senior director,major gifts harvard business school boston… · lois l.lindauer searches harvard...

LOIS L. LINDAUERSEARCHES HARVARD BUSINESS SCHOOL BACKGROUNDER ⏐ 1

SENIOR DIRECTOR, MAJOR GIFTSHARVARD BUSINESS SCHOOL

BOSTON, MAwww.hbs.edu

Send Nominations or Cover Letter and Resume to:Zena LumSearch [email protected]

The Opportunity:

LOIS L. LINDAUER SEARCHES is pleased to partner with Harvard Business School (HBS) in theirsearch for a strategic and successful senior fundraiser and team leader to manage a team of 10-11 experienced major gift officers, and direct a regionally-based major gifts program securing 6-,7-, and 8- figure gifts in order to achieve an annual fundraising goal of $140 million - including$52 million in current-use contributions.

Entrepreneurial, forward-thinking and possessing equal strengths in frontline major giftsfundraising and team leadership, the ideal candidate will thrive in a dynamic campaignenvironment. HBS is in the early public phase of its $1 billion comprehensive campaign and theSenior Director will be a crucial team member as s/he leads expansion of HBS’s regional networkof support for major and planned gifts, working collaboratively with his/her peers leading annualand class giving to identify new major giving prospects as well as fueling the pipeline for principalgift prospects. The Senior Director will also be responsible for partnering with DevelopmentOperations and Donor Relations to ensure team accountability and adherence to best practicesand policies in support of overall development strategies.

One of the distinct advantages of working at HBS is the consistently high-quality staff. Colleaguesare from all over the world, joining together to support the mission of the School. As HBSstraddles the world of business and academia, its culture combines the best qualities of bothtypes of organizations. HBS approaches its work with a corporate mentality, taking accountabilityfor its contributions and those of its business units, all within the mission of educating leaders


who make a difference in the world. With a staff of close to 1,000, HBS is small enough forpeople to know and support each other, yet large enough to provide opportunities forprofessional growth.

Client Overview

HARVARD BUSINESS SCHOOL

Mission: We educate leaders who make a difference in the world.

For more than a century, HBS’s faculty have drawn on theirpassion for teaching, their experience in working withorganizations worldwide, and the insights gained from theirresearch to educate generations of leaders who haveshaped the practice of business in every industry and inevery country around the world.

Founded in 1908, Harvard Business School has been aninnovator in business education and scholarshipthroughout its history. Today, HBS enrolls nearly 12,000students in its MBA, doctoral, and executive educationprograms, taught by a faculty of 230 and supported by astaff organization of approximately 1,000. HBS has morethan 80,000 alumni from 167 countries, a network thatexpands with each graduating class.

A global leader in graduate business education andresearch, Harvard Business School is consistently rated as one of the top business schools in theU.S. as well as internationally. The School offers a residential full-time MBA program, doctoralprograms, and many executive education programs. It owns Harvard Business School Publishing,a not-for-profit subsidiary, dedicated to improving the practice of management and is a keyvehicle for disseminating the work of HBS faculty, including the publication of business books,online management tools for corporate learning, case studies, and the monthly Harvard BusinessReview.

Since its founding, HBS has produced leaders and innovative ideas that have shaped the practiceof management in vital organizations of every kind - its graduates are leaders in an exceptionallybroad range of organizations, including entrepreneurial companies, established firms,government, and nonprofit organizations. The School is increasingly and intentionally global inits reach and impact and has established a network of global centers and offices in key citiesaround the world.


HBS is renowned for creating the world’s first MBA program – it is the flagship program of theSchool and the foundation of its institutional reputation. Admission to the Harvard MBA programis highly selective. Central to the MBA program is the case method, an HBS invention introducedto business education in the 1920s and the cornerstone of the School’s general managementapproach. To develop leaders, HBS teaches within the context that leaders make decisions: real-life challenges which confront students with a rich web of consequences and a demand for aprompt, responsible plan of action.

Widely recognized for its closeness to practice, HBSfaculty have conducted pioneering research leading tothe creation of fields such as organizational behaviorand marketing. This research has also generatedmajor contributions to the understanding ofleadership, strategy, and decision-making. The Schoolhas also been a leader in developing executiveeducation since launching the first program in 1945.

Committed to its history of pedagogical innovation, in2011 HBS launched a major new initiative in the MBA

curriculum: Field Immersion Experiences for Leadership Development (FIELD). This programprovides students with intensive, immersive, small-group opportunities where learning by doing isa central tenet of the curriculum. FIELD supplements the case method core with courses inleadership and teamwork (FIELD 1), global immersion (FIELD 2), and entrepreneurship (FIELD 3)for all MBA students. HBS is also committed to the ongoing development of new technologies toenrich the MBA classroom experience and continued exploration of new learning methodologies.

Key aspects underlying the School’s success include:

The Case Method – introduced to business education in 1925 by HBS faculty, the casemethod is a powerful interactive learning process that brings the complex and dynamicrealities of business analysis and decision making into the classroom.

As the cornerstone of the School’s renowned general management approach, the casemethod provides students with thetranscendent skills, insights, and self-confidence required to meet theinterdisciplinary demands of real businesssolutions.

HBS faculty work with business leaders atorganizations of all sizes around the world toresearch and write more than 350 new caseseach year, updating and refreshing about athird of course content annually to ensurerelevance to current and emerging practice.


Nearly 80 percent of cases used at business schools worldwide are developed by HBSfaculty.

Pioneering Research

Contributions range from the creation and development of the field of organizationalbehavior and marketing to key advances in understanding the nature of leadership,strategy, and decision making.

The School’s research budget of approximately $100 million is entirely self-funded toensure objectivity and to provide faculty with the freedom and flexibility to pursue noveland innovative lines of investigation.

Each academic year, the faculty authors or co-authors about thirty-five books, producesmore than 300 academic papers, and writes a broad array of articles for general businesspublications.

Closeness to Practice – the School’scommitment to being at the forefront ofthe current and evolving practice ofbusiness has led to education and researchprograms that reflect the realities of themarketplace.

Case studies replicate actual businesssituations and are taught so that studentsmust work together to make difficultdecisions under typical managementconditions, including a lack of completeinformation, complex tradeoff situations, and time pressure.

Research at HBS is firmly grounded in knowledge of business processes – inentrepreneurial companies and established firms as well as nonprofit organizations – andunconstrained by the boundaries of academic disciplines.

In addition to being leaders in their academic fields, many of HBS’s faculty also havehands-on business experience as consultants, entrepreneurs, investors, advisors, boardmembers, and executives.

International Scope – HBS has broad and deep ties with executives, scholars, alumni, andother leaders and their organizations worldwide.

The School maintains a network of global centers and offices in key cities around the worldincluding: Hong Kong, Shanghai, Tokyo, Buenos Aires, São Paulo, Paris, Istanbul, Mumbai,and Palo Alto that coordinate research and build local relationships that help weave theSchool into the fabric of the global marketplace.

About 37 percent of HBS MBA students and over 60 percent of HBS executive educationparticipants are from nations other than the U.S., bringing richness and depth ofinternational perspective to daily case discussions.

Twenty-five percent of cases produced by faculty each year deal explicitly with internationalbusiness issues.


A Vital Residential Community – HBS is the only top business school in the U.S. with a self-contained, residential campus that forms its own vibrant community in the heart of one ofthe world's great cities.

The campus environment greatly enriches the educational experience of MBA students,doctoral candidates, and executive education participants by providing a host ofopportunities for interaction with one another and with faculty beyond the classroomincluding easier access to a range of on-campus activities and resources, for socializing,and for building lasting relationships.

Although it is one of the largest business schools in the world, HBS’s educational approachprovides the advantage of smaller groups by centering on sections of about eighty toninety students who remain closely affiliated with one another throughout theireducational programs and beyond.

The campus is drawn together by its commitment to a set of core values, including:integrity, honesty, respect for others, personal accountability, and a dedication toexcellence, qualities that play a key role in developing the teamwork and sound judgmentthat are central to our educational mission.

Exceptional Resources – due to the generosity of its alumni as well as the continuingsuccess of its own operations, HBS has exceptional flexibility in meeting the needs of itseducational and research activities.

The 40-acre residential campus has33 buildings with a broad range ofdedicated facilities, including state-of-the-art classrooms, meeting spaces,and Baker Library, one of the world'slargest and most respected businesslibraries.

The educational experience isaugmented by a sophisticated andcontinuously evolving IT system thatseamlessly integrates technologythroughout the campus.

The School's unmatched financial resources have provided faculty and students with theflexibility to produce a continuous stream of innovations in education and researchdesigned to meet and anticipate the evolving needs of business leaders everywhere.

HBS Alumni – the best measure of the success of an educational institution is the successof its alumni, and HBS is well-known to have one of the largest and most influential alumninetworks of any institution in the world.

the world—a network that expands steadily with each graduating class.

HBS graduates are leaders in an exceptionally broad range of organizations, includingentrepreneurial companies, established firms, government, and nonprofit organizations.

At present, the School has more than 80,000 alumni in more than 167 countries around


HBS alumni serve in a wide spectrum of industries, including: consulting, financial services,venture capital, high technology, manufacturing, retail, and consumer products.

HBS Leadership

Nitin NohriaDean, Harvard Business SchoolDean Nitin Nohria became the tenth dean of the School in July 2010. Hepreviously served as co-chair of the Leadership Initiative, Senior AssociateDean of Faculty Development, and Head of the Organizational Behavior Unit.Dean Nohria has taught courses across the MBA, Ph.D., and ExecutiveEducation programs. His intellectual interests center on human motivation,leadership, corporate transformation and accountability, and sustainable

economic and human performance and he has co-authored or co-edited 16 books. Prior to joiningthe HBS faculty in July 1988, Dean Nohria received his Ph.D. in Management from the Sloan Schoolof Management, Massachusetts Institute of Technology, and a Bachelors of Technology inChemical Engineering from the Indian Institute of Technology, Bombay.

Since assuming the deanship, and building on the collective input from faculty, students, staff,and alumni, Dean Nohria has identified five priorities for Harvard Business School:

innovation in the School's educational programs;

intellectual ambition that advances ideas with impact in practice;

continued internationalization, through building a global intellectual footprint;

creating a culture of inclusion, where every member of the community can do their bestwork in support of the School's mission;

and fostering a culture of integration within HBS and across Harvard University.

External Relations Overview

The mission of External Relations is to support and engage a vibrant community of alumni andfriends worldwide. It is also responsible for leading the School's fundraising efforts in support ofthe HBS mission.

External Relations is comprised of several areas, including:

Alumni Marketing & Communications

Development: Frontline (fundraisers) and Development Services (Stewardship/DonorRelations & Research)

Alumni Relations (Events, Clubs, Career & Professional Development)

Business Operation and Technology (general administration, operations, finance andhuman resources)


of the School. Through programs, activities, outreach and communications, External Relationscreates opportunities for alumni to connect with each other, the research and intellectualproducts of the School, and the faculty and students.

In April 2014, the School kicked off a $1 billion capital campaign (as part of a larger $7.5 billionUniversity-wide campaign). To date, HBS has already raised nearly $700 million. In fiscal year2014, HBS raised nearly $360 million far exceeding the $129 million raised in fiscal year 2013.With the help of over 1,500 fundraising volunteers and nearly 13,000 donors, HBS to remains oneof the top business schools in the world.

External Relations Leadership

The Senior Management Team for HBS External Relations includes Executive Director Ralph James;Managing Director of Campaign and External Relations Janet Cahill; Managing Director ofDevelopment Clare Graca; Managing Director of Alumni Relations Stephanie Goff; Senior Directorfor Alumni Marketing and Communications Tom Witkowski; Senior Director for BusinessOperations and Technology Colette Ciregna.

Ralph James, MBA ‘82 is Executive Director of External Relations at Harvard Business School. Heis responsible for development and alumni relations activities for HBS.Prior to taking the External Relations role, Ralph was the Executive Director of ExecutiveEducation at Harvard Business School. He was responsible for the management of the School’sopen enrollment and custom executive education programs.

Ralph attended the College of Wooster in Ohio and received his BA from the University ofCalifornia at Santa Barbara in 1977.

He received his MBA from Harvard in 1982. Over the next 15 years, he held several differentpositions at HBS in the areas of Executive Education, MBA admissions, major gift fundraising,finally serving as Associate Dean and Senior Executive Officer under Deans McArthur and Clark.

In 1996, Ralph left HBS to join the First Marblehead Corporation, as Chief Marketing Officer,becoming Chief Operating Officer in 1998 and President in 2000 prior to the company goingpublic in 2003(NYSE:FMD). In 2005, Ralph stepped down from his role as Vice Chairman to returnto HBS.

Ralph, who met his wife Janice at HBS, has three children, Greg MBA ‘09, Katie and Becca.

Janet Cahill is the Managing Director of Campaign and External Relations at Harvard BusinessSchool. In this role, she is responsible for the planning and execution of the upcoming capital

External Relations is the nexus point between more than 80,000 worldwide alumni and the work


campaign and also oversees the Alumni Marketing and Communications and Business Operationsand Technology departments.

Since joining HBS in 2006, Janet has served as the Director of Alumni Clubs and Associations andthe Senior Director of Alumni Marketing and Communications.

Prior to HBS, Janet spent ten years in a variety of volunteer and board roles with numerouseducational and non-profit organizations around the world. Her areas of focus were strategicplanning, board governance, marketing, and development. Additionally, she worked as anindependent strategy and marketing consultant focused on firms in the high-technology industryand non-profit sector.

In the preceding decade, Janet held various sales and marketing management positions in anumber of high technology companies, including IBM and Steve Job’s NeXT Computer.

Janet received her BA in Economics from Princeton University.

Clare Graca joined HBS as the Managing Director of Development in August 2013. In this role,she is responsible for managing a team of 60 associates including major gifts, internationalgiving, planned giving, annual giving, reunion giving, stewardship, donor recognition, pipelinemanagement, and prospect research.

Prior to HBS, Clare spent nearly eight years leading both the development and operations teamsas Vice President of Baylor Health Care System Foundation. In addition, she was responsible fordeveloping, launching, and managing the first comprehensive campaign in Baylor’s 110 yearhistory. This $250 million campaign was publicly launched in February 2013 with $170 millionraised in the silent phase.

Preceding her tenure at Baylor, Clare held senior management positions within the for-profitsector including Vice President of Administration within the global bank at Bank of America,Director and Treasurer of Omni Hotel, Inc., and Senior Vice President of Operations for J. A.Majors (a division of Baker and Taylor). In addition she served on the boards of the DallasLighthouse for the Blind, Dallas Services, and Dallas Day School. A graduate of Leadership Dallas,Clare was an active mentor for members of Dallas Regional Chamber’s Young Professionals fornearly seven years.

Clare received a BS in Economics and a BA in Music from Texas Christian University; and shereceived both an MS in Economics and an MBA from Texas A & M University at Commerce.Clare’s husband Thomas J. Graca, J.D., Ed.D, is the Director of Academic Affairs at Harvard LawSchool and they have three children: Adam (6), Zoe (4), and Jordan (2).


Position Overview – Senior Director, Major Gifts

This is an exceptional opportunity for an accomplished senior major gifts manager to join aworld-class academic institution on the ground floor of an historic campaign. Reporting directlyto the Managing Director of Development (MDD), the Senior Director, Major Gifts is a key memberof the senior development team. S/he will collaborate closely with senior leaders inOperations/Pipeline Management, Donor Services, Development Administration, Class Giving,Annual and Leadership Giving and Planned Giving to develop and deliver on fundraising goals. Inaddition to leading a team of 10-11 frontline gift officers, the Director/Senior Director of MajorGifts will lead by example by maintaining an active portfolio of approximately 75 prospects.

Additional Responsibilities Include:

Overseeing the development and execution of robust regional fundraising strategies inalignment with an overarching Campaign strategy.

Developing and promoting a culture of coaching, accountability, and continuousimprovement.

Instituting individual and team metrics to ensure top-level performance.

Planning and execution of sophisticated prospect strategies to ensure ongoing financialsupport for the School’s goals and initiatives.

Overseeing the identification, cultivation, solicitation and stewarding of the School’s majorgift (6-, 7-, and 8-figure) prospects and donors.

Coordinating prospect strategy in conjunction with the University’s objectives to advancethe interests of HBS.

Coordinating closely with HBS and University colleagues to deliver on goals and objectives.

Personally developing and managing a portfolio of approximately 75 prospects.

Requirements:

BA/BS or equiv., 10+ years of experience in major gift fundraising/campaign work, orequivalent experience.

Demonstrated ability to build, lead, empower, and mentor a team of experiencedfundraising professionals.

Successful track record in personally identifying, cultivating, soliciting, and closing seven-figure gifts.

Demonstrated success in cultivating productive, collaborative relationships with faculty,Board members, alumni, students, and/or staff within a complex organization.

Ability to create and promote a professional work environment that rewards individual andcollective success, builds confidence, and promotes diversity in all its forms.

Results-oriented professional who thrives in a fast-paced environment and adapts easily tochange.


Ability to travel.

The ideal candidate must possess a high level of integrity and credibility. S/he will have acollegial, team-building style with a demonstrated ability to motivate staff to keep them engaged,energized, and focused on results. A self-starter with a sense of urgency and a clear set ofpriorities, s/he thrives in a culture of accountability and continuous improvement. Extraordinarycommunication and interpersonal skills, impeccable judgment, diplomacy, professionalism,strategic thinking, strong organizational and management skills, flexibility, and comfortable in afast-paced, complex fundraising environment round-out essential qualities for success.

Benefits of Working at HBS:

HBS consistently has scored the highest level of employee engagement and satisfaction ratings asmonitored in bi-annual surveys. Managers are committed to developing their teams, the pay andbenefits are competitive in the Boston region, and the campus setting is lovely. Learn more aboutworking at HBS at: http://www.hbs.edu/employment/.

Background Checks:

Prior to submitting your resume for this position, please read it over for accuracy. LLLS does verifyacademic credentials for its candidates, and our clients frequently conduct background checksprior to finalizing an offer.

To learn more callZena Lum, Search Director

617-262-1102or send nominations or cover letter and resume to

[email protected]

All inquiries will be held in confidence.

LOIS L. LINDAUERSEARCHES

420 Boylston Street, Boston, MA 02116

T 617.262.1102 F 617.262.1106

Because the right person in the right job makes all the difference.

www.LLLsearches.com

http://www.hbs.edu/employment/

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senior director,major gifts harvard business school boston… · lois l.lindauer searches harvard...

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