University of Rochester Advancement - Associate Director, Prospect Development Email

AFP Member? Yes
Name of Organization: University of Rochester Advancement
Title of Position: Associate Director, Prospect Development
Salary Information: University of Rochester Advancement is a values-driven organization that believes in Inclusion. Prior to applying, if you would like an accurate salary range based on your professional experience please send your resume and a brief note to UR Advancement Talent Management.
Organization Website:

Description of Responsibilities: This position provides critical information and support to Advancement staff focusing on University leadership and high net worth constituents. Key responsibilities include the application of prospect research best practices, suspect identification, and implementing relationship management methodologies.

The Associate Director oversees and executes day-to-day prospect management and prospect research activities for the Office of Principal Gifts, Presidential Advancement, and Trusts & Estates. Emphasizing high quality service and dynamic support in the pursuit of principle gift and planned giving prospects, the Associate Director manages part of the prospect research staff while collaborating with the larger Prospect Development group on University-wide projects. With guidance from the Senior Director, the Associate Director will supervise Sr. Advancement Research Analysts, manage staff workloads, and provide professional development support. They will also have to manage their own workloads and set their immediate priorities.


(50%) Research and Identification

  • Work directly with Advancement leadership and staff to define their needs and execute research-related projects to identify, qualify, cultivate, and steward high net-worth donors.
  • Collaborate with unit fundraising staff and prospect research analysts to capitalize on opportunities to deepen knowledge of current and potential principal and major gift prospects. This includes the production of research profiles, event bios, and other prospect-specific intelligence appropriate with cultivation and solicitation activities.
  • Coordinate and collaborate with Prospect Development staff concerning research execution across the team, assisting in research duties when needed. Expand team knowledge and capabilities with the latest in industry standards by participating in professional organizations focused on Prospect Research and Management.
  • Lead research vendor vetting and annual review process. Serve as point of first contact with current and prospective vendors. Work with Advancement Administration to facilitate vendor onboarding and annual vendor subscription renewal process.
  • Collaborate with the Senior Director in the design, development, maintenance, and use of analytical and data management tools, dashboards, and other analytical activities as needed to support research activity.
  • Develop subject matter expertise on UHNWI, sources of wealth, and how wealth events impact an individual’s philanthropic capacity, with the intention to design and execute prospect identification activities for new, currently unknown prospects and “out of the box” prospects via external information and prospect research tools and databases.
  • Safeguard the confidentiality of constituent information at all times; uphold departmental policies regarding confidential information. Adhere to ethical and confidentiality guidelines of University Advancement and the University of Rochester.
(25%) Prospect Management
  • Assign prospects to gift officer portfolios with a focus on time optimization and addressing Advancement objectives. Ensure high-priority prospects are appropriately managed. Maintain portfolio quality over time through regularly scheduled portfolio reviews (quarterly, semi-annually), and ad-hoc reviews as necessary.
  • Share responsibility with Principal Gift and Presidential Advancement research staff for monitoring a variety of new sources for information about Principal Gift prospects, Trustees and high-level University volunteers and distributing relevant and timely news alerts to Advancement leadership and assigned gift officers.
  • Manage the prospect assignment process. Work with all stakeholders involved to reduce sensitivity concerning the assignment of multi-interest prospects. Communicate any potential discord concerning prospect assignments to the Sr. Director or appropriate managing body.
  • With an understanding of Moves Management, observe and report on the proposal pipeline. Assist in the process of collecting proposal updates and entering them in the relationship management database.
(15%) Training and Advocacy
  • Maintain awareness of issues within the development profession, and of the goals and activities of the University of Rochester and its peer institutions. Pursue ongoing professional development through participation in meetings, conferences, and related training opportunities offered by vendors, the University, and professional organizations.
  • Audit best practices within the industry and among peer institutions, recommending the adoption and/or modification of practices as warranted. Acquire and maintain working knowledge of all functions and systems related to prospect management and research.
  • Provide initial and refresher training in prospect management policies and data entry best practices as needed to unit personnel. Work with the AVP of Administrative Services and Sr. Director of Analytics and Prospect Development in the evolution and implementation of prospect management policies and procedures.
(10%) Data Application and Quality
  • Collaborate with the Sr. Director of Analytics and Prospect Development in the design, development, maintenance, and use of analytical and data management tools, dashboards, and other analytics as needed to support prospect development activity.
  • Lead prospect identification activities involving data mining activities in the relationship management database and vendor databases.
  • Work with the Advancement Information Services to implement new reports that support research and prospect management activities.
  • Provide leadership and guidance to unit support staff responsible for data integrity as a subject matter expert, and coordinate on data maintenance and data update activities. Manage data quality and correct errors independently or by assisting inhouse users.

Professional membership dues in AFP paid by organization
Performance Review Policy
Vacation and Holiday Policy
Medical, Dental, Health Insurance
Life Insurance
Retirement Plan

Education: College degree or superior combination of education and equivalent experience required. Four to six years of experience in prospect management, prospect research and/or within a complex development operation, or equivalent leadership experience.

Experience/Personal Qualifications:

Computing and technical skills and experience, including:

  • A fundraising information system or equivalent CRM
  • A networked, Windows-based environment
  • MS Office applications, advanced capabilities with MS Excel
  • Familiarity with MS Excel Power Query is preferred but not required
  • Willingness to participate in professional organizations such as APRA (Association of Professional Researchers for Advancement) or CASE (Council for Advancement and Support of Education) or AFP (Association of Fundraising Professionals)
  • Superior interpersonal skills, excellent oral and written communication skills, and presentation skills.
  • Proven attitude of accuracy and flexibility as to work performed or supervised.
  • Tact and diplomacy in communication with a wide variety of personalities and the ability to interact with executive level users is essential.
  • Sensitivity to the emerging needs of the organization and ability to anticipate potential changes and adaptations to systems and processes for the future.
  • A positive attitude, sense of humor, and optimistic outlook in an environment of continuous change and high activity level is critical.

Specific Requirements of Position:
Major Gift Solicitation
Planned Gifts
Computer - Database
Donor Research

Position Reports to: Senior Director of Analytics & Prospect Development

Send Correspondence to:
University Advancement Talent Management
University of Rochester Advancement
300 E River Rd
ROCHESTER, New York 14627
[email protected]

Include with Correspondence:
Cover Letter