours

Posting Number: Staff001242022
Number of Vacancies:
Desired Start Date: 09/12/2022
Position End Date:
Open Date: 07/26/2022
Close Date: 8/21/2022
Open Until Filled:

Application Procedure/Special Instructions:


To apply, visit https://careers.callutheran.edu/postings/9569

California Lutheran University is committed to providing equal opportunity in employment for all persons, regardless of race, religious creed, color, national origin, ancestry, physical disability, mental disability, medical condition, marital status, sex, age, sexual orientation, genetic information, gender, gender identity or expression, or any other basis protected by applicable law. No person shall be excluded from participation in, be denied the benefits of, or be subjected to discrimination in any program, activity or facility of the University on the basis of these factors in a manner consistent with applicable federal and state laws, regulations, ordinances, orders and rules, and University’s policies, procedures, and processes.

Upon request, reasonable accommodations in the application process can be provided to individuals with qualifying disabilities. Please contact the Human Resources Department for further information or to request an accommodation.




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