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Case Studies

Director of Development

Overview

Challenge

The main challenge was to identify a professional with a solid background in areas with similar long-term relationship-building dynamics, such as financial services, banking, and wealth management, who could adapt these skills to the higher education fundraising context. The role required not just expertise in sales and relationship management but also the ability to understand and communicate the university’s vision to a diverse and global audience of potential donors.

Result

The search strategy focused on targeting top sales professionals within the wealth management industry, known for their expertise in managing long-term client relationships and complex sales cycles. This approach led to the identification of a candidate with a strong foundation in financial services and wealth management, who possessed the necessary skills to engage with high-net-worth individuals and organizations as potential university donors. Their background in a sector focused on relationship-building and high-value transactions made them an ideal fit for the Director of Development role.

Unique Approach

The recruitment process involved a targeted search within wealth management firms, emphasizing the unique opportunity to transition into a high-impact role within the higher education sector. By focusing on professionals with a proven track record in sales and relationship management, the search attracted individuals with the right mix of skills and experience. This targeted approach, coupled with an emphasis on the strategic importance of the Director of Development role and its potential to make a significant difference in the university’s growth and success, ensured the successful recruitment of a candidate well-suited to the challenges and opportunities of the position.

2019 - 2020

Financial Year

A leading Indian private university

Client

Director of Development

Financial Year

2019 - 2020

Sector

Higher Education & Business Development

Client

A leading Indian private university

Location

New Delhi, India

Function

Sales & Marketing

Industry

Academia, Education & Intergovernmental

Introduction

The client is a prestigious private university in India, renowned for its academic excellence and innovative approach to higher education. The university’s development office is crucial for securing the financial resources necessary to support its mission, including scholarships, faculty research, and infrastructure projects. The Director of Development position was created to lead these efforts, targeting potential donors worldwide and fostering relationships that benefit the university in the long term.

Case

This case study explores the recruitment process for a Director of Development position at a prominent Indian private university. The role was designed to drive the university’s fundraising and development efforts, requiring a candidate with extensive experience in managing long sales gestation cycles and the ability to convert prospects into donors on a global scale.

Challenge

The main challenge was to identify a professional with a solid background in areas with similar long-term relationship-building dynamics, such as financial services, banking, and wealth management, who could adapt these skills to the higher education fundraising context. The role required not just expertise in sales and relationship management but also the ability to understand and communicate the university’s vision to a diverse and global audience of potential donors.

Unique Approach

The recruitment process involved a targeted search within wealth management firms, emphasizing the unique opportunity to transition into a high-impact role within the higher education sector. By focusing on professionals with a proven track record in sales and relationship management, the search attracted individuals with the right mix of skills and experience. This targeted approach, coupled with an emphasis on the strategic importance of the Director of Development role and its potential to make a significant difference in the university’s growth and success, ensured the successful recruitment of a candidate well-suited to the challenges and opportunities of the position.

Execution of Strategy

Result

The search strategy focused on targeting top sales professionals within the wealth management industry, known for their expertise in managing long-term client relationships and complex sales cycles. This approach led to the identification of a candidate with a strong foundation in financial services and wealth management, who possessed the necessary skills to engage with high-net-worth individuals and organizations as potential university donors. Their background in a sector focused on relationship-building and high-value transactions made them an ideal fit for the Director of Development role.

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