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Prospect Research Manager

Careers Site Advertising End Date:
30 Nov 2018
About Tony Blair Institute for Global Change:
At the Tony Blair Institute for Global Change we are dedicated to making globalisation work for the many, not the few. We do this by helping countries, their people and their governments, address some of the most difficult challenges in the world today – beginning with those where we think we can break new ground, offering leaders new thinking and new approaches. Our staff – over 200 of them, based all over the world – are working on some of the most intractable problems around issues of co-existence, governance, the peace process in the Middle East and renewing the centre.
Focus of the Role:
With an exciting agenda in place, the Institute aims to strengthen its fundraising operation so that it can support its ongoing development, growth and expanding influence. We are looking to recruit a Manager to join our small and dynamic team in London to support this effort and diversify our donor base to include a broad range of supporters including Individuals, Foundations and other Institutions. As a member of the Institute, you will be joining an international staff community of c.200 people, based in 4 continents.

As the Prospect Research Manager, you will directly impact the Institute’s fundraising efforts by growing, supporting and evaluating the pool of potential and current donors and partners. Your prospect development work will contribute strongly to our ability to make strategic decisions regarding fundraising initiatives and in pursuing opportunity leads. You will play a pivotal role in allowing fundraisers and project teams to focus on building strong relationships with current and potential funding partners.

Additionally, the Prospect Research Manager will directly manage and execute prospect development activities as well as supporting the Fundraising team to implement prospecting methodologies. Some specific work examples include: defining prospect development strategies by region, assessing prospect and donor pipelines, and researching and documenting board member and principal level networks, preparing donor profiles and assessing the potential of funding opportunities.  

You will play a key role in developing and embedding robust internal systems to support an internal network of international staff in delivering fundraising activities across several continents.  If you are looking for a challenging, fun and exciting opportunity with plenty of room for growth, this role is for you.

With strong interpersonal and organisational skills, you will support the Institute’s donor acquisition strategy, stewardship programme and with your research and written skills, empower teams through briefings and research profiles. You will work with the leadership, project heads and fundraising teams on two continents towards ensuring we build strong and meaningful funding partnerships around the world.

Key Responsibilities:

Prospect Strategy and Research (60%)
  • Develop and manage a workflow of donor, prospect research and prospect management to ensure timely delivery of materials to decision-makers and front-line fundraisers.
  • Develop and embed a system for prospect and opportunity evaluation, supporting templates and work with others to ensure the process goes live.
  • Through direct engagement and desktop research; collect, analyse and evaluate data across various donor categories towards identifying and informing donor engagement strategies to include foundations, corporate, government donors such as USAID and research funders, to the Institute.
  • Manage and conduct prospect research towards developing a healthy and robust pipeline for the Institute and its programmes.
  • Produce well-researched prospect profiles and collaborate with fundraising Heads to devise donor engagement strategies for priority donors.
  Prospect Management (25%)
  • Develop new prospects process, including the prospect research, assignments, and qualification period for programmes.
  • Assign prospects to appropriate fundraising and programme staff members.
  • Work with P&P Officer on systems that manage portfolios and pipelines and actively collaborate with fundraising and programme staff to ensure accuracy.
  • Evaluate prospecting and qualification activities to propose improvements.
  • Coordinate Moves Management or Opportunity Stage meetings and ensure information is fed back into appropriate areas such as pipelines and fundraising meetings.
  • Work with the P&P Officer to track pipeline movements, and updates from fundraisers and programme staff.
  • Work with Stakeholder Manager and fundraisers to implement and manage a process for monitoring prospects and donor activity in the media for capture and action (stewardship).

    Analysis (15%)
  • Utilise internal and external data to support and inform organizational priorities and priority donor engagement strategies.
  • Present prospect development data in an engaging and accessible way to increase comprehension and usability.
  • Through direct engagement and desk research, monitor trends with prospective and partner organisations including those bidding for opportunities of interest.
  • Work with Head of P&P to further develop and implement a prospect ratings approach and manage prospect rating system.
  • Identify and qualify new prospects by utilizing donor modeling techniques.
Work with P&P Officer and Stakeholder Manager to deliver regular data cleansing activities
What We Look For in Our People:


  • Bachelor’s Degree, preferably demonstrating research and analytical skills.
  • Master’s Degree desirable.


  • A minimum of three to five years’ experience in prospect research and prospect management.
  • Experience of fundraising and prospect data systems strongly preferred.
  • Expertise in prospect research, proactive prospecting methodologies, and deep understanding of capacity/affinity indicators. Knowledge of trends of donor strategies, desired.
  • Knowledge of the donor landscape, particularly for one or more of these donor groups: foundations, corporate, government donors such as USAID and research funders. Understanding of the research role in shaping donor engagement strategies would be highly valued.
  • Experience and deep understanding of the key data sources for donor information.


  • Fluency in written and spoken English is essential
  • Excellent writing, researching and editing skills
  • Strong analytical skills, expertise in predictive modelling and data analysis and the relevant tools for undertaking such work including translating such information to prospect ratings
  • Experience in CRM and Database management is essential (Salesforce, Microsoft Dynamics and SharePoint desirable)
  • Excellent organisational skills, with the ability to meet deadlines under pressure and manage multiple tasks and competing priorities
  • Strong IT skills and ability to learn new systems easily; proficiency in Microsoft Office
  • Strong interpersonal and communication skills, problem-solving attitude, and ability to work both independently and as a collaborative team player
  • Someone who is optimistic, enthusiastic vigilant and flexible would thrive in this role.

values we look for:

  • COURAGE… because to tackle global challenges, we must innovate and take smart risks
  • COLLABORATION… because when we work together and with external partners, we can overcome even the largest problems
  • COMPASSION … because our work is ultimately about improving people’s lives

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