Royall & Company www.royall.com Richmond, VA ADVANCEMENT SERVICES CONSULTANT THE SEARCH Best known as a leader in recruitment marketing for two decades, Royall & Company (Royall) was founded in 1983 as a direct response agency, serving major national nonprofit organizations. Today the firm partners with institutions of higher education to implement data-driven, time-tested and proven direct response techniques to help colleges and universities compete more effectively in today s increasingly challenging enrollment marketplace, creating a recruitment advantage for those institutions. In addition to providing their partner institutions the best possible return on their investments, Royall has a long tradition of service, value, and leading-edge development of technology and creative. The firm is highly regarded as having an exceptional group of the foremost thought leaders in higher education and now seeks to add to their team another dynamic individual who will lead the growth of Royall s Advancement Services practice, which is the newest addition to the firm s suite of direct marketing programs. The Advancement Services Consultant (ASC) will be a key player in the development and implementation of a strategic plan to grow Royall s Advancement Services division. He or she will market Royall s proprietary communications strategy which creates and cultivates relationships to support total giving, including Annual Giving, while building a pipeline for Major Gifts. The ASC will effectively communicate to clients and prospective clients the value proposition of Royall s proven fundraising direct marketing communications; specifically, how Royall can enable them to achieve increases and improvements in four areas: 1) participation rates; 2) retention of first-year and multi-year donors; 3) recapture and retention of lapsed donors; and 4) annual gifts and donor lifetime value. He or she will grow the Advancement Services division both by leveraging existing partner relationships and by systematically developing new business. The Advancement Services Consultant will possess expertise in or have oversight of all areas of a comprehensive higher education advancement operation, including deep content kowledge of annual fund management (having learned the business from the bottom up). He or she will have the stature and relationship-building acumen to engage Royall s prospective partner institutions and help them see the value of engaging on annual giving campaigns. Royall & Company has retained Freeman Philanthropic Services, LLC to assist on this executive recruitment. Royall & Company: Page 1
ROYALL & COMPANY ADVANCEMENT SERVICES Driving Up Alumni Participation Royall & Company Advancement Services partners with institutions to achieve dramatic gains in participation rates by creating communications (print and electronic) that engage each constituent at a personal level. Through analysis and segmentation, Royall address alumni individually. Its programs work to increase the engagement of all alumni, whether a first-time responder, a renewed alumnus or a longtime supporter. Ultimately, Royall s partner institutions benefit from an increase in participation as well as an infusion of donors into their pipelines for future philanthropy moving forward. Engaging More Young Alumni It s important to engage these alumni early on regardless of their current income both to increase participation rates and to build on an allegiance that is fresh and enthusiastic. Messaging that speaks to young alumni where they are in the giving cycle sets the stage for long-term giving. Royall & Company Advancement Services partners with its clients to do just that using communication channels they prefer. Using sophisticated segmentation and versioning technologies, Royall s clients are able to touch thousands of alumni with communications tailored to their giving histories and biographical information. Personal messaging reinforces the value of their education and instills pride in their school. The dollar amounts of the asks are modest enough to be affordable, yet large enough to carry some commitment. As young alumni mature, communications automatically adjust to a higher giving level. Retention, Reactivation, and Cultivation We provide a proprietary communications strategy that will create and cultivate relationships to support total giving, including Annual Giving, while building a pipeline for Major Gifts. Royall s strategic plan uses proven fundraising direct marketing communications to: * Increase participation rates; * Increase retention of first-year and multi-year donors; * Improve recapture and retention of lapsed donors; * Increase annual gifts and donor lifetime value. Royall s integrated approach successfully employs multiple mail and electronic communications, each customized based on constituency (alumni, parents, friends) and past giving behavior of individuals. Royall & Company: Page 2
PRESIDENT & CEO As President and CEO since 2008, John Nester leads the management team in the development of real, valuable and longlasting relationships with all of Royall s partner colleges and universities. He joined Bill Royall in 2004 to help continue the company s tradition of service, value and leading-edge development of technology and creative. John is proud to lead an exceptional group of the foremost thought leaders in higher education and join them in providing Royall s partners with the best possible return on their investments. After starting his career at Ernst & Young, John has spent the majority of his career in senior leadership roles at a variety of entrepreneurial companies, including Phillips International. John received his undergraduate degree from the University of Richmond and his M.B.A. from George Washington University. KEY RESPONSIBILITIES The successful candidate will be highly committed to achieving the highest return on investment for Royall s partner colleges and universities, build a book a business and have content knowledge about higher education fundraising. A proven track record of success in fundraising for non-profits is required, in higher education strongly preferred. Key opportunities and challenges include, but are not limited to: Create a strategic account plan as a roadmap to develop new business and deliver the exceptional returns Royall s clients have come to expect; Partner with Royall s existing Advancement clients to design and implement strategies to meet their institutional goals; Negotiate at the most senior client level on service solution, business issues and playing a key coordination role as part of a team in all internal efforts leading up to a new client partnership; Support and engage the Chief Development Officers, their staff and other key stakeholders in fundraising activities at Royall s partner institutions, providing meaningful and valuable engagement opportunities and effective support; Align company resources to best meet Royall & Company s strategy and goals while achieving the highest levels of client satisfaction for Royall s partners; Liaise between client and internal departments at Royall to provide consistently high customer service. Royall & Company: Page 3
IDEAL EXPERIENCE & QUALITIES Royall & Company seeks an experienced fundraising leader with the ability and the demonstrated track record to respond effectively to the responsibilities listed above. The ideal candidate will possess the following: Management and Sales Experience Proactive leadership and inclusive management skills to direct a results-oriented and cohesive team, while maintaining best practices, transparency, camaraderie, and shared accountability; Ability to lead a professional team through the planning process and execution of successful fundraising efforts; Inspirational management: the demonstrated ability to motivate, mentor, and leverage a team s existing capacity to strengthen performance and deepen dedication; Sales and /or account management experience strongly preferred but not required; Fundraising Knowledge Content Experience Solid track record of increasing philanthropic support at an institution of higher education, especially annual fund giving; Track record of fundraising leadership, which resulted in an expanded constituency base and improved operations; Expertise in or oversight of all areas of a comprehensive advancement operation: leadership and major gifts, corporate and foundation relations, planned giving, annual giving, events, campaigns, e- philanthropy, operations, research, development, and communications; Leadership Experience Gravitas, professional experience, and relationship building skills to engage, motivate, and support high-caliber leaders and volunteers, donors, prospects, and other internal and external constituencies; Collaborative leader comfortable working as a team with other senior leaders across the firm; Demonstrated success in long-term planning and implementation of strategies to achieve goals, along with the success in managing the work efforts of others; Fundraising vision and capacity to take Royall s partners fundraising capacity to its next level of excellence; Communication Experience Ability to make the case: excellent communication skills (both written and oral); Royall & Company: Page 4
Ability to engage diverse constituents in a manner that generates excitement, shared purpose, meaningful action, and long-term relationships; Experience serving as a spokesperson and senior liaison to various constituencies and communities; Interpersonal Traits Stature and professional acumen to garner the confidence of partners board members, staff, volunteers, friends, community members, donors, and prospects; A natural leader who gains this quality through personal character, integrity, intelligence, fairness, decisiveness, and evidence of a strong work ethic; Focused and energetic leadership that encompasses strategic vision, detailed organizational attention, and compassion; Flexible and patient team player, who is comfortable with ambiguity as decision-processes evolve over time and is able to adapt to changing priorities; A healthy sense of perspective, as well as a good sense of humor; Education & Experience Bachelor s degree required; Institutional and consulting experience, strongly preferred; At least 10 years working successfully in a professional setting. COMPENSATION & BENEFITS The Advancement Services Consultant s compensation package will be competitive and commensurate with the successful candidate s background and experience. Royall & Company is committed to creating an environment supported by a diverse community of staff. As an Affirmative Action/Equal Opportunity Employer with a strong corporate commitment to diversity and a founder who has a long, demonstrated commitment to equity and fairness, Royall & Company encourages applications from women, persons of color, and members of historically underrepresented groups. Royall & Company: Page 5
ABOUT RICHMOND Founded in 1737, and in May 1782, Richmond was incorporated as a city, and officially became Virginia's new capital. Today, the metropolitan area is diverse, international, and cosmopolitan, drawing millions of visitors each year. The population within the city limits was 208,834 in 2012, with an estimated population of 1,282,509 for the Richmond Metropolitan Area making it the third largest in Virginia. Richmond is located 98 miles south of Washington, D.C. at the intersection of Interstates 95 and 64, its economy primarily driven by law, finance, and government, with federal, state, and local government agencies, as well as notable legal and banking firms, located in the downtown area. The city is home to both the United States Court of Appeals for the Fourth Circuit, one of 13 United States courts of appeals, and the Federal Reserve Bank of Richmond, one of 12 Federal Reserve Banks. Dominion Resources, MeadWestvaco, and Fortune 500 companies are headquartered in the city, with other in the metropolitan are. Tourism is also important, as many historic sites are in or nearby the city. The Richmond area has many major institutions of higher education, including Virginia Common Wealth University and the University of Richmond. Virginia State University is located about 20 miles south of Richmond in the suburb of Ettrick. Richmond also offers an abundance of arts and cultural options, ranging from the Virginia Historical Society and the Virginia Museum of Fine Arts to the numerous museum and battlefields commemorating the American Civil War to the National Theater, the city s premier music venue. Greater Richmond offers a high quality of life on par with the national average cost. According to the Center for Community and Economic Research s ACCRA Cost of Living Index, Third Quarter 2012, Richmond s overall cost of living is only 0.6 percent higher than the national average, 100.6 and 100.0, respectively. Housing costs, which account for 30% of the index, are 9 percent lower in Greater Richmond than the national average. INQUIRIES & HOW TO APPLY Royall & Company has retained Freeman Philanthropic Services, LLC (FPS) to assist on this executive recruitment. FPS is a national leader in recruitment for the not-for-profit sector and related concerns and brings a proven track record of recruiting top talent to diverse institutions. Please send all confidential inquiries, applications, and nominations directly to FPS via e-mail at Royall@glfreeman.com. All applications must include (1) an up-to-date resume, and (2) a letter of interest (addressed to FPS) that specifically cites the experiences that best prepare the applicant for this role and why this particular opportunity is the logical and desired next step in his/her career. Additional materials and information will be requested during the search and interview process. Royall & Company: Page 6