Director of Gift Planning

Full-time Administrative Staff

December 12, 2012

Position Summary:

The Los Angeles Philharmonic Association seeks an experienced planned giving professional to create and direct a robust fundraising program to promote, cultivate, solicit, and steward deferred gifts. Reporting to the Vice President for Development, the Director of Gift Planning is a senior member of the development team. The Director of Gift Planning coordinates with senior members of the LA Phil staff, LA Phil volunteers, board members, and outside counsel. S/he will work closely with the Director of Development, in particular with regard to the work of the Major Gifts Officers.

 

The LA Phil has a current operating budget of over $100 million, derived from a unique business model: 70% comes through earned revenue (59% from ticket sales and 11% from other sources such as lease events, parking, and food concessions), and 30% comes through contributed revenue (23% from philanthropic gifts and grants and 7% from a draw on the endowment with a current market value of $176 million). It is anticipated that the LA Phil will undertake a major comprehensive capital campaign over the next several years to build the institution’s reserves and working capital, invest in facilities, and fund current and new program needs.

 

Currently staffed by 28 professionals, the LA Phil Development Office each year raises approximately $25 million through its annual fund, plus an additional several million dollars in endowment gifts. The Director of Planned Giving will help to grow these gifts, especially for the endowment.

 

Position Elements:

Personal Solicitation

• Mange a personal portfolio of at least 150 prospects with 6-8 figure planned giving potential. Identify, qualify, cultivate, solicit, and steward individual donors and, as required, their families.
• Develop and maintain personal contact with individual prospects for deferred gifts and provide information and reports concerning gift utilization and impact. Coordinate activities with donors’ attorneys and financial advisors to determine appropriate methods of deferred giving and ensure necessary arrangements for collection of gifts.
• In partnership with the Vice President for Development and Director of Development, identify and leverage opportunities to cultivate estate gifts from board members and other volunteers. Work closely with the staff and volunteer leadership of the LAPA Affiliates Program to design and implement a strategic plan with measurable objectives to cultivate and solicit planned gifts from its 900-member network.
• Educate potential prospects, professional advisors, and past donors about planned giving opportunities at LAPA. Work alongside donors’ attorneys to review and complete documentation. Track wills in probate, monitor settlement costs, and follow up with executors and lawyers.
• Respond to requests through LAPA’s website and proactively identify new giving potential, in conjunction with the development researcher and other staff.

 

Program Management

• Create and execute a comprehensive planned giving program at LA Phil with a goal to increase the overall number of planned giving donors and the total amount of their gifts. In partnership with the Director of Development, monitor and analyze the planned giving work of other development officers to identify, cultivate, solicit and steward planned gifts. Devise an action plan, corresponding budget, and set of goals, and report on progress to internal and external constituents.
• Create a planned giving case statement and accompanying collateral. Work alongside the Vice President for Development and Director of Development to incorporate planned giving messages during a campaign. With Marketing and other LA Phil departments, promote deferred giving opportunities across various platforms and programs. Oversee the online presence for planned giving. 
• In coordination with the Vice President for Human Resources and General Counsel, the CFO, and outside counsel, produce policies and guidelines for long-term pledges, estate gift commitments, and recognition for donors of planned gifts. Improve systems for maintaining and monitoring donor and prospect information regarding planned giving.
• In partnership with the events team and other development staff, design and execute planned giving events, mailings, and PR for key constituencies. Leverage opportunities for gift solicitation.
• Enhance recognition and solicitation opportunities through the William Andrews Clark Society of donors who have included LAPA in their estate.
• Provide ongoing planned giving training to Major Gift Officers and other LA Phil staff.
• Manage communications with the Music Center Foundation, which oversees the investment of LA Phil’s endowment, regarding donors of endowment and planned gifts. Manage the work of outside vendors that provide planned giving resources to LA Phil.
• Assist with other fundraising projects as assigned.

 

Position Requirements:

• A minimum ten years of substantial, progressively responsible and successful legal and/or fundraising experience, ideally within a nonprofit institution.
• A Bachelor’s degree is required. JD, other advanced degree, and/or CFRE certification is preferred.
• Significant experience managing gifts of tangible personal property and real estate, unitrusts, annuity trusts, bequests, and other deferred giving vehicles.
• Proven success and personal experience in the formation, presentation, and negotiation of high-level gift arrangements, including a track record of cultivating, soliciting, and closing six-figure and higher outright and deferred gifts. Customer-service orientation.
• Experience in planning, leading, and managing projects, including coordinating with peers to achieve desired outcomes, and tracking progress to senior staff and volunteer leaders. Willingness to advocate forcefully and to take responsibility for outcomes.
• Ability to create powerful, compelling written and oral communications for fundraising, and experience presenting materials to external audiences. Exceptional interpersonal skills and judgment, along with a commitment to promote the LA Phil by developing productive relationships with donors, volunteers, and staff. An entrepreneurial attitude and the proven ability to deepen existing relationships and to forge new ones on behalf of an institution.
• Political, analytical and negotiation skills required to manage in a complex, energetic and changing environment. Sound judgment and superior ability to solve problems creatively and effectively. High ethical standards.
• Ease in dealing with board members and volunteers and facility in conversations around end-of-life issues.
• Demonstrated ability to think strategically and creatively through donor engagement, and to develop plans of action and follow through.
• Experience with strategic planning, budget preparation, and resource management.
• A high level of integrity, initiative, creativity, and energy is required. S/he must be comfortable working in a fast-paced and dynamic work environment and be willing and able to work some nights and weekends.
• Knowledge of the Los Angeles philanthropic community, although not required, is helpful. An interest in or passion for music, particularly classical music, is important.

 

How to apply:

To apply, you must write “Director of Gift Planning - LAPA” in the subject line of your email or written prominently on your faxed or mailed submission.  Please send resume, cover letter AND SALARY HISTORY to:

 

Los Angeles Philharmonic Association

Attn: Human Resources

151 South Grand Avenue

Los Angeles, CA 90012

No phone calls please.

Email: applicant@laphil.org              

www.laphil.com