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NEW JERSEY PERFORMING ARTS CENTER BACKGROUNDER | 1
SENIOR DIRECTOR OF INDIVIDUAL GIVING
NEW JERSEY PERFORMING ARTS CENTER Newark, New Jersey
www.njpac.org
Send Nominations or Cover Letter and Resume to:
Libby Roberts
Vice President
617-262-1102 ext. 225
The Opportunity:
Lois L. Lindauer Searches is pleased to partner with the New Jersey Performing Arts Center (NJPAC) on its
search for the position of Senior Director of Individual Giving. You can be part of shaping the dynamic future
of one of the finest arts and cultural centers in the U.S.
“NJPAC stands as a testament to the power of big dreams.”
– William J. Marino, NJPAC Board Member
With its gala debut on Oct. 18, 1997, New Jersey Performing Arts Center (NJPAC) became the State’s
premier cultural pacesetter and one of the largest performing arts centers in the country. Located in the
vibrant center of downtown Newark – a city it serves through its programming, education initiatives, and
civic commitment – NJPAC takes a leadership role in embracing diversity on its stages and beyond its walls.
NJPAC’s welcome appeal and accessibility have also made it a destination for community gatherings. More
than nine million visitors have entered its doors since opening night. Acknowledging the vast diversity of its
NEW JERSEY PERFORMING ARTS CENTER BACKGROUNDER | 2
patrons, NJPAC sustains one of the largest arts education programs among the country’s art centers and is a
showcase for world-class entertainment that reflects the best of myriad cultures.
The New Jersey Performing Arts Center, by celebrating diversity, strives to be America’s foremost urban
presenter of arts and entertainment, a creative and effective leader in arts education for children, a convener
of useful and enlightening civic engagement events, and a catalyst for economic development in its home
city of Newark.
NJPAC has made national and international headlines for being a catalyst in the renaissance of nightlife and
economic promise in New Jersey’s largest city. “For many, it was the 1997 opening of the arts center, which
also overlooks Military Park, that signaled the start of the city’s attempted rebirth,” wrote The New York
Times. Many artists and writers have praised NJPAC’s
Prudential Hall for its beauty and extraordinary
acoustics, among them former New York Times music
critic Hans Fantel (one of the “world’s greatest concert
halls”) and arts critic Clive Barnes (the “nation’s most
glamorous theater”).
Prudential Hall’s crystalline acoustics are on full
display whenever a musician, singer or symphonic
orchestra sounds the first note. Music continues to be
the foundation of NJPAC programming, which each
season accounts for more than 400 plays, recitals, spoken-word performances and other cultural
experiences under the direction of Executive Vice President and Executive Producer David Rodriguez.
More than 1.5 million schoolchildren in Newark and throughout the state, many from economically
disadvantaged families, have experienced a live performance at NJPAC or participated in a special event or
program. Each season, the lives of over 75,000 students have been enriched by the presence of music,
theater and dance in their classrooms through the Arts Education Department’s highly praised initiatives and
residencies.
Many of these students had never experienced a live performance or held an instrument until it was put in
their hands by an NJPAC Teaching Artist. Nurturing the talents of preschoolers to high school seniors is part
of the Arts Center’s vocation to further the aspirations of tomorrow’s performers and instill a lifelong
appreciation for the arts in the next generation of cultural citizens.
NEW JERSEY PERFORMING ARTS CENTER BACKGROUNDER | 3
Newark is poised for unprecedented change and challenges following the recent election of Mayor Ras J.
Baraka. In the past few years, there have been many encouraging signs of economic recovery.
Panasonic also has relocated its North American headquarters to Newark. Prudential, another leader in
Newark’s revitalization, completed a twenty-story office tower facing Military Park – NJPAC’s “front yard” –
and the site of a $5.3 million restoration. A long-abandoned department store on nearby Halsey Street is
being converted into retail and residences, including a Whole Foods supermarket and a robust center of arts
and media for Rutgers University. Joe’s Crab Shack and Dinosaur Bar-B-Que now claim outposts in the city.
Since the earliest days of planning, NJPAC was intended to help create a round-the-clock synergy in the
downtown. On June 30, 2014, a ground lease was signed with Dranoff Properties, Inc., clearing the way for
NJPAC’s Theater Square Development Company subsidiary to prepare for the groundbreaking of One
Theater Square. This 21-story development opposite the NJPAC campus will encompass 244 residential units
and street-level retail. The Arts Center also recently issued an RFQ for developing a hotel and conference
center on its campus.
Position Overview – Senior Director of Individual Giving
Reporting to the Vice President, Development, the Senior Director (SD) of Individual Giving is a vibrant,
engaging and meticulous professional. The SD is responsible for actively managing a portfolio of donors
and prospects, with a focus on securing new and increased major gifts. The SD manages and mentors a staff
of three and is responsible for maximizing contributed revenue from individual members and donors. The
SD collaborates with the Vice President and Senior Vice President to develop and implement strategies to
increase individual giving, including planned giving, for the annual fund and the anticipated capital
campaign.
Essential Duties and Responsibilities:
Solicitation and Fundraising (it is anticipated that this will account for 80% of the SD’s time)
Manage portfolio of approximately 125 major donors and prospects, including some assigned to
President & CEO and Board members, and maintain responsibility for qualification, cultivation,
solicitation, and stewardship.
Working in partnership with the Vice President, develop strategies and execute tactics required to
manage and grow a sophisticated individual giving program which raises $3 million per year and is
comprised of Annual Fund donations through the Vanguard Society ($5,000 and above), major gifts
($25,000 and above), and memberships.
NEW JERSEY PERFORMING ARTS CENTER BACKGROUNDER | 4
Achieve fundraising Annual Fund goal and make at least ten personal visits to donors and prospects
each month.
Help to expand the pipeline of annual and campaign donors through ongoing prospect qualification
visits as assigned by Prospect Manager.
Achieve campaign goal assigned by Vice President and Senior Vice President.
Work with colleagues in Arts Education and Programming to engage donors and prospects in
respective programs.
Management (it is anticipated that this will account for 20% of the SD’s time)
Direct Manager of Individual Giving to effectively work his/her portfolio of donors and prospects to
achieve new and increased gift goals, qualify prospects, and meet or exceed other assigned metrics.
Supervise activity of Development Writer, responsible for prompt acknowledgement of gifts and
pledges and crafting of solicitation letters, stewardship reports and other donor communications.
In collaboration with NJPAC’s membership consultant, oversee activity of Membership Coordinator
and ensure that membership program meets or exceeds annual goal and achieves sustained growth
of the membership base. Coordinate budget projections with Avalon and SD&A (telefunding
consultant).
Volunteers
Provide support for Development Committee and other Board Members, including facilitating and
assisting volunteer leaders’ involvement in qualification, cultivation, and solicitation process.
Qualifications and Special Requirements:
Bachelor’s degree required; advanced degree preferred.
Five to seven years’ experience in successful major gifts fundraising, preferably in arts and culture.
Excellent fundraising strategist.
Articulate, highly enthusiastic and passionate advocate for the performing arts.
Excellent oral, written, interpersonal, analytical, and organization skills.
Ability to clearly read the needs and interests of major donors in order to develop relationships
between them and NJPAC.
Ability to articulate the case for support so that individuals “buy into” the vision/mission/goals of
NJPAC and understand with sufficient effectiveness to secure gifts and pledges of $25,000 or more.
Demonstrated achievement in managing and moving a pipeline of over 100 donors and prospects
through all aspects of the gift cycle, (1) initiating contacts with potential major donors; (2)
developing appropriate cultivation strategies for them, including working with volunteers; (3) moving
NEW JERSEY PERFORMING ARTS CENTER BACKGROUNDER | 5
potential donors in an appropriate and timely fashion toward solicitation and closure; (4) making
solicitations when appropriate; (5) maintaining stewardship contacts with donors.
Ability to work on multiple solicitations simultaneously.
Knowledge of planned giving vehicles.
Experience and comfort tracking and planning prospect moves in Raiser’s Edge or similar database.
Collaborative management style.
Experience with a membership program preferred.
Must have valid driver’s license and car, and be able to travel around the region (Northern NJ and
NYC).
Evening and weekend work required.
Development Overview
John Schreiber, President and CEO, has written that NJPAC can become America’s preeminent urban
performing arts center by making progress that is thoughtful, aggressive, creative, collaborative, savvy, as
well as prudent from a business perspective. Recently described as “punching above its weight,” NJPAC has
all the ingredients to be the national role model not only in terms of
performance, but to set the pace for philanthropic partnerships. It has a
best-of-class Board of Directors with major corporate, foundation, and
individual support to match.
Building on this extraordinary strength, NJPAC is making a major
investment in development in order to increase its fundraising capacity.
Short-term, the plan is to grow annual giving. NJPAC is also in the process
of planning a capital campaign. By building and expanding the
Development department, there will be added strength and consequently
greater impact. This increased team approach will aggressively identify
donors in New Jersey and beyond, allowing NJPAC to set different and
new expectations about what success means.
Client Overview
History:
Now in its 19th season, NJPAC has hosted more than 3,000 renowned artists, two U.S. Presidents, and His
Holiness the Dalai Lama. The venue itself, fronted by the park-like, three-acre Theater Square,
NEW JERSEY PERFORMING ARTS CENTER BACKGROUNDER | 6
accommodates the grand Prudential Hall (2,868 seats), the intimate Victoria Theater (514 seats), the cabaret-
style Chase Room (250 seats), the Horizon Black Box Theater (70 seats), and a variety of spaces for meetings
and private events. Former Gov. Thomas H. Kean piloted an idea in 1986 that New Jersey should build a
superb cultural center. Borrowing inspiration from Newark’s industrial heritage, architect Barton Myers drew
up plans and ground was broken in 1993 on the former site of the
Military Park Hotel. In 2011, founding CEO Lawrence P. Goldman,
who shepherded NJPAC’s birth and growth years, stepped down
to become President of Theater Square Development Company,
overseeing the Arts Center’s real estate development projects.
John Schreiber, who was named NJPAC’s new President and CEO
on July 1, 2011, added the responsibilities of President of that
subsidiary to his role as NJPAC’s chief executive in 2014.
NJPAC has a 53-member Board of Directors and about 100 full-
time staff in departments such as programming, marketing and
operations, as well as over 300 volunteers. Its largest fundraiser,
the Women’s Association of NJPAC, has generated more than $46
million for NJPAC and its arts education programs since its
founding 20 years ago. NJPAC operates on a $42 million budget (65% earned revenue, 27% fundraising, 8%
endowment). For the past few years, fundraising has averaged $10 million to $11 million per year. The Arts
Center’s endowment stands at $72 million, making it one of the largest among performing arts centers.
Artistry:
Prudential Hall has been graced by the world’s most
renowned artists, from Tony Bennett, Diana Ross, and
Jerry Seinfeld to Paul Simon, the San Francisco
Symphony, and Alvin Ailey American Dance Theater,
NJPAC’s principal resident dance company. Other
performers have included Diana Krall, Garrison Keillor,
Aretha Franklin, Bob Dylan, Audra McDonald, Sting,
Whoopi Goldberg, El Gran Combo, Nina Simone,
SalsaPalooza, Kevin Hart, Don Henley, Bill T. Jones,
Tedeschi Trucks Band, the Buena Vista Social Club,
Herbie Hancock, Art Garfunkel, and Johnny Mathis.
NJPAC takes bold direction in its classical music programming, and has brought Joshua Bell, Yo-Yo Ma,
Itzhak Perlman, Gustavo Dudamel, the Boston Symphony Orchestra, Lang Lang, the Israel Philharmonic, and
NEW JERSEY PERFORMING ARTS CENTER BACKGROUNDER | 7
the Vienna Symphony Orchestra to its stage. The New Jersey Symphony Orchestra is the resident orchestra
at NJPAC, presenting more than thirty concerts each season.
NJPAC’s curatorial leadership in jazz generated the annual TD James Moody Jazz Festival, an expansive, four-
year-old series of all-star performances and related events with jazz advisor Christian McBride. As the major
concert hall presenter of jazz in New Jersey, the Arts
Center champions the state’s rich tradition of jazz. The
biennial Geraldine R. Dodge Poetry Festival, America’s
largest poetry celebration, draws aficionados of the
written and spoken word from across the U.S. and
several foreign countries to NJPAC. Horizon
Foundation Sounds of the City, NJPAC’s free outdoor
concert series, is a highly anticipated mainstay of
Newark’s nightlife on Thursdays during July and
August.
Each year, the Jersey Moves! Festival of Dance showcases the best in dance, from classical to avant garde,
performed by a selection of the state’s companies. The American Songbook and cabaret series attract
Broadway fans with such names as Christine Ebersole, Patti LuPone & Mandy Patinkin, and Marin Mazzie &
Jason Danieley.
In the summer of 2012, NJPAC doubled as a state-of-the-art “studio” for NBC-TV’s America’s Got Talent,
which aired live to millions of viewers from Prudential Hall. Other recent broadcasting ventures have
included BET’s Black Girls Rock!, John Leguizamo’s HBO special Ghetto Klown, public television’s American
Songbook at NJPAC and The Midtown Men telecast, and Comedy Central’s The Stench of Failure with stand-
up comedian Artie Lange.
In 2014, NJPAC took a giant step toward becoming a high-definition, broadcast-ready venue through a $1
million donation of equipment from Panasonic. A $1.6 million loan from Prudential Foundation enabled
rewiring of the campus. Designed in collaboration with Panasonic, the improvements will make the Arts
Center more attractive and cost-effective to new and current broadcast partners, enhance the viewing
experience for audiences, and enable projects like long-distance learning programs.
Integrity:
Entertainment, education, dialogue, and public interest: frequently, all of these elements meld into a single
event at NJPAC.
NEW JERSEY PERFORMING ARTS CENTER BACKGROUNDER | 8
NJPAC’s commitment to its neighbors resonates in
many ways. The Arts Center draws a greatly diversified
audience, in part by offering programming reflective
of New Jersey’s varied communities. To strengthen its
strategies in building audiences and relationships with
these groups, a Department of Community
Engagement – a rarity among U.S. arts centers – was
established in July 2014.
This department taps into the zeitgeist by consulting
with Advisory Council members, who brief the NJPAC team about the jazz, faith-based, corporate, dance,
and LGBT scenes, for example. Staffers are frequently found mingling at churches, libraries, train stations,
and community centers, often hosting mini-performances, readings, or exhibits.
In addition to Horizon Foundation Sounds of the City, community-centered events include the Kwanzaa
Festival and Marketplace, Day of Swing, MLK Celebration, and Family Fair at Theater Square, all free activities
for thousands of local children and their families.
Arts education initiatives and a series of SchoolTime
performances are designed to engage the artist in
every child by stimulating creative expression,
expanding the imagination, and enhancing the joy of
learning. Hundreds of students enroll each academic
year in premier arts training programs and intensives:
the Young Artist Institute, Wells Fargo Jazz for Teens,
the Brick City Jazz Orchestra, and many more.
Scholarships and special projects, notably the Johnny
Mercer Foundation Musical Theater Program, allow
students to augment their arts training.
Engaging audiences through conversation, our onstage discussions have ranged from a one-of-a-kind
evening with Stephen Colbert and Jimmy Fallon and a New Jersey Speakers Series, with such humorists and
thinkers as Alan Alda and Madeleine K. Albright, to a radio taping of One Year Checkup: Obamacare in
Newark with WNYC’s Brian Lehrer.
Ideas are exchanged along with business cards at the Development Department’s annual presentation of
Business Partners Roundtables, breakfast meetings that feature prestigious keynote speakers ranging from
NEW JERSEY PERFORMING ARTS CENTER BACKGROUNDER | 9
Arianna Huffington and Mort Zuckerman to Merck Chairman & CEO Ken Frazier and PNC Bank Chairman &
CEO Bill Demchak.
Leadership:
John Schreiber
President and CEO
The appointment of John Schreiber as NJPAC’s second President
and CEO brought a dynamic broadening of vision and many new
opportunities for growth. Schreiber discovered ways of fulfilling
NJPAC’s mission with innovative methods and strategic
approaches by enhancing programming, increasing the
diversification of events, and exploring new streams of revenue.
Called “a visionary producer” and “impresario of brand names”
by The New York Times, Schreiber is a producer of award-winning theater, television, concert, festival, and
film events. His producer credits include the KOOL and JVC Jazz Festivals, the Newport Jazz Festival, the
President’s Summit for America’s Future, the Toyota Comedy Festival, the Mark Twain Prize for American
Humor (PBS), and the New Yorker Literary and Arts Festival. He received Emmy and Tony awards as
producer of the Broadway and HBO hit Elaine Stritch at Liberty.
Prior to joining NJPAC, he was Executive Vice President, Social Action & Advocacy for Participant Media, a
Los Angeles-based global entertainment company specializing in socially-conscious film and media (An
Inconvenient Truth, The Kite Runner, Lincoln, Syriana). He was President of George Wein’s Festival
Productions, Inc., the world’s largest producer of music festivals, and The John Schreiber Group, an
entertainment marketing firm. Schreiber also was a producer of gala events at the White House for five
Presidents.
Locally, Schreiber is a Board Member of the Newark Alliance, the Newark Trust for Education, and the
Rutgers University-Newark Advisory Board. A former Co-Chair of Mayor Ras Baraka’s Transition Committee
for Arts, Cultural Development and Tourism, he serves as head of the programming committee for Newark
Celebration 350, a year-long jubilee for the 350th anniversary of Newark’s founding.
NEW JERSEY PERFORMING ARTS CENTER BACKGROUNDER | 10
Peter H. Hansen
Senior Vice President, Development
As Senior Vice President, Peter Hansen directs all fundraising
activities, including NJPAC’s anticipated ambitious
comprehensive capital campaign. He is the staff lead for the
Development and Nominating & Governance Committees.
Hansen has also served in several other leadership positions at
NJPAC, and was a senior member of the team that raised more
than $187 million to build the Arts Center. He led the successful
conclusion of NJPAC’s last campaign, The Campaign for NJPAC,
which raised $182 million toward a goal of $180 million.
His previous positions include: Director of External Affairs for The Nelson-Atkins Museum of Art in Kansas
City, Missouri, Assistant Vice President of Development at Bowdoin College, Director of Development and
Marketing for Dance Theatre of Harlem, and Director of Special Projects for the US Fund for UNICEF. During
his career, Hansen has raised over $400 million.
Hansen graduated from Trinity College in Hartford, Conn. and is a Certified Fundraising Executive. He has
lectured at New York University’s School of Continuing Education and Seton Hall University’s Museum
Studies program, and has made presentations at the IEG Sponsorship and AFP International Fundraising
Conferences. He is President of the New Jersey Chapter of AFP, and in 2012 received its Robert J. Smythe
Award for Outstanding Fundraising Professional.
Lisa Hayward
Vice President, Development
Lisa Hayward joined NJPAC as Vice President of Development in
April 2015. In her role, she is responsible for the management of all
development staff and day-to-day operations of the department.
Hayward also manages a portfolio of donors and prospects and is
responsible for developing and achieving annual fundraising goals
and performance metrics.
Her previous experience includes a twenty-year career at the
Metropolitan Opera, where she served as Director of Patron and
Individual Giving. In that role, she cultivated a portfolio of donors,
NEW JERSEY PERFORMING ARTS CENTER BACKGROUNDER | 11
managed ten direct reports, and was responsible for raising $27 million in annual operating support for the
Met. She had oversight of individual giving and membership programs, as well as the Met’s telefunding
division. Prior to her work at the Metropolitan Opera, Lisa served as Development Coordinator of the
Spanish Institute in New York City. Hayward graduated from Rutgers University with a BA in History and
Spanish.
Background Checks:
Prior to submitting your resume for this position, please read it over for accuracy. LLLS does verify academic
credentials for its candidates, and our clients frequently conduct background checks prior to finalizing an
offer.
To learn more, call
Libby Roberts, Vice President at
617-262-1102 ext. 225
or send nominations or cover letter and resume to
All inquiries will be held in confidence.
NEW JERSEY PERFORMING ARTS CENTER BACKGROUNDER | 12
Setting the Standard in Development Search
420 Boylston Street, Suite 604, Boston, MA 02116
617.262.1102
www.LLLSearches.com
