Development Officers (West and East Coasts) United States - Scotland's first university - DRI Consulting
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Development Officers (West and East Coasts)
United States
Scotland’s first university
Search conducted by Development Resources, inc. www.driconsulting.com
1
The “Alt-Ivy” in Scotland
Founded in 1413, the University of St Andrews is Scotland’s first university and the third oldest in the English-
speaking world. It is also the most diverse of Scotland’s universities, with an international community of over
10,500 students, faculty, and staff. The student body has long-standing connections to the United States:
about 17% of students are drawn from the U.S. (out of a student body that is 40% international) and more
than 7,000 alumni live in the U.S. St Andrews has approximately 55,000 living graduates, among them Their
Royal Highnesses The Duke and Duchess of Cambridge, former Scottish First Minister Alex Salmond and the
novelist Fay Weldon. Its historic ties to the U.S. are exemplified by honorary degrees conferred on such
figures as Hillary Rodham Clinton, Andrew Carnegie and Benjamin Franklin.
Students at St Andrews pursue their studies in
small classes taught by research experts in a wide
array of fields. The University’s international
renown—especially in subjects such as Classics,
International Relations, and Physics and
Astronomy—makes it one of the most sought-
after destinations for prospective students from
around the world.
St Andrews’ student body is known for being
globally aware, independent, and entrepreneurial.
It has the best first-year retention rate in
Scotland, with 97% of its students successfully
continuing their studies. It was ranked first in the
U.K. for student satisfaction in The Times and
Sunday Times 2018 Guide, a rank that stems in
part from a unique academic community. For In a recent Town and Country publication, St
example, third- and fourth-year students by Andrews was described as the ‘Alt-Ivy,’ an
tradition “adopt” first-years (known as Bejants) to institution where an increasing number of
act as mentors and introduce them to student life. American students choose to study, drawn by
the university’s international academic
An Internationally Ranked Institution reputation, diverse student body, and the
traditions built up over 600 years.
3rd in the UK (after Oxford and Cambridge) • 1st in the
National Student Survey (NSS) of student experience– St Andrews is closely integrated with the
the 9th time in 11 years that St Andrews has topped surrounding town, which is known as the
this survey • Ranked one of the world’s top 100 world’s home of golf; students and University
universities for research • Awarded “University of the staff account for more than a third of local
Year” for teaching quality in The Times and The residents. The main Library and many
Sunday Times Good University Guide (2017) • QS academic Schools are located centrally while
World University Ranking of 92 • THE World the growth in physical and mathematical
University Ranking of 36 for Arts and Humanities sciences has been accommodated at the North
Haugh on the western edge of St Andrews.
Search conducted by Development Resources, inc. www.driconsulting.com
2
Development at St Andrews
St Andrews’ Development Office strengthens the University's position at the forefront of teaching, learning
and research by fundraising for key University priorities and by developing mutually beneficial relations with
more than 55,000 alumni, friends and benefactors worldwide. Building upon long ties to the U.S., St
Andrews is currently embarking on a significant expansion of its fundraising effort.
North American Fundraising
St Andrews has cultivated alumni in North America
for more than 30 years. A recent study by Marts
Nearing completion of
its 600th Anniversary and Lundy shows that it secures greater average
fundraising campaign, cohort giving than other major U.K. universities and
St Andrews has raised notes significant potential for growth. The
£94 million towards a University’s rising popularity—especially at elite
£100M goal.
private schools in the Northeast, California and
A commissioned Marts & Texas—and a growing community of U.S. alumni
Lundy review found make this a propitious time to invest in a
“significant philanthropic comprehensive U.S. fundraising effort that
potential” in the enhances alumni and parent engagement, builds
United States.
career networks, and increases donations.
The University’s
Principal, Professor St Andrews has much of the architecture for this
Sally Mapstone, has effort in place, including support from a Scotland
committed to expand team, sophisticated data on the U.S. market, and a
development efforts in significant number of qualified major gift prospects.
the U.S. and U.K.
It already hosts coast-to-coast events, including new
student send-offs, academic speakers, career
networking, and major fundraising events. As part
of the 600th anniversary activities, the University
U.S. Fundraising Goals held the largest-ever fundraising event by a U.K.
St Andrews is assembling a strategic U.S. University in New York, raising $4 million. The
development team to partner with U.K. staff on anniversary campaign met its £100M goal in June
ambitious new revenue goals. The initial U.S. team 2018, and the University is preparing for a new
will include the Head, the Alumni and Family appeal in tandem with the Fall 2018 launch of a new
Engagement Manager, and two major gift officers University strategy.
based on the East and West Coasts. By fostering
life-long relationships with parents, alumni and TRH The
select institutions, the team will provide critical Duke and
Duchess of
support for the University’s ambitious new strategic
Cambridge
plan, which includes the development of a new at a cele-
College (the first new academic quadrangle in 300 bration of St
years), a new Mathematics building, and a renewed Andrews in
commitment to providing scholarship support. New York
Search conducted by Development Resources, inc. www.driconsulting.com
3
The Opportunity
The University of St Andrews has become a recognized peer of major U.S. universities with a small
undergraduate population who are taught by the highest-level research professors. The University’s strategic
plan builds on this strength, envisioning a new global brand that marries Scottish traditions with cutting-
edge research and innovation. The U.S. fundraising program is the leading edge of an ambitious effort to
secure breakthrough gifts that provide the energy and momentum to achieve this vision.
The Development Officer posts will be home-based, with extensive regional travel and regular return travel
to St Andrews (at least twice a year): the East Coast position will focus on New York, Boston, Washington DC
and Chicago; the West Coast position on California, Texas and Seattle. The Development Officers will have
the ability to develop and maintain excellent working relationships with University leadership, Development
colleagues and other University staff while spending most of their time away from St Andrews. Reporting to
Head of Development (United States) Kathryn Humphreys, the Development Officers will work closely with
the Manager of Alumni and Family Engagement (U.S.) and the Development Office at St Andrews, led by
Director of Development Robert Fleming, St Andrews’ chief advancement officer.
St Andrews is seeking individuals with the ability to build upon the strong relationships already established
with constituents in the U.S. and to maximize fundraising opportunities. Specific responsibilities include:
Donor Management
❖ Serve as a regional major gifts officer, personally managing a portfolio of approximately 150 prospects
and donors with the goals of securing gifts of $25,000 to $250,000 for University priorities.
❖ Manage the donor pipeline, devising and executing effective strategies to identify, qualify, cultivate,
solicit and steward individuals through both face-to-face visits and strategic fundraising events.
❖ Identify and pursue opportunities to secure planned gifts, especially bequest intentions, and share
knowledge of other tax-effective charitable giving vehicles.
❖ Manage and record strategies and “moves” with donors and prospects using The Raiser’s Edge
database; prepare regular reports using database figures and statistics.
Collaboration
❖ Recommend and assist with donor and prospect visits involving the Principal, Vice Principal
(International Strategy and External Affairs), Director of Development, Head of Development (U.S.) and
other overseas visiting academic leadership.
❖ Work with the Manager of Alumni and Family Engagement on a range of high-profile cultivation and
stewardship events and visits in the U.S., ensuring an appropriate cultivation/stewardship strategy is
developed for each major gift prospect.
❖ Work as appropriate with Admissions, Career Services and other departments to identify and engage
volunteers in the work of the University, as speakers, hosts and career advocates as well as donors.
Search conducted by Development Resources, inc. www.driconsulting.com
4The Opportunity
(continued)
❖ Appropriately engage University colleagues, primarily academic staff, in building and managing a
productive network of relationships with alumni and prospective donors.
❖ Work closely with team members in the U.S. and U.K.—including Annual Giving, Principal Gifts,
Research and Stewardship—to regularly exchange information, maximize opportunities, and maintain
excellent donor relations, utilizing The Raiser’s Edge database, shared diaries and common files.
❖ Develop and contribute to print and electronic materials designed to inspire donors and to illustrate
the benefits of all forms of giving, including gifts of stock and tax-effective giving; prepare articles
about principal gift fundraising for various University publications (paper and electronic).
❖ Research and prepare written and in-person briefings on fundraising activities and key
alumni/volunteers for Development colleagues and other University personnel, including members of
the Principal’s Office.
Knowledge and Professional Development
❖ Maintain in-depth knowledge of the Schools, the student experience, University life, etc., to speak
confidently to St Andrews’ U.S. community.
❖ Work on an independent basis from a home office; manage time effectively and productively,
accounting for time and resources via regular reporting to the Head of Development (U.S.) and via
conference call/video reviews.
❖ Undertake further training and development as necessary to meet the changing demands of the
position and to maintain specialized knowledge.
❖ Make at least two annual visits to St Andrews to engage with Development colleagues and other key
members of University staff.
❖ Complete other duties as assigned by the Head of Development (U.S.) or the Director of Development.
Search conducted by Development Resources, inc. www.driconsulting.com
5The Candidates
The ideal candidates will have proven experience managing relationships with high-net-worth individuals,
preferably in higher education, and a track record of soliciting five- and six-figure gifts. They will be creative
and strategic thinkers, possess cultural competence and excellent communication skills, and have the
energy and enthusiasm to work proactively with University colleagues and with alumni and friends across
the U.S. Above all, the Development Officers will be passionate advocates for the role of philanthropy in
supporting higher education for the benefit of society as a whole.
These positions will be home-based, with a location conducive to extensive travel to the focus regions:
Boston, New York, Chicago and Washington DC, or Southern California, San Francisco, Seattle and Texas.
Education & Qualifications
❖ At least 3 to 5 years in a fundraising role in the non-profit sector, preferably in higher education or a
similarly complex and consultative environment.
❖ Bachelor’s degree.
Experience & Knowledge
❖ Understanding of and commitment to philanthropy as a key component within the advancement of
higher education; knowledge of St Andrews or Scottish education is desirable.
❖ Proven track record in securing five- and six-figure gifts to support capital or other significant
projects and programs.
❖ Experience developing and presenting oral and written fundraising proposals to high-level donors
and inspiring ambitious levels of support.
❖ IT literacy, with a high level of expertise in Microsoft Office and online tools.
❖ Expertise in use of The Raiser’s Edge or similar alumni/membership/relational databases, including
proficiency in querying and exporting data for statistical analysis and reporting.
Competencies & Skills
❖ Motivation to set, meet and exceed ambitious goals; demonstrated ability to combine strategic,
creative, and analytical thinking.
❖ Excellent written and verbal communication skills necessary to work with a wide range of people
(alumni, business leaders, parents, volunteers, University staff/students).
❖ Ability to gain credibility as a colleague and partner to development staff, academics and senior
management.
❖ Flexibility and positive attitude to participate as a team member, usually via electronic means;
willingness to work flexible hours, including nights and weekends, and to travel on a regular basis.
❖ Ability to work independently, exercise good judgement with limited direct oversight, meet stringent
deadlines and deliver high-quality outcomes consistently.
❖ Ability to handle confidential material and discussions with tact and discretion; knowledge of the
U.K. Data Protection Act and Freedom of Information regulations.
Search conducted by Development Resources, inc. www.driconsulting.com
6To Apply
Development Officers (West and East Coasts)
United States
Questions, résumés, and CVs should be sent to
search@driconsulting.com
All first-round interviews for these positions will take place at Development
Resources, inc. at 1820 N. Fort Myer Drive, Suite 702, Arlington, VA 22209, (703)
294-6684, or via telephone/video conference.
DRi is an executive search and development consulting firm that places senior
executives and works with them to build talented staffs, develop bold strategic
plans, and design powerful fundraising programs.
The University of St Andrews is an Equal Opportunity Employer and is seeking a
diverse slate of qualified candidates for formal consideration.
Search conducted by Development Resources, inc. www.driconsulting.com
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