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LOIS L. LINDAUER
SEARCHES UNIVERSITY OF NEW HAMPSHIRE BACKGROUNDER ⏐ 1
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
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.
LOIS L. LINDAUER
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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
All inquiries will be held in confidence.
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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