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Director of Annual Giving

University of New Hampshire

Durham, NH

www.unh.edu

Send Nominations or Cover Letter and Resume to:

Anne Norton

Search Director

617-262-1102

anorton@LLLsearches.com

The Opportunity:

LOIS L. LINDAUER SEARCHES is proud

to partner with the University of New

Hampshire on its search for the

position of Director of Annual Giving.

The University of New Hampshire

combines the living and learning

environment of a New England liberal

arts college with the breadth, spirit of

discovery, and civic commitment of a

land-grant research institution. UNH

spans all fields of study and unites

them through interdisciplinary

programs, labs, research centers,

libraries, internships, and fieldwork. Warmly supported and encouraged by their faculty mentors,

students participate directly in assisting in the University's historic mission of enriching society

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through the creation and application of

new knowledge. The UNH Foundation

exists to build private support for the

University of New Hampshire to strengthen

programs, support deserving students,

provide opportunities for talented faculty,

enhance facilities, and address other areas

of need. Gifts come from alumni, friends,

corporations, foundations, and volunteer-

support organizations, and the Foundation

has raised more than $260.9 million in

support since 1989, including a $333

million endowment.

This is the ideal opportunity for a skilled and proven annual giving professional who can bring his

or her expertise to expand and deepen the existing structure and strategy of The UNH Fund. The

Director will be a data-driven leader who deftly infuses innovation and intelligence into building a

comprehensive Annual Giving plan that will encompass traditional (direct mail), non-traditional

(electronic media) and truly inspired approaches. Candidates who strive to be ahead of the curve

of annual fund trends, who have the confidence and conviction to challenge the norm, and the

technical and creative skills to execute a plan successfully from initial idea to final result will

thrive in this opportunity.

Position Overview – Director of Annual Giving

The Director of Annual Giving is responsible for the strategic vision, direction and management of

UNH’s annual fundraising programs. The leadership of UNH is committed to and invested in the

success of Annual Giving at UNH and is seeking a thought-leader and partner in this work. The

Director provides leadership in designing, implementing and evaluating a program whose

purpose is to build a long-term base of support for the university via cultivation, solicitation and

stewardship of alumni, faculty, staff, parents, students and friends who make gifts from $1 to

$10,000 annually. The overall goal of the Annual Giving Program is to raise current use funds for

operations, scholarships and other areas of greatest need within the university. Through this

comprehensive program, the Director is responsible for raising $5,000,000 annually and will

grow this program to double that figure over the next seven years. There is a tremendous amount

of potential in The UNH Fund, and the Director of Annual Giving will be instrumental in leading

the evolution of this program.

The successful candidate will have the experience to analyze current trends and data, maximize

resources that are in place, and develop new vehicles to inspire growth. The Director will provide

leadership to staff and volunteers, and must possess strong strategic thinking and tactical

management skills.

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Reporting to the Associate Vice President of Advancement Services, the Director of Annual Giving

will manage a team of five staff in a collaborative environment that is united in its enthusiasm for

UNH, its commitment to exemplary work, and its belief in the value of public education. A

manager who trusts and empowers the team and employs leadership, creative solutions, and a

proficiency in utilizing data to bring about new annual fund approaches will be an ideal

complement to the department. A manager who is confident and comfortable in the role of

decision-maker is critical to this role, as is the ability to deliver results and demonstrate how

strategy translates into real philanthropic impact for The UNH Fund.

Annual Giving at UNH includes direct mail, phone, and personalized asks for annual leadership

and reunion gifts. The Director provides leadership to staff and volunteers to ensure the effective

implementation of all strategies, keeping the program current with peer benchmarks and best

practices. The Director ensures timely and appropriate donor recognition and stewardship for

annual fund donors.

An experienced and motivated individual with a proven background in complex university annual

fund development, who possesses strong strategic and analytical skills, and who brings an

unflagging commitment to purpose will be a preferred candidate for this role.

Minimum Qualifications:

Bachelor's degree required with 5+ years of annual giving experience strongly preferred and 2

plus years of supervisory experience. Knowledge of annual giving programs is a must.

Roles and Responsibilities:

Annual Giving Strategy – 25%

o Devise, plan and execute effective annual giving strategies toward achieving

substantial donations to general unrestricted purposes, scholarships, all colleges,

and campus designated special projects.

o Evaluate and improve upon participation rates for alumni.

o Focus strategies on leadership annual fund gifts, reunion giving programs, direct

mail, Phonathon, web, email and social media.

o Take the lead in benchmarking with aspirational peers, determining best practices,

exploring new trends and validating the effectiveness of established practices and

apply that learning to the strategic plan and daily business practices of the annual

giving program.

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o Set clear and measurable goals for participation and revenue on an annual basis,

and by appeal to ensure activity planned matches the desired outcomes.

Communicate these goals and the progress against these goals at least monthly to

the AVP for Advancement Services and VP for Advancement, and others as needed

and appropriate. Make adjustments to annual plans proactively to ensure success.

o Determine what metrics constitute a vibrant and growing annual fund program and

track, analyze and report on those metrics at least quarterly. Use that data to

proactively make course corrections if needed and to create a culture of overall data-

driven decision making.

Annual Giving Leadership – 25%

o Lead and supervise a staff of four PAT and one OS FTE in support of these

objectives. Four PAT include two associate directors one focused broadly on

leadership giving, one on reunion giving; an assistant director focused on student

and young alumni giving programs and direct mail appeals; and a phonathon

manager.

o Set mutually agreed upon annual goals and metrics for success with each member

of the staff, helping them achieve those goals, and holding them accountable for

meeting established objectives.

Prospect Portfolio Management – 20%

o Manage a personal portfolio of 150 leadership prospects. Plan and execute

cultivation and solicitation strategies for assigned prospects including a minimum of

50-75 face-to-face visits annually. To accomplish this goal the director is expected

to cover a minimum of two travel regions with 2-4 multi-night trips annually, in

addition to 2-4 local region overnight trips to cultivate and solicit prospects.

Additional travel for professional development purposes may be necessary.

Donor Relations and Stewardship – 15%

o Work with Donor Relations and Stewardship to plan recognition events and provide

individual and group stewardship as appropriate for donors. Stewardship efforts

should be focused on driving increases to donor retention rates year-over-year, and

increasing levels of multi-year loyal donors.

Represent Annual Giving at UNH – 15%

o Serve as the internal and external face of annual giving at UNH. Spend time

cultivating and improving campus partnerships and understanding institutional

projects and priorities.

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o Ensure collaboration with Athletics annual giving efforts and the embedded efforts

of many campus partners.

o Work closely with Development and Planned Giving officers to ensure full integration

of annual giving opportunities at all prospective donor levels.

Benefits:

This position offers an excellent benefits and compensation package. For more information,

please consult: Benefits

Advancement Overview

The University of New Hampshire Foundation, Inc. was established in 1989 to build private

support for the University of New Hampshire. The Foundation is an independent, 501(c) (3) whose

purpose is to coordinate the acquisition of private support from alumni, friends, corporations,

private and public foundations, and volunteer-support organizations with an emphasis on

building the endowment. The Foundation’s talented team of professionals work in concert with

the University to strengthen programs, support deserving students, provide opportunities for

talented faculty, enhance facilities, and address other areas of need.

Advancement at UNH features a staff of about 120, working across all facets of communications,

alumni relations and donor services. There are currently 3,500 prospects identified for the current

campaign (over 120 rated at the $1M+ level). Of the 130,000 alumni of record, 43% live in the

state of New Hampshire and 30% of these are first-generation college graduates. Overall, alumni

hold a love of their UNH experience, and the new Director of Annual Giving and his/her team will

actively work to translate that affection into increased support for their alma mater, especially

during UNH’s ongoing comprehensive campaign.

Leadership

Mark W. Huddleston

President

University of New Hampshire

Mark W. Huddleston became the 19th president of the

University of New Hampshire in July 2007, bringing

three decades of experience in public and private

education as a faculty member, dean, and senior

administrator.

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Huddleston has been a strong advocate for increasing affordability and accessibility in higher

education, and has argued that we need to rethink much of what we do to protect our core

missions, and to ensure that higher education remains vital and financially sustainable in the 21st

century.

In February 2010, he presented a 10-year strategic plan for UNH, the result of an intensive

collaboration between faculty, students, staff, alumni, and the University’s wider communities.

Emphasizing innovation and entrepreneurship, the plan is helping to guide the University’s

response to a historic state budget cut passed by the 2011 New Hampshire Legislature.

Huddleston was raised in Syracuse, N.Y., and was the first member of his family ever to attend

college. He earned his bachelor’s degree in political science from the State University of New

York-Buffalo, and both a master’s degree and Ph.D. in political science from the University of

Wisconsin–Madison.

He began his academic career at SUNY-Buffalo in 1977 as an assistant professor of political

science. In 1980, he joined the faculty of the University of Delaware, where he served for the next

24 years. There, he chaired the Department of Political Science and International Relations and

served as associate provost for international programs. In 2001, he was named dean of the

College of Arts and Sciences, overseeing 45 academic departments and centers with nearly 900

full-time faculty and staff. He served in that capacity until he was named president of Ohio

Wesleyan University in 2004.

An author of numerous books and articles, Huddleston has been a consultant for both the U.S.

government and international organizations. He also served as an adviser in Bosnia on rebuilding

financial and administrative infrastructures after the Dayton accords.

Deborah Dutton

Vice President for Advancement

and President of the UNH Foundation

Deborah Dutton assumed her role on Sept. 1, 2012. Dutton most

recently served as vice president for development and alumni

relations at Colby College. During her six-year tenure, she served as

campaign director and led the school’s largest fundraising effort,

which surpassed its goal, raising $376 million. She led efforts to

revamp gift planning, major gifts and the annual fund and created a

five-year philanthropic plan in support of Colby’s 2013 fundraising

initiatives.

“Over the course of her career, Debbie has demonstrated that she is a strong leader with the

experience we at the University of New Hampshire need in order to continue building our efforts

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in fundraising, alumni engagement, and communications,” said UNH President Mark Huddleston.

“It is clear that she not only has the vision and the strategic sense that are essential to this work,

she also possesses the rare personal qualities that will enable her to galvanize our dedicated

volunteer and professional teams to successfully achieve our shared ambitions.”

Dutton’s career in development began at the Maine chapter of the National Multiple Sclerosis

Society. She held positions in major gifts and management at three Harvard teaching hospitals:

Massachusetts Eye and Ear Infirmary, Children’s Hospital, and Joslin Diabetes Center.

“UNH is a wonderful institution, and I am honored to represent it in this way,” Dutton said. “I am a

strong believer in public higher education and in the mission of the land-grant colleges. State

institutions like my alma mater and UNH make it possible for students from almost any

background to get an excellent education. This is motivating and inspiring to me.”

Dutton earned a Bachelor of Arts degree in Journalism from the University of Maine and a Master

of Science degree in Business Management from Lesley College.

Misty McCarty

Associate Vice President of Advancement Services

With more than 16 years’ experience in higher education advancement,

Misty McCarty holds a wealth of expertise in the strategic management

of advancement operations. McCarty has been with University

Advancement at UNH since July of 2010 and prior to this spent nine

years honing her skills in information resource management, industry

policies, and best practices at Tufts University, where she served as the

Director of Advancement Gift and Information Services and Recording

Secretary for seven years. McCarty began her career in advancement at

Dartmouth College, where she spent three years as a key analyst in

Dartmouth’s conversion to Ellucian Advance – providing report design,

business analysis, and delivering over 400 hours of training sessions on all facets of usage to

support advancement work.

As the Associate Vice President for Advancement Services at UNH, McCarty oversees and develops

UNH’s Alumni and Donor Management System, and the integration of this enterprise system with

other core services (online alumni community, Student Information System, online giving, the

University’s financial ledger, and many others). McCarty is responsible for Advancement’s

database – representing UNH alumni, friends and donors (260,000 individuals and 70,000 entity

records), the planning for and implementation of system upgrades, and all computing needs of

the Advancement division. Additionally McCarty is responsible for the oversight of the Gift

Planning and Annual Giving departments at UNH. Finally, McCarty greatly enjoys overseeing

Prospect Research and Management, as major strides are being made to identify prospects and

plan for the University’s current comprehensive campaign.

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Client Overview

Founded in 1866, the University of New Hampshire is a public

university in the University System of New Hampshire (USNH). The

main campus is in Durham, New Hampshire. Additional campuses

are located in Manchester and Concord (UNH Law School). With

over 15,000 students, UNH is the largest university in the state.

The University is one of only nine land-, sea- and space-grant

institutions in the nation.

According to U.S. News & World Report's "America's Best Colleges"

listings, the University of New Hampshire is a "more selective"

national university, placing it in the first out of five tiers of

competitiveness when it comes to admissions standards. Due to

its extensive efforts in the area of sustainability, UNH was one of

15 highest scoring schools on the “College Sustainability Report Card” 2009, with the Sustainable

Endowments Institute awarding it a grade of "A-".

UNH is in the middle of not one – but four – high stakes campaigns and according to President

Mark W. Huddleston’s State of the University 2012 address, “…they are campaigns that will prove

more enduring and more meaningful for our campus and our communities.”

1. UNH 2020 Strategic Plan - Breaking Silos, Transforming

Lives, Reimagining UNH:

President Huddleston introduced the University's strategic plan

in 2010 and the process—and progress—is ongoing. This plan

is the result of more than a year’s work by hundreds of faculty,

staff, students, and business and community leaders, and sets

an ambitious course for UNH through 2020.

The plan has three sections, (1) requisites for change, (2)

programmatic initiatives, and (3) brick and mortar investments.

The first section is the heart of the strategic plan and involves

changes in the University’s culture that establish the foundation

for its ultimate success. The second section outlines specific

initiatives, which give structure to the plan. The third section is

a commitment to improving the University by investing in the

capital enhancements essential to do good, innovative, and

enterprising work.

For more information about the Strategic Plan and updates, please visit:

http://www.unh.edu/strategicplanning/academic-initiatives

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2. Comprehensive Fundraising Campaign:

The University is in the midst of its first campaign since 2002, which raised $100M. With 120,000

alumni of record and a keen focus by advancement leadership on building the campaign pipeline,

there is tremendous opportunity to identify prospects that can make transformational gifts to this

milestone fundraising initiative.

This campaign will be precedent-setting in its reach and transformative for the University’s

culture. Deborah Dutton was brought on board in September 2012 to oversee the campaign as

the new Vice President for University Advancement. That year, the team completed the most

successful year of fundraising in the institution’s history, raising $36 million. The total raised in

the leadership phase of the campaign now stands at just under $80 million.

3. UNH Works for New Hampshire:

UNH is playing a lead role in rallying alumni, students, parents, and friends of New Hampshire’s

public universities and colleges to ask the Legislature to restore state funding for higher

education, which was cut nearly 50 percent in recent years.

Launched in September 2012, the UNH Works for New Hampshire Campaign initially reached tens

of thousands of New Hampshire voters, and many carried its message to candidates for state

office. The University and the System met with success, and the legislature did restore some of

the funding it had previously cut. The UNH Works campaign was renewed in September 2014 with

a grassroots initiative to freeze in-state tuition at UNH for two more years and boost scholarships.

The campaign gained unprecedented support from students, parents, alumni, and business

leaders, as well as other citizens who visited the UNH Works website to sign up as UNH advocates.

Their support indicates the importance to voters in the Granite State that UNH remains affordable

and accessible.

4. University System of New Hampshire: Restructuring of Governance:

This campaign is for greater autonomy for UNH within the framework of the University System of

New Hampshire. UNH, like many flagship public institutions, has long been embedded in a

structure of governance that has its roots in another era, according to President Huddleston – the

days of robust public funding and near zero-tuition of higher education in the 1960s. But truly

robust public funding is probably a thing of the past – the world of higher education today is

turbulent, fast moving, and highly competitive. UNH is a marketplace with institutions (and non-

institutions), private and public, for profit and nonprofit, that can and do turn on the proverbial

dime, whose overhead costs are low, and that have governance structures that facilitate both

mission-centric and market-smart behavior.

Thanks to farsighted leadership from the University System Board of Trustees, UNH is joining the

ranks of institutions that have governance processes adapted to their competitive circumstances.

UNH is on the cusp of realizing far greater autonomy in a system of far less central control – this

will give the institution the ability to devise programs and make critical financial and human

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resource decisions in 21st century time. Ultimately, this increases opportunities and materially

reduces costs for students.

Location

Durham and Seacoast, NH:

Voted in 2007 as one of MONEY Magazine’s “Best

Places to Live,” Durham is the best of both worlds—

boasting breathtaking scenery and the slower pace

of New England country and small-town life, with

the ability to access the best in arts, culture, and

sporting events. For entertainment, take in an

evening game at the University's impressive

Whittemore Center or cheer on UNH and the Yankee

Conference. Enjoy a night of theatre at the Seacoast Repertory or on the UNH campus. Durham is

officially part of New Hampshire’s “seacoast” region, capturing the essence of New England's

oceanfront. In just 18 miles of coastline, there are long, sandy beaches, working ports, offshore

islands, surf-stung rocks, and popular resort towns and villages that date back nearly four

hundred years.

Located just 12 miles from Durham, Portsmouth,

NH is a hub of cultural happenings, culinary gems

and New England charm. The Music Hall in

Portsmouth offers the best in independent and art

films, as well as concerts and shows by nationally

known musicians and performance artists. For

food lovers, Portsmouth’s burgeoning

gastronomic scene boasts the most restaurants

per capita in the country and is regularly

highlighted as a must-visit culinary destination.

Just an hour from Boston, the region offers year-

round outdoor activities, from fine skiing in New

Hampshire's famous White Mountains and

hiking, camping, and shopping in the warmer

months (New Hampshire has no sales tax). With

gorges, notches, and spectacular views all the

way to Canada from some areas, residents and

visitors are never at a loss for what New

Hampshire has to offer.

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Background Checks:

Prior to submitting your resume for this position, please read it over for accuracy. LLLS does verify

academic credentials for its candidates, and our clients frequently conduct background checks

prior to finalizing an offer.

To learn more, call

Anne Norton, Search Director at

617-262-1102

or send nominations or cover letter and resume to

anorton@LLLsearches.com.

All inquiries will be held in confidence.

LOIS L. LINDAUER

SEARCHES

420 Boylston Street, Boston, MA 02116

T 617.262.1102 F 888.772.8681

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

www.LLLsearches.com

VP Advancement/UNH Foundation President

Senior Executive Director Advancement

Relations

Assoc. Vice President

Alumni Relations

VP & Treasurer UNHF/Dir. of Finance & Budgets for University

Advancement

Associate Vice President

Advancement Services

Director of Information Technology for Advancement

9 FTE

Director of Gift and Data Management

6 FTE

Director of Prospect Research and Management

5 FTE

Director, Annual Giving

Senior Associate Director of Reunion

Giving

Assistant Director of Annual Giving

Phonathon Supervisor

Senior Associate Director of Leadership

Annual Giving

Admin. Asst. III

Director of Gift Planning

2 FTE

AS Operations Manager

Assoc. Vice President & Chief

Communications Officer

Assoc. Vice President

Development

Senior Administrative Assistant

University Advancement – Advancement Services – Annual Giving Team

April 2015