Director, Prospect Management and Research, Philanthropic Partnerships

Location US-DC-Washington
Posted Date 7 months ago(12/18/2019 10:01 AM)
Job ID
Philanthropic Partnerships
The Pew Charitable Trusts


The Pew Trusts uses data to make a difference. For more than 70 years, we have focused on serving the public, invigorating civic life, conducting nonpartisan research, advancing effective public policies and practices, and achieving tangible results. Through rigorous inquiry and knowledge sharing, we inform and engage public-spirited citizens and organizations, linking diverse interests to pursue common cause. We are a dedicated team of researchers, communicators, advocates, subject matter experts, and professionals working on today’s big challenges and we know we are more effective and creative collectively than we are individually. With Philadelphia as our home town and the majority of our staff located in Washington, DC, our U.S. and international staff find working at Pew personally and professionally rewarding.


Wise stewardship of resources allows Pew employees to pursue work that strategically furthers our philanthropic mission in significant and measurable ways. We collaborate with a diverse range of philanthropic partners, public and private organizations, and concerned citizens who share our interest in fact-based solutions and goal-driven investments to improve society. Pew attracts top talent, people of integrity who are service-oriented and willing to take on challenging assignments. We provide competitive pay and benefits, a healthy worklife balance, and a respectful and inclusive workplace. Pew employees are proud of their colleagues, proud of where they work, and proud of the institution’s reputation.


Philanthropic Partnerships Group (PPG)

PPG is responsible for identifying, cultivating, soliciting, and stewarding individual and institutional prospects. Pew’s portfolio of work is determined by the programmatic senior vice presidents in consultation with the Pew board of trustees.

Position Overview

The objective of the PMR unit within PPG is to advance the development efforts at Pew through strategic, thoughtful, comprehensive management of prospect and donor data as well as research and informed analysis of prospects and potential prospects. The work of this unit is exhibited through donor and prospect profiles, reports, and memos to the Executive Office, Philanthropic Partnership Group, program managing directors, the Principal Gifts Committee and Pew Staff. The Director will be closely involved with the planning of the quarterly Principal Gifts Committee meetings, as well as prospect planning and assignment meetings.


Specifically, the Director, Prospect Management and Research (PMR), is responsible for strategically building a collaborative and centralized prospect management system while simultaneously providing research services and in support of reaching PPG’s ambitious fundraising goals. He/She will work closely with front-line fundraising staff and other stakeholders to develop strategies encouraging proactive research and prospect management efforts to ensure PPG is building a broad-based major and principal gifts pipeline using new technologies and existing resources. This includes proactively identifying prospects, developing relationship-based prospect research, strategic planning and reporting, and creating, implementing, and managing policies and procedures related to prospect management and research. Additionally, he/she will lead two teams, including one team devoted to Prospect Research and one team devoted to Prospect Management (our current CRM is Salesforce).


The successful candidate will share a vision and commitment to Pew’s mission and culture, characterized by intellectual enquiry, rigorous analytics, and transparency toward the public and its donors. The position reports to the Vice President, Philanthropic Partnerships and is located in Pew’s Washington, DC office.


  • Thoroughly understand Pew and how it operates; develop a comprehensive knowledge of its history, culture, tradition, program, and base of financial support.
  • As a member of the Senior Management team, participate in discussions about the vision and direction of PPG and its role within Pew; our relationship with programmatic and operational partners; and current and future state business processes and requirements.
  • Build and supervise PPG’s PRM team, and participate fully in its building, strengthening, and impact at Pew.
  • Maintain regular communication with PPG’s fundraisers to understand their needs and provide systems and data support to facilitate their work especially as it relates to prospect research and Salesforce.
  • Creatively identify, research, and analyze new prospects and existing donors for major and principal gift cultivation and solicitation through review and strategic analysis of media, financial documents, files, databases, on-line information systems, and other resources.
  • Prepare thorough, accurate, and concisely written research profiles to include biographical and financial information, potential for philanthropic support, areas of interest and affiliations on individuals; as well as similarly complex research on corporations and foundations.
  • Partner with fundraisers to provide timely, accurate, and analytical information to inform the development process, and deliver this specialized research as the basis for interaction among the Pew Board of Trustees, Executive Office, PPG and program managing directors and staff internally, and with donors and prospects externally.
  • Develop the analytic and reporting tools necessary to maintain an informative prospect pipeline that relates directly to the goals and targets of PPG and Pew; constantly monitoring the pipeline.
  • Lead the implementation of prospect management data projects to maximize the impact of Pew’s information and systems. Own PPG’s portion of Pew’s CRM system, develop and promote best practices for its use and enforce policies associated with it; develop and monitor strategies for maintaining records and prospect management assignments as needed.
  • Provide leadership in resolving issues related to the CRM system, making adjustments to business processes where necessary. Serve as liaison with Pew’s Salesforce Enterprise Support team in analysis of system upgrades/enhancements, including development of custom reports and features to leverage PPG’s use of the system; make recommendations to PPG and senior management regarding implementation.
  • Ensure security, accuracy, and integrity of donor and prospect data, requiring that business pro-cesses are designed to prevent/minimize incidents of bad data and that system access is provided based on job role; conduct regular data audits.
  • Function as the PPG data “expert,” understanding usage and interrelationships between and across the data elements captured and maintained within Pew’s systems. Maintain and continue to develop knowledge of changes and new features of the knowledge management, finance and Salesforce systems; participate in configuration and testing of future upgrades/enhancements to the systems.
  • Provide leadership over prospect research and training in research methods and use of Salesforce across PPG.
  • Develop, implement, and enforce policies, procedures and standards, templates, research request and tracking systems, metrics, methods, and rating formulas relative to prospect research.
  • Adhere to all legal privacy requirements and ethical standards upheld by regulatory bodies and professional organizations.
  • Collaborate with Pew’s Research Services unit whenever possible to maximize resources.
  • Instill confidence in and excitement about Data and Research Services among all staff and internal constituent groups by fostering an atmosphere of cooperation, mutual respect, and collegiality; serve as an interactive and synergistic partner with colleagues across the institution so that all work together for the common good.


  • Bachelor’s degree and twelve years prospect research experience, with a minimum of five years management experience, in a medium to large development operation with a diverse portfolio of prospects.
  • Documented success personally developing sophisticated prospect research and analysis to advance an institution’s fundraising success.
  • Advanced strategic comprehension skills, including the ability to understand and translate prospects’ personal and philanthropic background and interests and how they align with Pew and its programs.
  • Superior speaking, writing, and editing skills, to be able to quickly and effectively convey the intersection of prospects’ and Pew’s interests with clarity and crispness in complex written materials.
  • An understanding of the donor cultivation cycle and the critical role of prospect research at each stage.
  • An interest in keeping abreast of developments in the prospect research field by attending training sessions and communicating with peers through professional organizations, conferences, and electronic forums.
  • A commitment to working in a fast-paced, deadline-driven, collaborative environment with shared goals.
  • Sound judgment and integrity; willingness to try new approaches; and a high level of energy, enthusiasm, and dedication to the mission and objectives of the institution.
  • An independent problem solver who can think proactively, take initiative, set priorities, and bring tasks to completion with appropriate follow-up, all within a complexly structured and evolving team.
  • An individual who is highly organized and able to handle multiple projects while maintaining clarity of focus and flexibility in the face of organizational change and ambiguity.
  • Attention to detail and thoroughness in completing assigned duties.
  • Ability to handle sensitive information appropriately and with discretion.
  • A strong advocate for the vision of Pew.
  • Working knowledge of Salesforce, Microsoft Word, PowerPoint, and Excel and research and database systems.

Total Rewards
We offer a competitive salary and benefit program, including: comprehensive, affordable health care through medical, dental, and vision coverage; financial security with life and disability insurance; opportunities to save using health savings and flexible spending accounts; retirement benefits to help prepare for the future; and work/life benefits to maintain a good balance.


The Pew Charitable Trusts is an equal opportunity employer, committed to a diverse and inclusive workplace. Pew considers qualified applicants for employment without regard to age, sex, ethnicity, religion, disability, marital status, sexual orientation or gender identity, military/veteran status, or any other basis prohibited by applicable law.


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