DIRECTOR, CLASS GIVING HARVARD BUSINESS SCHOOL BOSTON, MA

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1 DIRECTOR, CLASS GIVING HARVARD BUSINESS SCHOOL BOSTON, MA Send Nominations or Cover Letter and Resume to: Zena Lum Search Director The Opportunity: is pleased to partner with Harvard Business School (HBS) in its search for a seasoned development leader to manage full-time staff in planning, implementing, and evaluating approximately 13 reunion gift campaigns, as well as all non-reunion year (annual) campaigns. The Class Giving Team is one of HBS s largest fundraising arms and is responsible for engaging thousands of alumni and students as donors and volunteers each year. The goals of this team are to increase participation and giving in both reunion and non-reunion years, and to significantly raise the annual amount of unrestricted funds for the School. The ideal candidate will bring a collaborative and energetic attitude and have successfully led teams of staff and volunteers to meet fundraising goals. S/He must enjoy the fast-pace of a dynamic campaign environment as HBS is in the midst of its $1 billion comprehensive campaign. The Director of Class Giving will be a crucial member of the overall development team, collaborating closely with the Major Gifts and Annual and Leadership Giving teams to expand HBS s regional network of alumni support. S/He also will be responsible for partnering with Development Operations and Donor Relations to ensure team accountability and adherence to best practices and policies in support of overall development strategies. One of the distinct advantages of working at HBS is the consistently high-quality staff. Colleagues are from all over the world, joining together to support the mission of the School. As HBS straddles the world of business and academia, its culture combines the best qualities of both types of organizations. HBS approaches its work with a corporate mentality, taking accountability HARVARD BUSINESS SCHOOL BACKGROUNDER 1

2 for its contributions and those of its business units, all within the mission of educating leaders who make a difference in the world. With a staff of close to 1,000, HBS is small enough for people to know and support each other, yet large enough to provide opportunities for professional growth. Client Overview HARVARD BUSINESS SCHOOL Mission: We educate leaders who make a difference in the world. For more than a century, HBS s faculty have drawn on their passion for teaching, their experience in working with organizations worldwide, and the insights gained from their research to educate generations of leaders who have shaped the practice of business in every industry and in every country around the world. Founded in 1908, Harvard Business School has been an innovator in business education and scholarship throughout its history. Today, HBS enrolls nearly 12,000 students in its MBA, doctoral, and executive education programs, taught by a faculty of 230 and supported by a staff organization of approximately 1,000. HBS has more than 80,000 alumni from 167 countries, a network that expands with each graduating class. A global leader in graduate business education and research, Harvard Business School is consistently rated as one of the top business schools in the U.S. as well as internationally. The School offers a residential full-time MBA program, doctoral programs, and many executive education programs. It owns Harvard Business School Publishing, a not-for-profit subsidiary, dedicated to improving the practice of management and is a key vehicle for disseminating the work of HBS faculty, including the publication of business books, online management tools for corporate learning, case studies, and the monthly Harvard Business Review. Since its founding, HBS has produced leaders and innovative ideas that have shaped the practice of management in vital organizations of every kind - its graduates are leaders in an exceptionally broad range of organizations, including entrepreneurial companies, established firms, government, and nonprofit organizations. The School is increasingly and intentionally global in HARVARD BUSINESS SCHOOL BACKGROUNDER 2

3 its reach and impact and has established a network of global centers and offices in key cities around the world. HBS is renowned for creating the world s first MBA program it is the flagship program of the School and the foundation of its institutional reputation. Admission to the Harvard MBA program is highly selective. Central to the MBA program is the case method, an HBS invention introduced to business education in the 1920s and the cornerstone of the School s general management approach. To develop leaders, HBS teaches within the context that leaders make decisions: real-life challenges which confront students with a rich web of consequences and a demand for a prompt, responsible plan of action. Widely recognized for its closeness to practice, HBS faculty have conducted pioneering research leading to the creation of fields such as organizational behavior and marketing. This research has also generated major contributions to the understanding of leadership, strategy, and decision-making. The School has also been a leader in developing executive education since launching the first program in Committed to its history of pedagogical innovation, in 2011 HBS launched a major new initiative in the MBA curriculum: Field Immersion Experiences for Leadership Development (FIELD). This program provides students with intensive, immersive, small-group opportunities where learning by doing is a central tenet of the curriculum. FIELD supplements the case method core with courses in leadership and teamwork (FIELD 1), global immersion (FIELD 2), and entrepreneurship (FIELD 3) for all MBA students. HBS is also committed to the ongoing development of new technologies to enrich the MBA classroom experience and continued exploration of new learning methodologies. Key aspects underlying the School s success include: The Case Method introduced to business education in 1925 by HBS faculty, the case method is a powerful interactive learning process that brings the complex and dynamic realities of business analysis and decision making into the classroom. o As the cornerstone of the School s renowned general management approach, the case method provides students with the transcendent skills, insights, and selfconfidence required to meet the interdisciplinary demands of real business solutions. HARVARD BUSINESS SCHOOL BACKGROUNDER 3

4 o HBS faculty work with business leaders at organizations of all sizes around the world to research and write more than 350 new cases each year, updating and refreshing about a third of course content annually to ensure relevance to current and emerging practice. o Nearly 80 percent of cases used at business schools worldwide are developed by HBS faculty. Pioneering Research o Contributions range from the creation and development of the field of organizational behavior and marketing to key advances in understanding the nature of leadership, strategy, and decision making. o The School s research budget of approximately $100 million is entirely self-funded to ensure objectivity and to provide faculty with the freedom and flexibility to pursue novel and innovative lines of investigation. o Each academic year, the faculty authors or co-authors about thirty-five books, produces more than 300 academic papers, and writes a broad array of articles for general business publications. Closeness to Practice the School s commitment to being at the forefront of the current and evolving practice of business has led to education and research programs that reflect the realities of the marketplace. o Case studies replicate actual business situations and are taught so that students must work together to make difficult decisions under typical management conditions, including a lack of complete information, complex tradeoff situations, and time pressure. o Research at HBS is firmly grounded in knowledge of business processes in entrepreneurial companies and established firms as well as nonprofit organizations and unconstrained by the boundaries of academic disciplines. o In addition to being leaders in their academic fields, many of HBS s faculty also have hands-on business experience as consultants, entrepreneurs, investors, advisors, board members, and executives. International Scope HBS has broad and deep ties with executives, scholars, alumni, and other leaders and their organizations worldwide. o The School maintains a network of global centers and offices in key cities around the world including: Hong Kong, Shanghai, Tokyo, Buenos Aires, São Paulo, Paris, Istanbul, Mumbai, and Palo Alto that coordinate research and build local relationships that help weave the School into the fabric of the global marketplace. o About 37 percent of HBS MBA students and over 60 percent of HBS executive education participants are from nations other than the U.S., bringing richness and depth of international perspective to daily case discussions. HARVARD BUSINESS SCHOOL BACKGROUNDER 4

5 o Twenty-five percent of cases produced by faculty each year deal explicitly with international business issues. A Vital Residential Community HBS is the only top business school in the U.S. with a self-contained, residential campus that forms its own vibrant community in the heart of one of the world's great cities. o The campus environment greatly enriches the educational experience of MBA students, doctoral candidates, and executive education participants by providing a host of opportunities for interaction with one another and with faculty beyond the classroom including easier access to a range of on-campus activities and resources, for socializing, and for building lasting relationships. o Although it is one of the largest business schools in the world, HBS s educational approach provides the advantage of smaller groups by centering on sections of about eighty to ninety students who remain closely affiliated with one another throughout their educational programs and beyond. o The campus is drawn together by its commitment to a set of core values, including: integrity, honesty, respect for others, personal accountability, and a dedication to excellence, qualities that play a key role in developing the teamwork and sound judgment that are central to our educational mission. Exceptional Resources due to the generosity of its alumni as well as the continuing success of its own operations, HBS has exceptional flexibility in meeting the needs of its educational and research activities. o The 40-acre residential campus has 33 buildings with a broad range of dedicated facilities, including state-of-the-art classrooms, meeting spaces, and Baker Library, one of the world's largest and most respected business libraries. o The educational experience is augmented by a sophisticated and continuously evolving IT system that seamlessly integrates technology throughout the campus. o The School's unmatched financial resources have provided faculty and students with the flexibility to produce a continuous stream of innovations in education and research designed to meet and anticipate the evolving needs of business leaders everywhere. HBS Alumni the best measure of the success of an educational institution is the success of its alumni, and HBS is well-known to have one of the largest and most influential alumni networks of any institution in the world. o At present, the School has more than 78,000 alumni in more than 167 countries around the world a network that expands steadily with each graduating class. o HBS graduates are leaders in an exceptionally broad range of organizations, including entrepreneurial companies, established firms, government, and nonprofit organizations. o HBS alumni serve in a wide spectrum of industries, including: consulting, financial services, venture capital, high technology, manufacturing, retail, and consumer products. HARVARD BUSINESS SCHOOL BACKGROUNDER 5

6 HBS Leadership Nitin Nohria Dean, Harvard Business School Dean Nitin Nohria became the tenth dean of the School in July He previously served as co-chair of the Leadership Initiative, Senior Associate Dean of Faculty Development, and Head of the Organizational Behavior Unit. Dean Nohria has taught courses across the MBA, Ph.D., and Executive Education programs. His intellectual interests center on human motivation, leadership, corporate transformation and accountability, and sustainable economic and human performance and he has co-authored or co-edited 16 books. Prior to joining the HBS faculty in July 1988, Dean Nohria received his Ph.D. in Management from the Sloan School of Management, Massachusetts Institute of Technology, and a Bachelors of Technology in Chemical Engineering from the Indian Institute of Technology, Bombay. Since assuming the deanship, and building on the collective input from faculty, students, staff, and alumni, Dean Nohria has identified five priorities for Harvard Business School: innovation in the School's educational programs; intellectual ambition that advances ideas with impact in practice; continued internationalization, through building a global intellectual footprint; creating a culture of inclusion, where every member of the community can do their best work in support of the School's mission; and fostering a culture of integration within HBS and across Harvard University. HBS Office of External Relations Overview The mission of External Relations is to support and engage a vibrant community of alumni and friends worldwide. It is also responsible for leading the School's fundraising efforts in support of the HBS mission. External Relations is comprised of several areas, including: Alumni Marketing & Communications Development: Frontline (fundraisers) and Development Services (Stewardship/Donor Relations & Research) Alumni Relations (Events, Clubs, Career & Professional Development) Business Operation and Technology (general administration, operations, finance and human resources) External Relations is the nexus point between more than 80,000 worldwide alumni and the work of the School. Through programs, activities, outreach and communications, External Relations HARVARD BUSINESS SCHOOL BACKGROUNDER 6

7 creates opportunities for alumni to connect with each other, the research and intellectual products of the School, and the faculty and students. In April 2014, the School kicked off a $1 billion capital campaign (as part of a larger $7.5 billion University-wide campaign). To date, HBS has already raised nearly $700 million. In fiscal year 2014, HBS raised nearly $360 million far exceeding the $129 million raised in fiscal year With the help of over 1,500 fundraising volunteers and nearly 13,000 donors, HBS to remains one of the top business schools in the world. External Relations Leadership The Senior Management Team for HBS External Relations includes Executive Director Ralph James; Managing Director of Campaign and External Relations Janet Cahill; Managing Director of Development Clare Graca; Managing Director of Alumni Relations Stephanie Goff; Senior Director for Alumni Marketing and Communications Tom Witkowski; Senior Director for Business Operations and Technology Colette Ciregna. Ralph James, MBA Executive Director of External Relations Ralph James, MBA 82 is Executive Director of External Relations at Harvard Business School. He is responsible for development and alumni relations activities for HBS. Prior to taking the External Relations role, Ralph was the Executive Director of Executive Education at Harvard Business School. He was responsible for the management of the School s open enrollment and custom executive education programs. Ralph attended the College of Wooster in Ohio and received his BA from the University of California at Santa Barbara in He received his MBA from Harvard in Over the next 15 years, he held several different positions at HBS in the areas of Executive Education, MBA admissions, major gift fundraising, finally serving as Associate Dean and Senior Executive Officer under Deans McArthur and Clark. In 1996, Ralph left HBS to join the First Marblehead Corporation, as Chief Marketing Officer, becoming Chief Operating Officer in 1998 and President in 2000 prior to the company going public in 2003(NYSE:FMD). In 2005, Ralph stepped down from his role as Vice Chairman to return to HBS. Ralph, who met his wife Janice at HBS, has three children, Greg MBA 09, Katie and Becca. HARVARD BUSINESS SCHOOL BACKGROUNDER 7

8 Janet Cahill Managing Director of Campaign and External Relations Janet Cahill is the Managing Director of Campaign and External Relations at Harvard Business School. In this role, she is responsible for the planning and execution of the upcoming capital campaign and also oversees the Alumni Marketing and Communications and Business Operations and Technology departments. Since joining HBS in 2006, Janet has served as the Director of Alumni Clubs and Associations and the Senior Director of Alumni Marketing and Communications. Prior to HBS, Janet spent ten years in a variety of volunteer and board roles with numerous educational and non-profit organizations around the world. Her areas of focus were strategic planning, board governance, marketing, and development. Additionally, she worked as an independent strategy and marketing consultant focused on firms in the high-technology industry and non-profit sector. In the preceding decade, Janet held various sales and marketing management positions in a number of high technology companies, including IBM and Steve Job s NeXT Computer. Janet received her BA in Economics from Princeton University. Clare Graca Managing Director of Development Clare Graca joined HBS as the Managing Director of Development in August In this role, she is responsible for managing a team of 60 associates including major gifts, international giving, planned giving, annual giving, reunion giving, stewardship, donor recognition, pipeline management, and prospect research. Prior to HBS, Clare spent nearly eight years leading both the development and operations teams as Vice President of Baylor Health Care System Foundation. In addition, she was responsible for developing, launching, and managing the first comprehensive campaign in Baylor s 110 year history. This $250 million campaign was publicly launched in February 2013 with $170 million raised in the silent phase. Preceding her tenure at Baylor, Clare held senior management positions within the for-profit sector including Vice President of Administration within the global bank at Bank of America, Director and Treasurer of Omni Hotel, Inc., and Senior Vice President of Operations for J. A. Majors (a division of Baker and Taylor). In addition she served on the boards of the Dallas Lighthouse for the Blind, Dallas Services, and Dallas Day School. A graduate of Leadership Dallas, Clare was an active mentor for members of Dallas Regional Chamber s Young Professionals for nearly seven years. HARVARD BUSINESS SCHOOL BACKGROUNDER 8

9 Clare received a BS in Economics and a BA in Music from Texas Christian University; and she received both an MS in Economics and an MBA from Texas A & M University at Commerce. Clare s husband Thomas J. Graca, J.D., Ed.D, is the Director of Academic Affairs at Harvard Law School and they have three children: Adam (6), Zoe (4), and Jordan (2). Position Overview Director of Class Giving Reporting to the Managing Director of Development, the Director of Class Giving is a chief strategist for individual donor development, a resident expert on volunteer management, and is responsible for the overall strategic planning and delivery of a successful Class Giving program. S/He will be a member of the Development Senior Leadership team responsible for a staff of 1012 full-time employees charged with planning, implementing, and evaluating approximately 13 reunion gift campaigns, as well as all non-reunion year (annual) campaigns- approximately 60 classes. Through a peer-to-peer fundraising model, s/he works with more than 900 alumni volunteers to deliver on these goals. The Director will also be responsible for working closely with the Director of Annual and Leadership Giving to significantly increase consistent annual giving (current use funds) to the HBS Fund. S/he will partner with volunteers, peers and colleagues to capitalize on the program s strengths and identify ways to enhance it in accordance with the strategic vision and priorities of the School, while also understanding and appreciating class-specific practices and/or nuances critical to success. The Director is responsible for developing a strategy that will grow class giving with success measured through increased participation, dollars, retention, and sustained giving across various market segments. S/he will work with the Development Senior Leadership team to align class giving efforts with a newly introduced regional strategy model. S/he will maintain responsibility for developing strategies that will grow each level of the donor pyramid. Likewise, the Director will lead by example, personally cultivating, soliciting, and stewarding a small portfolio of highlevel prospects for gifts ranging from $25K - $1MM. In addition to working closely with the Planned Giving team to develop key strategies, particularly around the 50th Reunion, the Director will also work closely with Alumni Marketing and Communications to conceive and coordinate solicitations and communications to alumni at-large, as well as key volunteer constituencies. Responsibilities: Leads planning, implementation, and overall success of Class Giving Programs (reunion and non-reunion) HARVARD BUSINESS SCHOOL BACKGROUNDER 9

10 Directs, trains, coaches, and evaluates performance for class officers, assisting with key prospect assignments and solicitation strategies. Personally cultivates, solicits, and stewards a small portfolio of high-level prospects for gifts ranging from $25K - $1MM. In partnership with colleagues, develops strategies to ensure that all top reunion prospects are solicited during their reunion campaign at appropriate levels. Undertakes specific development assignments with high-priority constituencies (as needed) by the Managing Director of Development, represents the MD at various meetings as assigned, and works with her to establish and maintain budget and resource needs and allocations for the program. Serves as a member of the Development Senior Leadership team. Experience & Qualifications: Demonstrated ability to manage, organize, motivate, and delegate to others, including faculty, staff and volunteers, especially high net worth individuals. Solid leadership skills and a willingness to take risks and solve problems creatively. Political acumen and diplomacy in developing fundraising and communication strategies for maximum effectiveness. Strong interpersonal skills with the ability to work collaboratively and as part of a team. Ability to articulate a compelling case for class-based giving in a complex internal and external fundraising environment. Ability to identify appropriate segments of donors and prospects and create cultivation, solicitation and stewardship activities that build loyalty and trust. Proven experience in analyzing and interpreting data to drive strategies. Strong organizational and analytic skills; ability to produce complex analytical, verbal and graphic documents; ability to work independently, following through with minimal direction. Strong project management skills; ability to track multiple projects simultaneously and assure follow up and follow through for all. Demonstrated major gift fundraising experience (6 and 7-figure levels); ability to develop solicitation strategies for major gifts. Understanding of fundraising regulations and accepted best practices. Knowledge of and experience in using standard methods and tools of annual giving. Proficient in the marketing and communications process. Proficient in Microsoft Office suite, particularly Excel. Deep experience in using donor/prospect databases and tools, preferably Advance and Reeher. Bachelor s degree or equivalent and 7-10 years of progressive, successful relatable experience. HARVARD BUSINESS SCHOOL BACKGROUNDER 10

11 The ideal candidate will be a change agent, championing continuous improvement in an accountability-driven environment and leveraging data and metrics to measure success. A strong, collaborative, energetic individual with development and/or sales and marketing related experience, s/he will also be an experienced manager with a proven track-record of developing high-performing teams, and comfortable in appropriately coaching frontline staff and volunteers alike. S/He will have a clear history of identifying areas of opportunity, and creating and implementing processes that result in increased efficiency and effectiveness. Benefits of Working at HBS: HBS consistently has scored the highest level of employee engagement and satisfaction ratings as monitored in bi-annual surveys. Managers are committed to developing their teams, the pay and benefits are competitive in the Boston region, and the campus setting is lovely. Learn more about working at HBS at: 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. HARVARD BUSINESS SCHOOL BACKGROUNDER 11

12 To learn more call Zena Lum, Search Director or send nominations or cover letter and resume to All inquiries will be held in confidence. 420 Boylston Street, Boston, MA T F Because the right person in the right job makes all the difference. HARVARD BUSINESS SCHOOL BACKGROUNDER 12