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Position Announcement
Major Gifts Officer McLaren Greater Lansing Foundation Lansing, Michigan
Reports To
Executive Director
Organization Profile
McLaren Health Care McLaren Health Care, a large system headquartered in Flint, Michigan, is a fully integrated health network committed to quality evidence-based patient care and cost efficiency. The McLaren system includes 12 hospitals, ambulatory surgery centers, imaging centers, the state’s only proton therapy center, an employed primary care physician network, commercial and Medicaid HMOs covering more than 250,000 lives, home health and hospice providers, retail medical equipment showrooms, pharmacy services, and a wholly owned medical malpractice insurance company. McLaren operates Michigan’s largest network of cancer centers and providers, anchored by the Barbara Ann Karmanos Cancer Institute, one of only 45 National Cancer Institute-designated comprehensive centers in the U.S. McLaren has 22,000 employees and more than 40,000 network providers. Its operations are housed in more than 350 facilities serving the entire Lower Peninsula of the state of Michigan along with a portion of the Upper Peninsula. McLaren Greater Lansing McLaren Greater Lansing and McLaren Orthopedic Hospital operate the region’s most distinguished cardiovascular and orthopedic surgery programs that—together with McLaren Greater Lansing’s oncology, women’s care and wide-ranging diagnostic, therapeutic and surgical services—consistently lead in clinical quality and efficiency. The hospitals are part of McLaren Health Care, midMichigan’s largest health care system.
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McLaren Greater Lansing Foundation
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For more than a century, McLaren Greater Lansing has been at the center of the community, providing close, personal care for patients while leading the way in health care innovations. As a community hospital with deep roots, they understand tradition, and their community has long held a tradition of standing together, supporting each other and working side-by-side for a common good. Donor generosity has partnered with McLaren Greater Lansing Foundation, continuing that tradition as together they make a daily impact in the lives of their patients and their caregivers. McLaren Greater Lansing Foundation Community is important. That’s why McLaren Health Care and their subsidiaries choose to engage positive change in neighborhoods through their various charitable foundations. Valuable donations go to work in the form of things such as mammograms for women in need, places for families of cancer patients to stay, and life-saving medical equipment, just to name a few. Through fundraising and grant making activities, McLaren Greater Lansing Foundation supports McLaren Greater Lansing and McLaren Orthopedic Hospital’s vision to improve the health and well-being of the communities served through accessible, affordable and highquality care. As a 501(c) 3 nonprofit organization, the foundation helps via philanthropy to purchase new technologies, improve facilities, recruit the highest caliber medical talent, and invest in wellness programs and community education initiatives that empower individuals.
Position Summary
Major Gifts Officers at McLaren dedicate nearly all of their time performing activities related to the systematic process of major gift fundraising. While these officers will always have related assignments assisting with annual budget development, policy discussions, goal setting and operational insights, the primary focus will always center on the identification, research, cultivation, solicitation and stewardship functions of major giving. The skill of the major gift officer will be measured in the degree they can passionately convey to donor prospects the prioritized projects that have been established by the administrative leadership within
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McLaren Greater Lansing Foundation
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McLaren Greater Lansing and to meet established fundraising goals within the allocated expense budget. The Major Gift Officer will design and implement donor development strategies, organize planning and solicitation meetings, make prospect visits and coordinate donor cultivation events. The Officer will work directly with prospects, donors, board members, volunteers, the hospital leadership team and the medical staff as assets in creating a cultural of philanthropy.
Specific Responsibilities
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Manage a personal portfolio of 75 to 100 major gift prospects primarily comprised of corporate, individuals and family foundations with a target gift potential of $10,000 or more. Establish and maintain long-term relationships among donors, the Hospital and Foundation to effectively move supporters up the continuum of giving. Develop and execute strategies for prospecting, cultivating, soliciting and stewarding major gift prospects to meet the fundraising and revenue goals in concert with strategic priorities and objectives. Increase the number of major gift donors by aggressively researching, cultivating, and soliciting new prospects. The Major Gift Officer is expected to solicit and close 12 to 15 major gifts per year. Effectively communicate the Foundation’s mission, vision, values and priorities within the internal and external community. Write and/or assist in drafting major gift proposals which clearly articulate the need for a contribution and links this need to the prospective donors’ giving interests. Translate scientific information into lay language as needed. Develop and maintain a stewardship plan for each donor within assigned portfolio which includes thanking and recognizing donor for their contribution, ensuring that the gift is used in accordance with the donor’s wishes, and reporting to the donor on what has been accomplished. Follow established procedures for tracking and qualifying prospects and for recording and reporting gifts and document all cultivation and solicitation activities with prospects. Allocate and prioritize time and resources to achieve the greatest return on investment. Performance and productivity will be measured on the following
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McLaren Greater Lansing Foundation
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core metrics as determined annually: o Dollars raised: cash and in-kind gifts o Number of Major Gift solicitations of $10,000+ o Number Major Gifts closed at $10,000+ o Number of face to face meeting (visits) o Number of meaningful contacts each month In collaboration with Director, develop major gift fundraising plans and strategies; establish realistic and achievable timelines. Ensure the timely routing of donor contributions for processing. Adhere to confidentiality and data usage policy for the Hospital. This position requires a high level of commitment and enthusiasm. Performs other related job duties as requested.
Qualifications
Qualities that ideal candidates should display include: • Baccalaureate degree from an accredited four-year college or university. • Seven or more years working as a fundraising professional with three years experience assigned to major gift fundraising with average gift closings of $10,000 or more. • Verified success in closing five and six figure gifts individually and as a member of a team.
Knowledge & Experience
Skills and experiences that ideal candidates should display include: • Ability to communicate clearly, concisely and professionally both orally and in writing—including the ability to make passionate presentations to small groups and public gatherings. • An unusual command of the English language as evidence of the ability to proofread documents prepared for public distribution. • Exceptional interpersonal skills (a person that is pleasing, considerate and genuine). • Strong organizational and time-management skills. • Ability to operate independently and deal effectively and persuasively with medical staff, corporate executives, management and staff colleagues. • An ability to routinely display tact and diplomacy in difficult or sensitive situations. • Must be a self-starter, able to make independent decisions,
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establish priorities, set objectives, achieve stated goals, efficiently and effectively manage several projects simultaneously and move multiple projects forward while meeting respective and sometimes tight deadlines. Extensive knowledge of fundraising principles and techniques with a proven ability to secure philanthropic donations for a large organization. Ability to learn quickly and easily adapt to changing situations. Experience researching topics to gain knowledge and understanding when information gaps exist. Ability to interpret and analyze prospect research data in order to execute major gift fundraising plan. Proficient with common business office software including Microsoft Office and Microsoft Outlook. Participates in and attends special events as requested. Ability to develop solutions to complex problems that require the use of ingenuity and creativity. Must be passionate about the mission of the Hospital and Foundation. Possess an entrepreneurial spirit and a sense of humor.
Preference will be given to candidates that also display one or more of the following: • Academic study majoring in marketing, public relations, business administration or related area. • Participation in professional course offerings featuring major gift trends and practices. • Experience working in a health care or higher education related fundraising organization. • Experience working with volunteers as associates in the fundraising process. • Experience working with Raiser’s Edge software donor records systems.
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McLaren Greater Lansing Foundation
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Memorandum
The salary and benefits are competitive and commensurate with experience, qualifications, and verifiable salary history. Paschal•Murray supports the commitment of our client in encouraging applicants from diverse backgrounds and cultures. As a condition of employment, our client reserves the right to conduct background verification including academic, work, driving, credit, and criminal histories. Due to the unique nature of a development professional, the employee must be able to obtain and maintain a valid Michigan driver’s license. Travel will be required along with attendance to evening meetings and special weekend events. The incumbent must be willing to work extended hours as needed. This position announcement is not intended to be an exhaustive list of all responsibilities and requirements. It is presented as a fair reflection of the principal job elements.
Nominations and applications are welcome. Please send résumé and letter of application as separate documents attached to an e-mail message to:
Colette M. Murray, Search Consultant
[email protected]
Paschal•Murray Executive Search
San Diego • Raleigh • Wilmington Voice: (760) 863-4512
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