LOIS L. LINDAUERSEARCHES HARVARD BUSINESS SCHOOL BACKGROUNDER ⏐ 1

DIRECTOR, CLASS GIVINGHARVARD BUSINESS SCHOOL

BOSTON, MAwww.hbs.edu

Send Nominations or Cover Letter and Resume to:Zena LumSearch Director617-262-1102zlum@LLLsearches.com

The Opportunity:

LOIS L. LINDAUER SEARCHES is pleased to partner with Harvard Business School (HBS) in its searchfor a seasoned development leader to manage 10-12 full-time staff in planning, implementing,and evaluating approximately 13 reunion gift campaigns, as well as all non-reunion year (annual)campaigns. The Class Giving Team is one of HBS’s largest fundraising arms and is responsible forengaging thousands of alumni and students as donors and volunteers each year. The goals of thisteam are to increase participation and giving in both reunion and non-reunion years, and tosignificantly raise the annual amount of unrestricted funds for the School.

The ideal candidate will bring a collaborative and energetic attitude and have successfully ledteams of staff and volunteers to meet fundraising goals. S/He must enjoy the fast-pace of adynamic campaign environment as HBS is in the midst of its $1 billion comprehensive campaign.The Director of Class Giving will be a crucial member of the overall development team,collaborating closely with the Major Gifts and Annual and Leadership Giving teams to expandHBS’s regional network of alumni support. S/He also will be responsible for partnering withDevelopment Operations and Donor Relations to ensure team accountability and adherence tobest practices and policies in support of overall development strategies.

One of the distinct advantages of working at HBS is the consistently high-quality staff. Colleaguesare from all over the world, joining together to support the mission of the School. As HBSstraddles the world of business and academia, its culture combines the best qualities of bothtypes of organizations. HBS approaches its work with a corporate mentality, taking accountability

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for its contributions and those of its business units, all within the mission of educating leaderswho make a difference in the world. With a staff of close to 1,000, HBS is small enough forpeople to know and support each other, yet large enough to provide opportunities forprofessional growth.

Client Overview

HARVARD BUSINESS SCHOOL

Mission: We educate leaders who make a difference in the world.

For more than a century, HBS’s faculty have drawn on theirpassion for teaching, their experience in working withorganizations worldwide, and the insights gained from theirresearch to educate generations of leaders who have shaped thepractice of business in every industry and in every countryaround the world.

Founded in 1908, Harvard Business School has been aninnovator in business education and scholarship throughout itshistory. Today, HBS enrolls nearly 12,000 students in its MBA,doctoral, and executive education programs, taught by a facultyof 230 and supported by a staff organization of approximately1,000. HBS has more than 80,000 alumni from 167 countries, anetwork that expands with each graduating class.

A global leader in graduate business education and research, Harvard Business School isconsistently rated as one of the top business schools in the U.S. as well as internationally. TheSchool offers a residential full-time MBA program, doctoral programs, and many executiveeducation programs. It owns Harvard Business SchoolPublishing, a not-for-profit subsidiary, dedicated toimproving the practice of management and is a keyvehicle for disseminating the work of HBS faculty,including the publication of business books, onlinemanagement tools for corporate learning, casestudies, and the monthly Harvard Business Review.

Since its founding, HBS has produced leaders andinnovative ideas that have shaped the practice ofmanagement in vital organizations of every kind - its graduates are leaders in an exceptionallybroad range of organizations, including entrepreneurial companies, established firms,government, and nonprofit organizations. The School is increasingly and intentionally global in

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its reach and impact and has established a network of global centers and offices in key citiesaround the world.

HBS is renowned for creating the world’s first MBA program – it is the flagship program of theSchool and the foundation of its institutional reputation. Admission to the Harvard MBA program

is highly selective. Central to the MBA program is thecase method, an HBS invention introduced to businesseducation in the 1920s and the cornerstone of theSchool’s general management approach. To developleaders, HBS teaches within the context that leadersmake decisions: real-life challenges which confrontstudents with a rich web of consequences and a demandfor a prompt, responsible plan of action.

Widely recognized for its closeness to practice, HBSfaculty have conducted pioneering research leading to

the creation of fields such as organizational behavior and marketing. This research has alsogenerated major contributions to the understanding of leadership, strategy, and decision-making.The School has also been a leader in developing executive education since launching the firstprogram in 1945.

Committed to its history of pedagogical innovation, in 2011 HBS launched a major new initiativein the MBA curriculum: Field Immersion Experiences for Leadership Development (FIELD). Thisprogram provides students with intensive, immersive, small-group opportunities where learningby doing is a central tenet of the curriculum. FIELD supplements the case method core withcourses in leadership and teamwork (FIELD 1), global immersion (FIELD 2), and entrepreneurship(FIELD 3) for all MBA students. HBS is also committed to the ongoing development of newtechnologies to enrich the MBA classroom experience and continued exploration of new learningmethodologies.

Key aspects underlying the School’s success include:

The Case Method – introduced to business education in 1925 by HBS faculty, the casemethod is a powerful interactive learning process that brings the complex and dynamicrealities of business analysis and decisionmaking into the classroom.o As the cornerstone of the School’s

renowned general management approach,the case method provides students withthe transcendent skills, insights, and self-confidence required to meet theinterdisciplinary demands of real businesssolutions.

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o HBS faculty work with business leaders at organizations of all sizes around the worldto research and write more than 350 new cases each year, updating and refreshingabout a third of course content annually to ensure relevance to current and emergingpractice.

o Nearly 80 percent of cases used at business schools worldwide are developed by HBSfaculty.

Pioneering Researcho Contributions range from the creation and development of the field of organizational

behavior and marketing to key advances in understanding the nature of leadership,strategy, and decision making.

o The School’s research budget of approximately $100 million is entirely self-funded toensure objectivity and to provide faculty with the freedom and flexibility to pursuenovel and innovative lines of investigation.

o Each academic year, the faculty authors or co-authors about thirty-five books,produces more than 300 academicpapers, and writes a broad array ofarticles for general business publications.

Closeness to Practice – the School’scommitment to being at the forefront of thecurrent and evolving practice of business hasled to education and research programs thatreflect the realities of the marketplace.o Case studies replicate actual business

situations and are taught so that studentsmust work together to make difficultdecisions under typical management conditions, including a lack of completeinformation, complex tradeoff situations, and time pressure.

o Research at HBS is firmly grounded in knowledge of business processes – inentrepreneurial companies and established firms as well as nonprofit organizations –and unconstrained by the boundaries of academic disciplines.

o In addition to being leaders in their academic fields, many of HBS’s faculty also havehands-on business experience as consultants, entrepreneurs, investors, advisors,board members, and executives.

International Scope – HBS has broad and deep ties with executives, scholars, alumni, andother leaders and their organizations worldwide.o The School maintains a network of global centers and offices in key cities around the

world including: Hong Kong, Shanghai, Tokyo, Buenos Aires, São Paulo, Paris,Istanbul, Mumbai, and Palo Alto that coordinate research and build local relationshipsthat help weave the School into the fabric of the global marketplace.

o About 37 percent of HBS MBA students and over 60 percent of HBS executiveeducation participants are from nations other than the U.S., bringing richness anddepth of international perspective to daily case discussions.

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o Twenty-five percent of cases produced by faculty each year deal explicitly withinternational business issues.

A Vital Residential Community – HBS is the only top business school in the U.S. with aself-contained, residential campus that forms its own vibrant community in the heart ofone of the world's great cities.o The campus environment greatly enriches the educational experience of MBA

students, doctoral candidates, and executive education participants by providing ahost of opportunities for interaction with one another and with faculty beyond theclassroom including easier access to a range of on-campus activities and resources,for socializing, and for building lasting relationships.

o Although it is one of the largest business schools in the world, HBS’s educationalapproach provides the advantage of smaller groups by centering on sections of abouteighty to ninety students who remain closely affiliated with one another throughouttheir educational programs and beyond.

o The campus is drawn together by its commitment to a set of core values, including:integrity, honesty, respect for others, personal accountability, and a dedication toexcellence, qualities that play a key role in developing the teamwork and soundjudgment that are central to our educational mission.

Exceptional Resources – due to the generosity of its alumni as well as the continuingsuccess of its own operations, HBS has exceptional flexibility in meeting the needs of itseducational and research activities.o The 40-acre residential campus has 33 buildings with a broad range of dedicated

facilities, including state-of-the-art classrooms, meeting spaces, and Baker Library,one of the world's largest and most respected business libraries.

o The educational experience is augmented by a sophisticated and continuouslyevolving IT system that seamlessly integrates technology throughout the campus.

o The School's unmatched financial resources have provided faculty and students withthe flexibility to produce a continuous stream of innovations in education andresearch designed to meet and anticipate the evolving needs of business leaderseverywhere.

HBS Alumni – the best measure of the success of an educational institution is the successof its alumni, and HBS is well-known to have one of the largest and most influential alumninetworks of any institution in the world.o At present, the School has more than 78,000 alumni in more than 167 countries

around the world—a network that expands steadily with each graduating class.o HBS graduates are leaders in an exceptionally broad range of organizations,

including entrepreneurial companies, established firms, government, and nonprofitorganizations.

o HBS alumni serve in a wide spectrum of industries, including: consulting, financialservices, venture capital, high technology, manufacturing, retail, and consumerproducts.

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HBS Leadership

Nitin NohriaDean, Harvard Business SchoolDean Nitin Nohria became the tenth dean of the School in July 2010. Hepreviously served as co-chair of the Leadership Initiative, Senior AssociateDean of Faculty Development, and Head of the Organizational Behavior Unit.Dean Nohria has taught courses across the MBA, Ph.D., and ExecutiveEducation programs. His intellectual interests center on human motivation,leadership, corporate transformation and accountability, and sustainable

economic and human performance and he has co-authored or co-edited 16 books. Prior to joiningthe HBS faculty in July 1988, Dean Nohria received his Ph.D. in Management from the Sloan Schoolof Management, Massachusetts Institute of Technology, and a Bachelors of Technology inChemical Engineering from the Indian Institute of Technology, Bombay.

Since assuming the deanship, and building on the collective input from faculty, students, staff,and alumni, Dean Nohria has identified five priorities for Harvard Business School:

innovation in the School's educational programs;

intellectual ambition that advances ideas with impact in practice;

continued internationalization, through building a global intellectual footprint;

creating a culture of inclusion, where every member of the community can do their bestwork in support of the School's mission;

and fostering a culture of integration within HBS and across Harvard University.

HBS Office of External Relations Overview

The mission of External Relations is to support and engage a vibrant community of alumni andfriends worldwide. It is also responsible for leading the School's fundraising efforts in support ofthe HBS mission.

External Relations is comprised of several areas, including:

Alumni Marketing & Communications

Development: Frontline (fundraisers) and Development Services (Stewardship/DonorRelations & Research)

Alumni Relations (Events, Clubs, Career & Professional Development)

Business Operation and Technology (general administration, operations, finance andhuman resources)

of the School. Through programs, activities, outreach and communications, External RelationsExternal Relations is the nexus point between more than 80,000 worldwide alumni and the work

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creates opportunities for alumni to connect with each other, the research and intellectualproducts of the School, and the faculty and students.

In April 2014, the School kicked off a $1 billion capital campaign (as part of a larger $7.5 billionUniversity-wide campaign). To date, HBS has already raised nearly $700 million. In fiscal year2014, HBS raised nearly $360 million far exceeding the $129 million raised in fiscal year 2013.With the help of over 1,500 fundraising volunteers and nearly 13,000 donors, HBS to remains oneof the top business schools in the world.

External Relations Leadership

The Senior Management Team for HBS External Relations includes Executive Director Ralph James;Managing Director of Campaign and External Relations Janet Cahill; Managing Director ofDevelopment Clare Graca; Managing Director of Alumni Relations Stephanie Goff; Senior Directorfor Alumni Marketing and Communications Tom Witkowski; Senior Director for BusinessOperations and Technology Colette Ciregna.

Ralph James, MBAExecutive Director of External RelationsRalph James, MBA ‘82 is Executive Director of External Relations at Harvard Business School. He isresponsible for development and alumni relations activities for HBS.Prior to taking the External Relations role, Ralph was the Executive Director of ExecutiveEducation at Harvard Business School. He was responsible for the management of the School’sopen enrollment and custom executive education programs.

Ralph attended the College of Wooster in Ohio and received his BA from the University ofCalifornia at Santa Barbara in 1977.

He received his MBA from Harvard in 1982. Over the next 15 years, he held several differentpositions at HBS in the areas of Executive Education, MBA admissions, major gift fundraising,finally serving as Associate Dean and Senior Executive Officer under Deans McArthur and Clark.

In 1996, Ralph left HBS to join the First Marblehead Corporation, as Chief Marketing Officer,becoming Chief Operating Officer in 1998 and President in 2000 prior to the company goingpublic in 2003(NYSE:FMD). In 2005, Ralph stepped down from his role as Vice Chairman to returnto HBS.

Ralph, who met his wife Janice at HBS, has three children, Greg MBA ‘09, Katie and Becca.

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Janet CahillManaging Director of Campaign and External RelationsJanet Cahill is the Managing Director of Campaign and External Relations at Harvard BusinessSchool. In this role, she is responsible for the planning and execution of the upcoming capitalcampaign and also oversees the Alumni Marketing and Communications and Business Operationsand Technology departments.

Since joining HBS in 2006, Janet has served as the Director of Alumni Clubs and Associations andthe Senior Director of Alumni Marketing and Communications.

Prior to HBS, Janet spent ten years in a variety of volunteer and board roles with numerouseducational and non-profit organizations around the world. Her areas of focus were strategicplanning, board governance, marketing, and development. Additionally, she worked as anindependent strategy and marketing consultant focused on firms in the high-technology industryand non-profit sector.

In the preceding decade, Janet held various sales and marketing management positions in anumber of high technology companies, including IBM and Steve Job’s NeXT Computer.

Janet received her BA in Economics from Princeton University.

Clare GracaManaging Director of DevelopmentClare Graca joined HBS as the Managing Director of Development in August 2013. In this role,she is responsible for managing a team of 60 associates including major gifts, internationalgiving, planned giving, annual giving, reunion giving, stewardship, donor recognition, pipelinemanagement, and prospect research.

Prior to HBS, Clare spent nearly eight years leading both the development and operations teamsas Vice President of Baylor Health Care System Foundation. In addition, she was responsible fordeveloping, launching, and managing the first comprehensive campaign in Baylor’s 110 yearhistory. This $250 million campaign was publicly launched in February 2013 with $170 millionraised in the silent phase.

Preceding her tenure at Baylor, Clare held senior management positions within the for-profitsector including Vice President of Administration within the global bank at Bank of America,Director and Treasurer of Omni Hotel, Inc., and Senior Vice President of Operations for J. A.Majors (a division of Baker and Taylor). In addition she served on the boards of the DallasLighthouse for the Blind, Dallas Services, and Dallas Day School. A graduate of Leadership Dallas,Clare was an active mentor for members of Dallas Regional Chamber’s Young Professionals fornearly seven years.

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Clare received a BS in Economics and a BA in Music from Texas Christian University; and shereceived both an MS in Economics and an MBA from Texas A & M University at Commerce.Clare’s husband Thomas J. Graca, J.D., Ed.D, is the Director of Academic Affairs at Harvard LawSchool and they have three children: Adam (6), Zoe (4), and Jordan (2).

Position Overview – Director of Class Giving

Reporting to the Managing Director of Development, the Director of Class Giving is a chiefstrategist for individual donor development, a resident expert on volunteer management, and isresponsible for the overall strategic planning and delivery of a successful Class Giving program.S/He will be a member of the Development Senior Leadership team responsible for a staff of 10-12 full-time employees charged with planning, implementing, and evaluating approximately 13reunion gift campaigns, as well as all non-reunion year (annual) campaigns- approximately 60classes. Through a peer-to-peer fundraising model, s/he works with more than 900 alumnivolunteers to deliver on these goals.

The Director will also be responsible for working closely with the Director of Annual andLeadership Giving to significantly increase consistent annual giving (current use funds) to the HBSFund. S/he will partner with volunteers, peers and colleagues to capitalize on the program’sstrengths and identify ways to enhance it in accordance with the strategic vision and priorities ofthe School, while also understanding and appreciating class-specific practices and/or nuancescritical to success.

The Director is responsible for developing a strategy that will grow class giving with successmeasured through increased participation, dollars, retention, and sustained giving across variousmarket segments. S/he will work with the Development Senior Leadership team to align classgiving efforts with a newly introduced regional strategy model. S/he will maintain responsibilityfor developing strategies that will grow each level of the donor pyramid. Likewise, the Directorwill lead by example, personally cultivating, soliciting, and stewarding a small portfolio of high-level prospects for gifts ranging from $25K - $1MM.

In addition to working closely with the Planned Giving team to develop key strategies, particularlyaround the 50th Reunion, the Director will also work closely with Alumni Marketing andCommunications to conceive and coordinate solicitations and communications to alumni at-large,as well as key volunteer constituencies.

Responsibilities:

Leads planning, implementation, and overall success of Class Giving Programs (reunionand non-reunion)

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Directs, trains, coaches, and evaluates performance for class officers, assisting with keyprospect assignments and solicitation strategies.

Personally cultivates, solicits, and stewards a small portfolio of high-level prospects forgifts ranging from $25K - $1MM. In partnership with colleagues, develops strategies toensure that all top reunion prospects are solicited during their reunion campaign atappropriate levels.

Undertakes specific development assignments with high-priority constituencies (as needed)by the Managing Director of Development, represents the MD at various meetings asassigned, and works with her to establish and maintain budget and resource needs andallocations for the program.

Serves as a member of the Development Senior Leadership team.

Experience & Qualifications:

Demonstrated ability to manage, organize, motivate, and delegate to others, includingfaculty, staff and volunteers, especially high net worth individuals.

Solid leadership skills and a willingness to take risks and solve problems creatively.

Political acumen and diplomacy in developing fundraising and communication strategiesfor maximum effectiveness.

Strong interpersonal skills with the ability to work collaboratively and as part of a team.

Ability to articulate a compelling case for class-based giving in a complex internal andexternal fundraising environment.

Ability to identify appropriate segments of donors and prospects and create cultivation,solicitation and stewardship activities that build loyalty and trust.

Proven experience in analyzing and interpreting data to drive strategies.

Strong organizational and analytic skills; ability to produce complex analytical, verbal andgraphic documents; ability to work independently, following through with minimaldirection.

Strong project management skills; ability to track multiple projects simultaneously andassure follow up and follow through for all.

Demonstrated major gift fundraising experience (6 and 7-figure levels); ability to developsolicitation strategies for major gifts.

Understanding of fundraising regulations and accepted best practices. Knowledge of andexperience in using standard methods and tools of annual giving.

Proficient in the marketing and communications process.

Proficient in Microsoft Office suite, particularly Excel.

Deep experience in using donor/prospect databases and tools, preferably Advance andReeher.

Bachelor’s degree or equivalent and 7-10 years of progressive, successful relatableexperience.

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The ideal candidate will be a change agent, championing continuous improvement in anaccountability-driven environment and leveraging data and metrics to measure success. A strong,collaborative, energetic individual with development and/or sales and marketing–relatedexperience, s/he will also be an experienced manager with a proven track-record of developinghigh-performing teams, and comfortable in appropriately coaching frontline staff and volunteersalike. S/He will have a clear history of identifying areas of opportunity, and creating andimplementing processes that result in increased efficiency and effectiveness.

Benefits of Working at HBS:

HBS consistently has scored the highest level of employee engagement and satisfaction ratings asmonitored in bi-annual surveys. Managers are committed to developing their teams, the pay andbenefits are competitive in the Boston region, and the campus setting is lovely. Learn more aboutworking at HBS at: http://www.hbs.edu/employment/.

Background Checks:

Prior to submitting your resume for this position, please read it over for accuracy. LLLS does verifyacademic credentials for its candidates, and our clients frequently conduct background checksprior to finalizing an offer.

LOIS L. LINDAUERSEARCHES HARVARD BUSINESS SCHOOL BACKGROUNDER ⏐ 12

To learn more callZena Lum, Search Director

617-262-1102or send nominations or cover letter and resume to

zlum@LLLsearches.com

All inquiries will be held in confidence.

LOIS L. LINDAUERSEARCHES

420 Boylston Street, Boston, MA 02116

T 617.262.1102 F 617.262.1106

Because the right person in the right job makes all the difference.

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