Head of Fundraising

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Contents

Executive Summary ……………………………………………………………………………… 3

Message from the Assistant Principal, Development .…. …………………………………… 4

About Heriot-Watt University ………………………………………………………………….. 5

Living in and around Edinburgh ………………………………………………………………… 7

Organisation chart …………………………………………………………………………………8

Role Specification ………………………………………………………………………………… 9

Person Specification ………………………………………………………………………………11

Terms & Conditions of employment ……………………………………………………………. 12

Application process ………………………………………………………………………………. 13

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Executive Summary

A global university with a rich history stretching back for almost 200 hundred years, Heriot-Watt has established

an enviable reputation for innovative education, enterprise and leading edge, applied research. Based in parkland

in one of the worlds’ most beautiful and historic capital cities, the University is proud of its Scottish roots but its

ambitions are truly global and with campuses in Scotland, Dubai and Malaysia providing education to 31,000

students from 150 countries, its reach is significant and impactful. A leading research university, Heriot Watt was

ranked 1st in Scotland for research impact in the 2014 REF assessment and with close links to international

business and industry its campus based Research Park was the first of its kind in Europe. Consistently ranked

highly for its student experience with many subjects being ranked 1st or 2nd in Scotland and in the top 10 for the

UK, the University also scores highly for graduate employability.

Reporting to the Assistant Principal, Development – a new senior level appointment - and following the relatively

recent appointment of a new Principal & Vice Chancellor this is an extremely exciting time to be joining the

University. With the launch of a major campaign to celebrate the University’s Bicentennial in 2021, this is also an

opportunity to be part of a major growth agenda and a critical member of the Department’s senior management

team.

The post-holder will play a lead role in the University’s programme of fundraising and will have operational

responsibility for developing and leading a high-performing fundraising team through a varied programme of

income generating initiatives. You will have specific responsibility for developing and delivering a prioritised

project pipeline, embedding an innovative and high quality system of stewardship and for delivering significant

philanthropic gifts to the University. With a focus on the solicitation of major gifts you will also provide the

operational management of a sizeable team providing the full spectrum of fundraising and prospect research

activities. You will also take a lead in fostering a culture of philanthropy across the University and for engaging

with all academic and professional stakeholders internally and externally.

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Message from Assistant Principal, Development

Nuala Boyle

Assistant Principal, Development

Welcome Development is high on the agenda at Heriot-Watt and we have ambitions to launch our first institutional campaign in 2021. Since joining the university, I have been highly impressed by the breadth and depth of our research, teaching and knowledge exchange activities; the passion and knowledge of our academics; the diversity and talents of our student base; and the wonderful community feeling that exists across our campuses in Scotland, Dubai and Malaysia. Heriot-Watt is a truly distinctive and vibrant institution and tremendous opportunities lie ahead for our Development activities.

We are creating a new and dynamic fundraising function and seek to recruit a Head of Fundraising – an expert in their field and a fantastic people person who will spearhead our fundraising activities, develop and diversify income streams and achieve greater results and impact.

This is an exciting chapter for Heriot-Watt and its development function. If you are ambitious, hungry for success and have the proven fundraising and professional skills to excel in this exciting new role, I would love to hear from you.

I look forward to meeting you and discussing this opportunity further.

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About Heriot-Watt University

The University’s history began in 1821 when the School of Arts of Edinburgh (the world's first Mechanics Institute) was established to "address societal needs by incorporating fundamental scientific thinking and research into engineering solutions". The Institute revolutionised access to education in science and technology for ordinary people beginning a long and rich tradition of excellence in educating, inspiring and challenging the professionals of tomorrow. It was an early pioneer of equal opportunities, welcoming women as early as 1869 – twenty years ahead of other institutions.

This year marks the 50th Anniversary of our university charter status and name commemorating George Heriot, the renowned 16th Century jeweller and financier to James VI and James Watt, the great 18th Century inventor and engineer. Heriot-Watt University remains true to its heritage of creating and exchanging knowledge for the benefit of society. It produces graduates, who make a tangible contribution to society, industry and the economy, and develops researchers, who provide solutions to the challenges of the day and to the benefit of the wider economy. Heriot-Watt University is one of Scotland’s leading providers in science, engineering, business management, languages and textiles it has five campuses at Edinburgh, Galashiels, Orkney, Dubai and Malaysia.

The University has a reputation as Scotland’s most international university. One-third of Heriot-Watt students studying in Scotland come from outside the UK – one of the highest proportions of overseas students of any UK university. Overseas education is supported by the growth of campuses in

Dubai and Malaysia, by a network of innovative learning partnerships and via independent (distance) learning delivering education to students in 150 countries around the world. Approximately 20,000 Heriot-Watt students study outside of Scotland.

In January 2012, the University opened a new campus, Heriot-Watt University Malaysia, where there are now over 170 postgraduate students and ambitious plans for future growth. The first intake of undergraduate students commenced their studies in September 2014. The £35m ‘green campus’ provides a state-of-the-art teaching and learning environment and provides students with an exceptional range of facilities for study and student life. It reflects the University’s status as a leading provider of high quality, professionally orientated education, knowledge transfer and research. Once the campus is fully developed, it will support up to 4,000 students.

Fundraising for scholarships, PhDs, academic chairs and capital activities form part of our portfolio of ‘asks’. In 2015, we attracted major gifts from the Wolfson Foundation and Garfield Weston towards the Lyell Centre – an exciting new research centre for earth and marine science technology and joint venture between Heriot-Watt and the British Geological Survey. Our linkages with industry have led to a range of scholarships being supported support and corporate giving is a viewed as a growth opportunity moving forward. Our Alumni Fund continues to grow and develop with strong support from a broad base of supporters and we will continue to engage our alumni community in fundraising activities, in particular, legacy fundraising.

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Heriot-Watt’s Values

At Heriot-Watt, an established set of values helps to nurture innovation and leadership, and show commitment to continuous improvement and development in all activities.

Our values are as follows:

Pursuing excellence

Shaping the future

Outward looking

Pride and belonging

Valuing and respecting everyone

Our achievements are many and varied, highlights include:

2015 – our highest ever levels of research funding (£40.6 million) and a Queens Anniversary Prize for fantastic interdisciplinary research

REF 2014 ranked us the 9th University in the UK for IMPACT with 82% of our research assessed as ‘world-leading’ or ‘internationally excellent’

Coming 28th in the UK for ‘overall satisfaction’ as rated by our students in the National Student Survey

Our £35 million purpose-built campus in Malaysia formally opened in 2015 and our Dubai campus celebrated its 10th anniversary

For more information, have a look at our Strategic Plan 2013-2018 www.hw.ac.uk/about/reputation/strategic-plan.htm and our website http://www.hw.ac.uk

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Living in and around Edinburgh

Living in and around Edinburgh

Edinburgh is Scotland’s cosmopolitan capital, full of contrasts. Listed as the best place to live in the UK in 2015 by an Uswitch survey which looked at 26 different themes including employment rate, average gross income, exam results, house prices, average weekly rents, crime rates, hours of sunshine and energy prices, Edinburgh has something to offer everyone.

History and Heritage

Bursting with historical attractions, Scotland’s capital city is a true heritage hub. Discover staggering architectural and natural beauty and some of the most inspirational attractions in Scotland, many of which can be enjoyed for free. From the Royal Mile, Edinburgh Castle, Palace of Holyrood House, Royal Yacht Britannia, Arthur’s Seat and many more, you cannot fail to be impressed.

Edinburgh Culture and Festivals

It’s for a good reason Edinburgh’s been dubbed the world’s festival capital. Kick off the year with the world famous Hogmanay and New Year celebrations. Then we continue with Burns night in January, Fire & Science festival in April, Film festival in June, jazz and blues in July leading to the most famous arts festival in the world during July and August, the Edinburgh International Festival, the city attracts a wonderful array of international visitors, famous faces and talented newcomers with a kaleidoscopic range of shows, exhibitions and events, transforming Edinburgh into a vibrant hive of cultural activity.

Natural Playground

Adrenaline seekers and casual ramblers alike will be at home in Edinburgh as we have an amazing range of ac-tivities on offer. Enjoy walking, cycling, golf, skiing, wa-tersports and much more, all set amidst superb scenery. From rugged hills to unspoilt beaches, the region is one adventure destination you simply cannot miss. We have popular country parks, cycle paths, stunning views from the Pentland hills on the outskirts of Edinburgh

and of course our famous Murrayfield stadium. From here you can join the crowds to cheer on Scotland’s national rugby team. How about a challenging round of golf with various courses in around the city.

Shopping

You will find an array of high street shops and good department stores in the city centre. If designer chic is what you are after, head to Multress Walk in the East of the city where you will find a shoppers paradise. If you prefer indoor shopping we have the St James’ Centre near to Multress Walk where you will find all the usual branded shops along with Ocean Terminal which is near the Shore at Leith. For quirky shops with character and a vintage feel, you must visit Stockbridge where you will find an eclectic mix.

Food and drink

Edinburgh is a food and drink paradise. Edinburgh boasts five Michelin-star restaurants making it one of only two cities outside London that enjoy this status. Edinburgh can offer a fantastic selection of international flavours from across Europe and beyond to India and China. Soak up the City’s buzzing cafe and tearoom culture. Sip cocktails in the trendy surroundings of the West End and George Street or head to the Old Town or West Port to enjoy some traditional pubs. Head for the Shore in Leith for an eclectic mix of cuisine and an unrivalled offering of seafood.

For Families

Edinburgh has the best education system in Scotland and one of the best higher education systems in the country. It is also home to some of the highest rated private secondary schools in the UK. There are 4 Universities in the city.

There is a diverse range of industries which call Edinburgh home such as Finance, Technology, Creative, Tourism and Renewable Energy meaning there are diverse opportunities available for other family members.

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Development and Alumni Relations Structure

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Role Specification for the

Head of Fundraising

Job Title Head of Fundraising

Location Edinburgh, Scotland (but willing to travel)

Reports to Assistant Principal Development

Responsible for

3 x Senior Executives (fundraisers)

1 x Stewardship Officer

1 x Prospect Researcher

1 x Corporate Fundraiser

Purpose of the post

Reporting to the Assistant Principal Development, you will lead and manage a dedicated fundraising, research and stewardship team. Your key tasks are to grow and develop income streams for a broad range of priorities across diverse funding sources; cultivate and grow prospect and donor pools; and develop innovative approaches to donor stewardship. You will need to be experienced, nimble and adaptable with fantastic interpersonal and communication skills, able to interact and respond to a diverse audience as well as manage and influence relations within complex contexts. Extensive people and line management experience is essential in order to lead and manage a team to perform and achieve ambitious income targets across a range of sources including individuals, corporates, trusts and foundations as well as legacies. We are looking for someone with the drive and determination to succeed, with outstanding people management and communication skills who can roll up their sleeves and lead by example.

Key criteria for success

6-12 months in post, the successful candidate will have:

Developed a prioritised project pipeline and associated fundraising ‘asks’

Developed a high performing team of fundraisers focussed on excelling and achieving activities and

targets, in particular, making a step change in cultivating relationships, preparing and

submitting proposals and securing ambitious income targets Embedded a high quality and innovative donor stewardship policy Developed a high quality prospect research

function, making substantial progress in relation to qualifying a pipeline of prospects

Delivered a baseline income target of £2-3m

Main duties and responsibilities

To contribute to the philanthropic income generation strategy by identifying and developing a fundraising pipeline (aligned to the University’s strategy) working collaboratively with academic schools and other internal stakeholders to define targets and thereafter managing the fundraising’s team efforts to generate tailored applications and pitches to secure funds. This area of work will require a high level of influencing and negotiating skills within a complex operating context.

To lead by example and personally develop and manage a prospect pool (securing major and leadership gifts) in order to promote University interests and develop long term mutually beneficial relationships to achieve philanthropic goals

To achieve a step change in research, cultivation, solicitation and stewardship activities across the fundraising function in order to grow the University’s prospect and donor pools

To lead and manage a team of fundraisers, prospect researcher, stewardship officer and other roles as the team expands, establishing clear expectations and targets; building competencies; addressing operational challenges; and nurturing individual and team performance which is goal driven in order to deliver ambitious income generation targets year-on- year

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Role Specification for the

Head of Fundraising contd.

To develop/draft new, and implement existing protocols, systems and procedures as well as

policies and guidance to ensure fundraising is embedded across the University and that the team and other colleagues are working to defined service standards

To be responsible for producing and gaining

agreement for annual operating plans which incorporate operational targets, income and expenditure and, thereafter, monitor progress throughout the year reconciling finance and fundraising records and producing monthly management information to the Assistant Principal, Development and other senior executives and/or committees.

To enhance the profile of the function, raising awareness of key activities and successes in order

to embed a philanthropic culture across the university

To benchmark with other universities and

incorporate best practice and innovative approaches

To make policy and operational

recommendations to the Assistant Principal Development and other senior executives and committees on matters relating to fundraising and to contribute to the philanthropic strategy development process, particularly in relation to the 2021 institutional campaign

To further develop a diverse, sustainable funding

base, focusing on returns on investment and ensuring that agreed annual income and expenditure targets are met

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Experience and knowledge

Education at degree level Extensive fundraising experience particularly in the higher education sector (at least 3-5 years) Extensive people management/line-management experience Extensive strategic and operational management experience Experience of embedding prospect management systems Demonstrable track record in securing 4-6 figure gifts

Skills

Excellent interpersonal, organisational, communication and negotiating skills Excellent people management skills – ability to motivate and enthuse teams Excellent written skills (essential) – proposal writing Ability to communicate effectively in writing, using appropriate tone and use of language, and with a range

of audiences Ability to operate at all levels both internally and externally Excellent negotiation skills Strategic thinker Ability of manage a portfolio of activities and individuals Excellent time management skills Target oriented Highly competent in the use of IT packages

Person characteristic

People person – ability to build rapport and establish credibility with a broad range of individuals Pro-active, can do attitude, self-motivated, self-starter Attention to detail Resourceful, tenacious and curious Sound organisational skills – ability to juggle a range of tasks and relationships Goal oriented

Person Specification

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Terms & Conditions of employment

Terms and benefits

Heriot-Watt’s campus in Edinburgh is beautiful with a small community feel. Set in 300 acres of Parkland on the edge of Edinburgh city, we have a unique working environment. Facilities available on campus include onsite nursery, health and dental care, treatment and rehabilitation centre, sports facilities, range of catering options and free parking.

We want to ensure our staff well-being and offer a good work life balance. There is a generous holiday allowance, enhanced rates of maternity/paternity/adoption leave and a child-care voucher scheme.

Our development opportunities include coaching, wide range of course options, use of our libraries and for man-agers we have a programmes designed to support you developing in your role as a leader. You will also have regular performance reviews with a development plan in place.

By joining Heriot-Watt University you will receive a competitive salary with annual increments, generous employer contribution to your pension scheme and give as you earn options. You can find more information on the Financial Rewards on our website - http://www.hw.ac.uk/about/careers/rewards-benefits/calculator.htm

For further information, please see additional link on the recruitment website

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Application Process

Candidates are asked to provide two supporting documents:

A full and current CV, detailing most recent appointments, salary and level of responsibility;

A brief Application Statement, outlining and entitled, ‘The relevance of my individual achievements to

the position of Head of Fundraising’

Please ensure you have included all relevant contact details including work and home telephone numbers, email

address and full postal address. You must have completed the Personal Data Form as well.

Finally, please provide the details of three referees (one of whom should be your current employer) including

name, nature of relationship, position and telephone contact details. If you do not wish any referees to be

contacted without prior permission, please clearly indicate this.

Applications should be sent to:

Alan Walter

Dixon Walter Ltd

50 Melville Street

Edinburgh

EH3 7HF

Or via email to:

alan@dixonwalter.co.uk

Further information:

www.dixonwalter.co.uk/vacancies/heriotwatt

Key Contacts:

Alan Walter, Partner, Dixon Walter Ltd

Tel. 0131 202 1000

Mobile 07876 766 972

Key Dates for your dairy:

Closing date for application:

Closing date for applications is Friday 25th November

Preliminary interviews with Dixon Walter Ltd

From week commencing Monday 28th November

Final interviews with the University

Week commencing 12th December