UNIVERSITY OF ROCHESTER BACKGROUNDER | 1

Executive Director for Annual Giving

University of Rochester Rochester, NY

https://www.rochester.edu/

Send Nominations or Cover Letter and Resume to:

Faith Eutsay

Search Director

617-262-1102

feutsay@LLLSearches.com

The Opportunity:

The University of Rochester is currently searching for an Executive Director of Annual Giving.

Founded in 1850, the University of Rochester (UR) is now one of the country's top-tier research universities.

Our 158 buildings house more than 200 academic

majors, more than 2,000 faculty and instructional

staff, and more than 11,000 students.

The University is among this nation’s leading

research universities in terms of the path-

breaking ideas of its faculty, the achievements of

its graduates, the quality of its patient care, the

creativity of its artists and the magnitude of its

federally sponsored research awards.

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The University’s culture is one of transformative

ideas. School of Medicine and Dentistry Dean

George Hoyt Whipple performed research on the

cure for pernicious anemia for which he was

awarded the Nobel Prize in Physiology in 1934;

breakthrough research led to the first vaccine

against any form of cancer; progesterone was

discovered here; morphine was first synthesized;

the vaccine that virtually eradicated childhood

meningitis was developed in UR’s Medical Center.

The University has helped transform business and

related fields with its role in developing agency theory and positive accounting theory; political science, with

scholarship and teaching of rational choice theory; nursing, with its unification model linking nursing

education, research and practice; and medicine, with the biopsychosocial model, which simultaneously takes

into account the patient, the social context in which he or she lives, the physician’s role and the healthcare

system.

The University of Rochester is an educational innovator. It has developed programs that are best in class or

among the best in class, including political science, economics, evolutionary biology, brain and cognitive

science, optics, orthopedics, finance, accounting, neuroscience, musculoskeletal, vaccine development and

RNA biology.

It is one University. UR has built on the proximity of its River and Medical Center campuses and the

nimbleness of its faculty to collaborate in ways that transcend department or school lines. The Eastman

School of Music was the first to link the study of

music to the University; UR created the first

Institute of Optics that integrates quantum optics

and engineering; it developed the Laboratory for

Laser Energetics, which has achieved national

leadership in inertial confinement fusion; and its

biomedical engineering programs link the School of

Medicine and Arts, Sciences and Engineering.

The institution is confident about its future. The

University of Rochester has evolved from a regional leader into a leading national research university with

growing opportunities to contribute to local, national and global progress. This transformation is gathering

momentum as the institution has strengthened its faculty, programs and staff, and translated innovation

UNIVERSITY OF ROCHESTER BACKGROUNDER | 3

from its campus to a broader community while increasing its geographic and cultural diversity. It is currently

the seventh largest employer in New York State.

Joining the University as the Executive Director of Annual Giving is an opportunity to help lead a

growing annual fund at a prestigious university. In the role of Executive Director, the ideal candidate will

oversee a team including of 9 professionals including 5 direct reports, an administrative assistant, three

senior associate directors and an assistant director responsible for execution of online giving strategies. This

team is responsible for all of the academic, medical, community, reunion giving, young alumni, parent and

donor participation annual giving results and plans in the direct response program. The ED will also sit on

the senior team for Annual Giving and for the integrated Annual Giving and Alumni Relations and

Constituent Engagement program.

The Annual Giving Office is divided into three sub areas: (1) leadership annual giving officers/reunion

giving/faculty & staff giving team (2) George Eastman Circle (leadership annual giving society and volunteer

program) and (3) direct response & donor

participation. The Executive Director has full

responsibility for direct response and donor

participation components with a dotted line

responsibility for the analysis and data of the full

program.

Alumni participation is growing and under the

guidance of the Executive Director, this experienced

direct marketer, analyst, manager and fundraiser,

will spearhead further upward momentum.

Position Overview – Executive Director for Annual Giving

Reporting directly to the Associate Vice President for Annual Giving, Alumni Relations and Constituent

Engagement (Martha Krohn), the incoming Executive Director will be analytical, goal-oriented and focused

on the highest standards of quality. The Executive Director will provide strong leadership to a successful

business unit and work closely with school/unit officers in setting solicitation goals and strategies. S/He will

focus heavily on increasing participation in giving through strategic, creative and multi-channeled

approaches for each constituent. The Executive Director is responsible for achieving overall donor,

participation and dollar goals for the annual giving program and all 21-unit assignments. S/He will also

serve as the second in command for annual giving functions, under the Associate Vice President.

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Principal Accountabilities:

• Establish revenue goals, including schedules and budgets. Responsible for a 3% increase for dollars

and donors in FY18. Make decisions about strategies, solicitation methods, segmentation and timing.

Devise new programs and marketing to enhance the annual fund program of the institution,

including participation levels and expendable dollars. (40%)

o Work with direct reports and partners in advancement services, creating reports to track and

analyze historical donor behavior.

o Leverage various data to inform current year plans and future plans.

• Hire, train, evaluate and manage staff. Delegate and guide projects and responsibilities. (40%)

o Manage and market a multi-channel annual giving program including the year-round student

call center, responsible for receiving pledges from 7,000+ donors annually along with

engagement and stewardship calls.

o Manage the direct mail, email solicitation and crowdfunding online giving campaigns.

• Identify potential leadership annual giving donors and potential major and principal gift prospects

for the University. This function will include the creation and maintenance of key reports to reflect

the annual activity of all donors, singling out donors with high potential and consistent annual fund

behavior. (10%)

• Lead the department to the highest levels of “customer service” and quality control for all external

and internal constituents of the annual fund program. Manage stewardship for annual giving donors

(45,000+ donors per year). (10%)

• Responsible for contributing toward advancement’s overarching goals while adhering to the

organization’s values.

Primary Accountabilities:

• Manage or influence all mass annual fund appeals. Guide and contribute toward the process and

approach for personal, 1:1 appeals at the leadership level as a member of the management team.

• Manage and build targeted constituency and solicitation programs in annual giving, for the entire

University, medical center and other community appeals including Memorial Art Gallery.

• Ability to work with high-level university administrators, faculty and volunteers.

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• Collaboration with associate vice president on oversight of $3 million operating budget for the entire

annual giving program. Fully responsible for managing the direct response budget, almost $2

million.

Qualifications:

• Minimum of seven years of advancement experience with at least five years in development work in

higher education or an equivalent combination of education and experience. Direct annual fund

experience necessary;

• Proficiency with direct mail, telemarketing and online fundraising. Knowledge of segmentation,

development writing, solicitation design and database management;

• Strong knowledge and demonstrated ability to build annual giving constituent-based programs;

• Experience working with outside vendors; and

• The highest regard for quality control and a focus on outstanding “customer service.”

Advancement Overview

Meliora is the motto of the University of Rochester, and

means “ever better.” To make the world ever better, the

University of Rochester must be ever better. That simple

truth was the foundation of The Meliora Challenge, the

University’s comprehensive fundraising campaign

launched in October 2011 and concluded in June 2016.

When the campaign ended, the University had raised

more than $1.373 billion, exceeding the $1.2 billion

goal. Almost 200,000 donors and 7,300 volunteers took

part. The campaign brought more than 100 new endowed professorships, more than 400 new scholarships

and fellowships, and more than $129 million for new and improved facilities and infrastructure.

The Medical Center led a nearly $700 million campaign for The Meliora Challenge, a major portion of which

provided for the new Golisano Children’s Hospital, an eight-story space dedicated to healing the 74,000

children across the region who rely on the University for care each year.

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Now, the “simple truth” that fueled such campaign success is the philosophy of the Rochester Model,

Advancement’s strategic plan through 2020. The Rochester Model seeks to build on the momentum of The

Meliora Challenge and further strengthen engagement and partnership within the University community.

To read the final report on the campaign, please click The Meliora Challenge.

Overview – University of Rochester

Learning at the University of Rochester is on a very personal scale. Rochester remains one of the smallest

and most collegiate among top research universities, with smaller classes, a low 10:1 student to teacher ratio

and increased interactions with faculty.

In 2018, U.S. News & World Report 2017 ranked the

University of Rochester # 34 (Tie) in National

Universities and the Simon Business School as #43

among U.S. business schools; Reuters Top 100 – 2016

ranked the University as #76 among the world’s most

innovative universities, and QS World University

Rankings 2016 - 2017 cited the University of

Rochester as #28 for the performing arts. The

University also received top rankings from U.S. News

& World Report’s 2016 - 2017 Best Children’s Hospitals

and Best Hospitals.

Schools and Colleges:

Arts, Sciences & Engineering

School of Arts & Sciences

Hajim School of Engineering & Applied Sciences

Eastman School of Music

School of Medicine and Dentistry

School of Nursing

Eastman Institute for Oral Health

Simon Business School

Warner Graduate School of Education

Majors, Minors and Programs A to Z

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Patient Care, Technology and Culture:

University of Rochester Medical Center

Laboratory for Laser Energetics

C. E. K. Mees Observatory

Memorial Art Gallery

Eastman Theatre

University of Rochester Press

Open Letter

Susan B. Anthony Center

Founded as “an institution of the highest order” and guided by

the motto Meliora or Ever Better, the University of Rochester

helps solve the greatest challenges of the 21st century. It

believes in the Rochester ideal — that great research is

inextricably linked to great teaching and community service.

Since its founding, the University of Rochester has transformed

the city, the region, the nation and the world. Its undergraduate

students are problem solvers, critical thinkers, activists and

innovators — poised to become global citizens. Alongside

leading faculty, UR’s graduate students and postdoctoral

trainees are driving forward the sciences, medicine and

business, as well as the humanities, creative arts and social

change. Through partnerships, research, teaching, activism,

advocacy and educational programs that span the globe, they

are making a difference in lives worldwide.

At the University of Rochester, global is the new normal. It

engages the world while bringing the world right to Rochester.

Strategic Plan:

The University of Rochester Strategic Plan (2018 - 2025)

The University has developed its 2018 – 2025 strategic plan by building on its core values and mission

statement. This next strategic plan is intended to be a clarion call for the entire University, articulating a

statement of “who we are and what we wish to be,” both for the University’s faculty, students and staff and

for its trustees, donors, patients and friends.

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Previous strategic plans include:

The University of Rochester Strategic Plan (2013 - 2018)

Arts, Sciences & Engineering Strategic Plan (2013 - 2018)

University Research Strategic Plan (2013)

University of Rochester Medical Center Strategic Plan

Leadership:

Joel Seligman

President and CEO

G. Robert Witmer, Jr. University Professor

Joel Seligman became the tenth president of the University of Rochester

in July 2005. Since then, he has led a strategic planning process to chart

the University’s future. Notable milestones have included the openings

of the Robert B. Goergen Hall for Biomedical Engineering and Optics, the

James P. Wilmot Cancer Institute, the Ambulatory Surgery Center, and

the Del Monte Neuromedicine Institute. The renovated Kodak Hall at

Eastman Theater and a new wing at the Eastman School of Music have

significantly expanded educational and performance spaces. The

Saunders Research Building is providing state-of-the-art space to

scientists exploring new treatments and cures for neurological disorders,

cancer and cardiovascular disease. Raymond F. LeChase Hall, the new

home of the Warner School of Education, opened in January 2013, and the Ronald Rettner Hall for Media

Arts and Innovation opened in October 2013. The new Golisano Children’s Hospital, the largest construction

project in the University’s history, opened in 2015. Wegmans Hall, the new home of the Goergen Institute

for Data Science, is under construction and will open in 2017.

Under Seligman’s leadership, in 2011 the University launched The Meliora Challenge: The Campaign for the

University of Rochester, with the goal of raising $1.2 billion by June 2016. The Meliora Challenge was the

largest comprehensive capital campaign in the University’s history and the first comprehensive campaign

since 1924. The campaign achieved historic results, raising $1.373 billion.

Seligman works with government and neighborhood leaders on a variety of community enrichment projects

and programs, including completing two major redevelopment initiatives that have helped revitalize

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different areas adjacent to the University. Brooks Landing is a hotel, retail and student residential

development joined to the University by a footbridge over the Genesee River. Today, 570 undergraduate

students are housed in student apartments in Brooks Landing. College Town, dedicated in October 2014, is a

$100 million shopping, dining, business and residential district in the Mt. Hope neighborhood in the city of

Rochester near the University’s River Campus and its Medical Center.

From 2011 - 2016, he served with Wegmans CEO Danny Wegman as co-chair of the Finger Lakes Regional

Economic Development Council.

Seligman came to Rochester from the Washington University School of Law, where he was dean and Ethan

A. H. Shepley University Professor from 1999 - 2005. He had previously been dean and Samuel M. Fegtly

Professor of Law at the University of Arizona, and had served on the law faculties at Michigan, George

Washington and Northeastern.

He is one of the nation’s leading experts on securities law. He coauthored, with the late Louis Loss and with

Troy Paredes, the 11-volume Securities Regulation, the leading treatise in the field, and is author of The

Transformation of Wall Street: A History of the Securities and Exchange Commission and Modern Corporate

Finance. He also is the author or coauthor of 20 books and more than 40 articles on legal issues related to

securities and corporations. He served on the board of the Financial Industry Regulatory Authority from

2007 - 2015. He was elected a member of the American Academy of Arts and Sciences in May 2016.

Seligman is a graduate of the University of California at Los Angeles and Harvard Law School.

Thomas J. Farrell ’88, ’90W

Senior Vice President and

James D. Thompson Chief Advancement Officer

Before joining the University in November 2014, Mr. Farrell was chief

development officer for the University of Illinois and president/CEO of

the University of Illinois Foundation. In these roles, he oversaw

development programs across three campuses and was responsible

for the university’s core endowment of $1.6 billion. Prior to his tenure

with Illinois, he was the chief advancement officer for the University of

Chicago, overseeing a staff of 450 and launching Chicago’s current $5

billion campaign. For 10 years he served at the University of

Pennsylvania, where he led individual and undergraduate

advancement activity, including the strategy for Penn’s recently completed $4.3 billion Making History

campaign. In addition, he has held senior positions at Dartmouth College and the University of Buffalo. Mr.

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Farrell’s more than 25-year career in advancement began at the University of Rochester in the early 1990s.

He returned to his alma mater to lead comprehensive advancement efforts to maximize the success of The

Meliora Challenge: The Campaign for the University and to develop plans to maintain the University’s

advancement momentum.

Martha Cassidy Krohn

Associate Vice President of Engagement, Annual

Giving

and Alumni Relations Programs

With 20 years of experience in higher education

advancement, Martha Cassidy Krohn is a proven leader

managing and growing annual giving, alumni relations

and engagement programs. Martha currently holds the

position of Associate Vice President of Engagement,

Annual Giving and Alumni Relations Programs at the

University of Rochester. She oversees integrated and

robust annual giving and alumni relations programs focused on increasing the global network for the

University of Rochester and its medical center through all 4 points of engagement; giving, volunteerism,

events and social/digital connections. Since Martha joined the University of Rochester eight years ago, the

annual giving program has tripled in annual dollars raised per year and the new engagement plan has

become a top priority for Advancement. Prior to Rochester, Martha managed the annual giving program at

Carnegie Mellon University and prior to that oversaw the program at Emerson College, and served in several

fundraising and Advancement roles at the University of Connecticut.

Location

Rochester, NY:

Rochester has been named one of the top-10 college towns among mid-sized metropolitan areas. It is 390

miles from Boston, 330 miles from New York City and 170 miles from Toronto.

A number of sources have rated Rochester highly in terms of technological climate, including the Brookings

Institute and Techie.com. The city was named the 7th "brainiest" large metro in the nation by Lumosity. This

is due in large part to the innovation generated by the University of Rochester: its medical school is as hard

to get into as Harvard’s or Yale’s; UR’s researchers developed the first vaccine specifically designed to

prevent cancer; and the University’s nationally funded laser lab is home to two of the world’s most powerful

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lasers. Even Google recognizes Rochester and the

University’s impact on a changing world, becoming

the top private sector internship employer in 2016.

In addition, the African Leadership Academy in

Johannesburg, South Africa, contributed the second-

largest number of students to the class of 2020.

History is continually being made in Rochester – the

first African-American composer to win the Pulitzer

Prize in music was an Eastman School of Music

graduate. And UR’s men’s squash team was ranked

#1 in the country during the 2017 season.

During the spring and summer months, Rochester's neighborhoods come alive with festivals and arts fairs,

including the Lilac Festival in Highland Park, the Park Avenue Festival, the Corn Hill Arts Festival and the

Clothesline Festival at the Memorial Art Gallery. Rochester has professional baseball (Red Wings), hockey

(Amerks, also known as the Rochester Americans) and soccer (Rhinos) teams. And there's a waterfall in the

heart of downtown.

Regional Transit Service buses, the University shuttle bus, and the UR Special all serve the campus, making

the City of Rochester — and all it has to offer — available for students to explore.

Greater Rochester Visitors Association

Includes detailed descriptions, maps, directions and streaming videos of the Rochester area's experiences.

Whether you're in the mood for museum hopping or antique shopping, cultural pleasures or sporting

adventures, scenic cruising or bargain choosing, history, mystery, artistry... when you visit Rochester you'll

discover an exceptional place to indulge all your senses!

Democrat & Chronicle

Daily newspaper for the city of Rochester and the surrounding area contains local news, sports, weather,

entertainment guides and classified ads.

City Newspaper

Rochester's alternative news weekly offers coverage of local politics, film reviews, and guides and calendars

for the local music and arts scene.

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Arts & Cultural Council for Greater Rochester

Information about cultural events — including exhibits, concerts, lectures, and dance —throughout the

Rochester area (available by type, date, organization), as well as general information arts and cultural

resources for the local community.

Rochester City Government

Fun Stuff, Services/Programs, From the Mayor, City Search, About Rochester, Rochester Sights, Rochester

Public Library

City-Data: Rochester

An independent compilation of data on Rochester, including demographic and income data, housing data,

photos, weather and maps.

Please take the Multimedia tour of Rochester.

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.

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To learn more, call

Faith Eutsay, Search Director at

617-262-1102

or send nominations or cover letter and resume to

feutsay@LLLSearches.com.

All inquiries will be held in confidence.

Setting the Standard in Development Search

LOIS L. LINDAUER SEARCHES, LLC

420 Boylston Street, Suite 604, Boston, MA 02116

617.262.1102

www.LLLSearches.com

UNIVERSITY OF ROCHESTER BACKGROUNDER | 14

Organization Chart