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Director of Institutional Support

Job Description Summary
As Chapman University embarks on the public phase of its most ambitious comprehensive campaign, it seeks to hire a Director, Associate Director, or Assistant Director of Institutional Support. The Director of Institutional Support will identify, qualify, cultivate, solicit, and steward gifts to the university from a pool of prospects targeting restricted and unrestricted major gifts with an annual fundraising goal that will be assessed and set annually by the Associate Vice President of College and School Development and the Vice President of Development.

The position reports to the Associate Vice President of College and School Development and serves as a central development liaison and primary gift officer to non-academic university entities, including: Athletics, Fish Interfaith Center, and Student Affairs. This position will ensure that these areas’ development needs are supported in alignment with the Chapman University strategic plan and institutional priorities.

This position is part of a development team responsible for collaborating with Chapman Family constituencies including alumni, students, faculty, staff, parents, and friends. The Director will collaborate with the offices of Corporate and Foundation Relations, Legacy Planning, Donor Relations, Prospect Research and Management, Chapman Fund/Annual Giving, Alumni Engagement, Parent Engagement, and Advancement Systems and Operations.



  • Serve as front line qualification, cultivation, solicitation, and stewardship officer to create opportunities for connecting constituents with Chapman University’s strategic funding priorities.
  • Manage up to 120 prospects with a focus on major gifts.
  • Partner with Prospect Research and Management and University Advancement leadership to develop and implement strategies to secure gifts from donor and prospects.
  • Create, prepare, and present formal fundraising proposals to lead donors and prospects.
  • Work with key leadership at assigned areas to identify new prospects and donors while continuing to focus on high renewal and active involvement of current donors.
  • Establish and implement plans to maintain regular contact with past donors, including key alumni, apprising them of current needs and objectives.
  • Meet monthly goals including activity metrics such as substantive moves, proposals generated, solicitations, stewardship plans.
  • Meet or exceed monthly and annual monetary goals for restricted and unrestricted gifts.
  • Utilize moves management system to advance prospects through identification, qualification, cultivation, solicitation, and stewardship.
  • In collaboration with the Prospect Research and Management Team, prepare development reports to evaluate progress toward achievement of quarterly/annual goals for assigned areas.
  • Analyze information to identify trends and patterns.
  • Work effectively with diverse constituents within and external to the university.
  • Develop, organize, collect, and apply data with other members of the development team to advance efforts to achieve fundraising goals. 

  • Support the development priorities of assigned areas in collaboration with university advancement colleagues under the university’s strategic plan.
  • Participate in creating and implementing a successful constituent-based fund-raising plan with the college dean in alignment with the university’s strategic goals.
  • Develop messaging, packaging, and engagement content related to the assigned areas.
  • Identify when appropriate to engage development partners and Chapman leadership in the cultivation, solicitation, and stewardship of donors.
  • Collaborate with annual giving/Chapman Fund, alumni and parent engagement, donor relations and advancement systems as needed to garner support for assigned areas.
  • Engage assigned prospects/donors in University events and programs. 

  • Develop strategies to actively steward donors, including attending stewardship events as needed.
  • Provide personalized and customized stewardship opportunities for donors and prospects.
  • Collaborate with advancement systems to update donor information to support donor stewardship.
  • Provide leadership guidance to volunteers who assist in the identification, cultivation, and solicitation of leadership gift prospects

Required Qualifications

For Assistant Director: Minimum of 3 years of experience in donor cultivation, personal solicitation of major gifts, donor stewardship, prospect, and volunteer management.
For Associate Director: Minimum of 5 years of experience in donor cultivation, personal solicitation of major gifts, donor stewardship, prospect, and volunteer management.
For Director: Minimum 7 years of experience in donor cultivation, personal solicitation of major gifts, donor stewardship, prospect, and volunteer management.

Additional qualifications for all candidates
  • Bachelor’s degree required.
  • Demonstrate the ability to cooperate, navigate challenges, think creatively and work collaboratively both within a small development team and large comprehensive Advancement team.
  • Demonstrate an understanding of institutional advancement strategies for the purpose of moving donors and prospects through the gift cycle.
  • Extensive experience forming meaningful, long-term relationships with donors and constituents.
  • Demonstrated ability to communicate persuasively, both orally and in writing, about private gift fundraising.
  • Strong analytical skills to think strategically, evaluate and understand data, identify key areas, develop appropriate solutions, and achieve goals and meet deadlines.
  • Ability to thrive in a fast-paced, entrepreneurial environment with flexibility and adaptability to changing deadlines and urgent priorities.
  • Strong organizational and management skills with proven ability to manage prospects. Excellent organizational skills and results orientation.
  • A persuasive and passionate communicator with excellent interpersonal and multidisciplinary project skills.
  • Proven ability to plan, coordinate, and implement multiple projects simultaneously under tight deadlines.
  • Ability to work independently, take initiative, and exercise discretion and judgment. Strong ability to develop, organize and evaluate data, assess alternatives, and formulate logical and sound decisions and/or recommendations to support the departments work.
  • Strong communication and interpersonal skills with the ability to interact and work with diverse individuals and groups at all organizational levels, both internal and external to the University.
  • Ability to use tact and diplomacy and to maintain a high level of confidentiality.
  • Ability to prepare, monitor and reconcile budgets and expenses.
  • Ability and commitment to provide strong personalized service and teamwork. Ability to supervise, manage and work with students.
  • Computer skills in utilizing Microsoft Office Suite Application.
  • Strong technical skills to learn and use enterprise systems, the University’s CRM, and other databases needed for the position.
  • Strong ability to pay careful attention to detail.
  • Knowledge and skill to assist in the development and design of collateral and other materials.
  • Familiarity with or ability to learn and implement all applicable policies, rules, laws, and regulations, including FERPA.

Desired Qualifications
  • Experience recruiting and working with board and advisory council members.
  • Familiarity with Southern California philanthropy community.