Learning Tracks

Madison Institute Tracks

• Track 1 - Fundamentals of Healthcare Development

  Summary

   

  This fast-paced, highly participatory track provides an overview of skills and knowledge required within a comprehensive development program. A focus on personal gift solicitation is complemented by an overview of special event fundraising and annual, major, and planned giving. Special sessions address board and physician giving and tax laws (separate sessions for U.S. and Canadian participants). Attendees will also learn about development structure, strategic planning, and how privacy laws affect fundraising.

  View the 2024 track blueprint below to see how the week is structured, including the topics covered each day. Please note this is a draft blueprint and is subject to change.

  View Draft Blueprint

  Who Should Attend

  This track is ideal for those who are new to fundraising (0 to 3 years)—or for those who want to broaden their understanding of healthcare development. The Fundamentals of Healthcare Development track is a great foundational course that prepares participants for any of the other Madison Institute offerings in subsequent years.

   

  Curriculum

   

  Overview

  
  

  • Psychology of giving
  • Case for support
  • Strategic planning
  • Development structures
  • Privacy laws
  • Fundamentals of tax law (U.S. and Canada)
  • Prospect research, cultivation, and identification
  • Planning and budgeting
  • Ethics

   

  Prospect and Donor Constituencies

  
  

  • Board members
  • Employees
  • Physicians
  • Individuals
  • Corporations and foundations

   

  Fundraising Toolkit

  
  

  • Direct mail
  • Tribute giving
  • Recognition and donor clubs
  • Special events
  • Capital campaigns
  • Major gift solicitation
  • Estate and planned giving

• Track 2 - Annual Giving

  Summary

  This course is a comprehensive account of annual giving strategies, tools, skills, and approaches for specific constituencies and other keys to success. Learn new skills, gather ideas and be inspired. Expert faculty and classmates share proven approaches you can use on the job to increase your fundraising revenue and to build a pipeline of donors for major, planned, and campaign gifts. Walk away with tools you can use immediately at your organization to build or update your annual plan.

  View the 2024 track blueprint below to see how the week is structured and the topics covered each day. Please note this is a draft blueprint and is subject to change.

  View Draft Blueprint

  Who Should Attend

  This track is for individuals who want to increase their expertise in annual giving, who have two or more years of fundraising experience, or who have completed the Fundamentals of Resource Development track or a comparable introductory offering.

   

  Curriculum

   

  Creating and Implementing a Successful Annual Giving Program

  
  

  • The psychology of giving
  • Elements of a comprehensive program
  • Annual giving critical success factors
  • Planning, managing, and evaluating annual giving
  • Privacy and compliance (U.S. and Canada)

   

  Annual Giving Strategies and Tools

  
  

  • Direct marketing
  • Monthly giving
  • Corporate giving
  • Grateful patient programs
  • Digital marketing
  • Support groups and community organizations
  • Family giving
  • Special events
  • Commemorative giving
  • Mid-level donor programs
  • Personal solicitation

   

  Annual Giving Skills

  
  

  • Working with volunteers
  • Leadership
  • Donor stewardship and engagement
  • Strategies for coordinating annual, major, and planned gift solicitation

• Track 3 - Elements of Major Gifts

  Summary

  This course is a comprehensive journey through the world of major gifts, from concept to the practical application of knowledge for cultivation and solicitation strategies. Students will have the opportunity for one-on-one consulting time with faculty and will leave with individual action plans to implement immediately.

  View the 2024 track blueprint below to see how the week is structured and the topics covered each day. Please note this is a draft blueprint and is subject to change.

  View Draft Blueprint

  Who Should Attend

  This track is designed for anyone beginning their career in healthcare philanthropy, venturing into major gifts after working in other fundraising capacities, or working in major gifts for a short time looking to gain more confidence.

   

  Curriculum

   

  Introduction to Major Gifts

  • Defining the term "major gift"
  • Exploring the difference between transactional and transformative giving  
  • What it takes to be a successful major gifts officer

   

  Donor Motivations and Clinician Engagement

  
  

  • Understanding the role of gratitude as a motivating factor
  • How to build a prospect pipeline
  • How to build a network of philanthropy champions
  • Physician and clinician engagement 

   

  C-Suite and Volunteer Engagement

  
  

  • Working successfully with executive and volunteer leaders
  • Volunteer leadership roles and responsibilities

   

  Setting Priorities and Portfolio Management

  
  

  • Classroom activities will include reviewing prospect lists, pipelines and metrics

   

  Putting Theory into Practice 

  
  

  • Identifying and qualifying major gift prospects
  • Getting the appointment and bringing prospects to the table
  • Aligning prospects to compelling investment opportunities
  • Making the case for support
  • Inviting prospects to make a philanthropic investment (i.e. Making the Ask)
  • Negotiation and closing the gift

   

  Stewardship

  
  

  • Donor recognition
  • Personalized stewardship

• Track 4 - Major Gift Initiatives and Campaigns

  Summary

  Your organization must decide on the best approach in enhance your major gift program. This may include a capital or comprehensive campaign or a modified and targeted approach included in a mini-campaign or special (major) gift initiative. This track is designed and presented by seasoned professionals who will guide you in determining what strategy is best for your situation and implementing the exact structure and plan for the greatest level of success. You will work through all strategic components of a major fundraising campaign—from the inception of the “big idea” with the feasibility study to working through how to appropriately make your asks to celebrating achieving your goal and effectively stewarding those who participated in your success.

  View the 2024 track blueprint below to see how the week is structured and the topics covered each day. Please note this is a draft blueprint and is subject to change.

  View Draft Blueprint

  Who Should Attend

  This track is designed for anyone at a healthcare organization who is either in the middle of or thinking of starting a major fundraising initiative, including staff and administrative personnel, board members, and volunteers.  

   

  Curriculum

  • A new way of planning in the changing philanthropic landscape
  • Understanding the essential elements of a winning campaign
  • Understanding the necessary mechanics
  • The importance of a case statement
  • The feasibility study
  • Identifying and recruiting leadership
  • The role of staff, board, and volunteers in the campaign
  • Why stewardship isn't just important; it's everything
  • Securing the donor visit and the art of the ask

• Track 5 - Advanced Skills for Major Gifts

  Summary

   

  This track will focus on successful leadership and problem-solving skills to better motivate and engage healthcare CEOs, volunteers, and investor-type donors in major gifts program. Participants are required to bring actual solicitation experiences and challenges for group case work discussions and solutions.

  View the 2024 track blueprint below to see how the week is structured, including the topics covered each day. Please note this is a draft blueprint and is subject to change.

  View Draft Blueprint

  Who Should Attend

  Healthcare major gifts officers with a minimum of five years in a major gift capacity will explore the skills and processes required to expand and maximize their major gift program potential and their career path. While not a prerequisite, it is recommended that participants have completed the Major Gifts and Capital Campaign Tracks offered at the Madison Institute or similar coursework.

   

  Curriculum

   

  Leadership

  • Successful engagement strategies at all levels (volunteers, staff, executives)
  • Problem-solving challenges with roles and responsibilities
  • Creating an enduring culture of integrated major gifts
  • The changing healthcare organization: adapting your case and plan
  • Analyzing performance metrics for greater success in an overall major gifts program

   

  Advanced Techniques and Skills

  
  

  • Manage and navigate relationships both internally and externally
  • Understanding the nuances of high net worth/capacity donors

   

  Case Work

  The Advanced Skills Major Gifts class is highly interactive. Time will be dedicated to sharing best practices. Each participant must bring a case to work on throughout the week since a significant benefit of the experience is incorporating the shared learning into your individual situation and plan.

• Track 6 - Charitable Gift Planning

  Summary

  Discover the art and science of charitable gift planning in this comprehensive course. Focus will be given to what charitable gift planning can do for your organization and its donors, gift planning instruments, and practical application. Faculty will draw clear distinctions between planned giving and charitable gift planning and why the latter will benefit your organization and its donors.

  Explore ways to integrate charitable gift planning into more of your donor conversations in order to facilitate deferred, blended, and non-cash asset gifts.  Giving vehicles such as trusts, bequests, qualified charitable distributions, real estate, and donor-advised funds will be highlighted with an emphasis on case studies.  In addition, donor identification, marketing, stewardship, and the gift planning donor conversation will be a focus in this course.  

  View the 2024 track blueprint below to see how the week is structured and the topics covered each day. Please note this is a draft blueprint and is subject to change.

  View Draft Blueprint

  Who Should Attend

  This track is for individuals who have completed the Fundamentals of Resource Development program or a comparable introductory program; those with several years of fundraising experience; and those who want to either launch a gift planning program or transition their planned giving program to a charitable gift planning program.

   

  Curriculum

   

  Understanding and Managing the Planned Gift Instruments

  • Tax aspects of charitable gifts including recent updates (U.S. and Canada)
  • Current gift options
  • Deferred gift options
  • Bequest administration practices
  • Ethical issues in gift planning

   

  Marketing Planned Gifts

  
  

  • Donor-centered marketing essentials 
  • Factors motivating planned gifts 
  • Communicating planned gift opportunities 
  • Identifying gift planning prospects 
  • Cultivating prospective planned gift donors 
  • Asking for the gift 
  • Building endowment with planned gifts 
  • Planned giving and the internet 

   

  Gift Planning Program Opportunities

  
  

  • Common myths about planned giving 
  • Preparing your annual activity plan 
  • Program integration opportunities 
  • Performance goals: tracking, managing, and reporting planned gifts 
  • Principles of charitable estate planning 
  • Using planned giving to solve donor estate challenges 
  • Recognition and stewardship of planned gift donors

• Track 7 - Philanthropy Operations

  Summary

  This track provides an overview of the many roles and areas typically found in philanthropy operations and development services. Learn from expert faculty and peers in this unique and inspiring course as competencies and skills are developed and honed to be a high-performing operations professional and leader.

  
  

  Attendees will be encouraged to share the unique characteristics of their organizations' operational structures and how they have developed strategies to overcome challenges.  The goal will be to identify best practices as well as novel solutions in supporting successful fundraising teams.

  View the 2024 track blueprint below to see how the week is structured, including the topics covered each day. Please note this is a draft blueprint and is subject to change.

  View Draft Blueprint

  Who Should Attend

  This track is ideal for those who provide operations support to their organization and aspire to be in a leadership role or are currently in a leadership role and want to learn how to maximize their scope.  

   

  Curriculum

  • Governance
  • Board/fiduciary management
  • Compliance and legal
  • Strategic planning
  • Budgeting
  • Contracting and vendor management
  • Purchasing and accounts payable
  • Treasury (cash and investment management)
  • Human resources and payroll
  • Donor database and prospect information management
  • Managing unrestricted and restricted funds
  • Programmatic support

• Track 8 - Executive Leadership

  Summary

  This executive track will strengthen the skills of those in senior leader roles and prepare the next in line for the evolution of healthcare and your place in it.  

  Designed for you by fellow practicing executive leaders, the curriculum answers the increasing demands of lead philanthropy roles, delving into several domains and including enrichment opportunities. Since we all know that networking is often just as important as the core content, each day is structured to include a “Daily Dialogue” with plenty of time for participants to interact and learn from each other. 

  View the 2024 track blueprint below to see how the week is structured, including the topics covered each day. Please note this is a draft blueprint and is subject to change.

  View Draft Blueprint

  Sessions will help you enhance your knowledge as a highly reliable executive, from improving your healthcare and financial acumen to fortifying yourself to flex to the increasing demands of the role.  Domains covered include:

  • The healthcare industry
  • Becoming the high reliability executive
  • The Chief Development Officer role, formal and informal
  • Building and sustaining a team
  • Creating a culture
  • Change management
  • Managing YOU
  • Financial acumen (system and philanthropy)
  • Creating a playbook for your shop
  • Strategic planning and management
  • Integration/deploying strategy
  • Board/Volunteer management
  • Panel discussions

  Each participant will be assigned a mentor on the first evening, for an opportunity for you to engage during your Madison experience. 

  Your registration also includes additional enrichment opportunities exclusive to the Executive Leadership track:

  • A Sunday evening welcome dinner with your faculty and fellow participants.
  • A special reception with all Madison Institute faculty to help extend your network and make new connections
  • Six months of ongoing 1:1 and group mentoring, plus additional virtual cohort discussions designed to help you put the Madison lessons into practice.

  Who Should Attend

  This track is exclusively for senior leaders. If you are not currently in or newly promoted to a lead role such as Executive Director, CEO, Chief Development Officer, Chief Philanthropy Officer, etc., you will be required to complete a formal application form and supply a letter of recommendation from a supervisor, mentor, or AHP volunteer leader.

  How to Register

  CDOs: If you currently serve as a top philanthropy executive (CDO/CPO, etc.), you may register for the Executive Leadership track directly. Use the Register link at the top right of this page.

  Future CDOs: If you are not currently in a chief philanthropy executive role, please complete this formal application form. The application requests information about your current role, asks how participation in the Executive Leadership track will help you achieve your goals, and allows you to upload your letter of recommendation. 

  Start your application.

• Mini-Track 1: Philanthropy Communications and Marketing

  Summary

  In our relationship-forward industry, we need to identify the subtle nuances between marketing and engagement, communication as glue—not bait. We also need to become experts at brand synergy and alignment. We need to change how we define communication. Communication can no longer be a bolt-on, stand-alone endeavor or deliverable. Our communication efforts must have the soul of a storyteller, be driven strategically and supported by data—but not data alone.
  
  The Marketing and Communications mini-track will teach critical areas of communication competence while also providing leading-edge thought leadership, practical takeaways and examples of what works, what doesn’t and the reasons why.

  View the 2024 track blueprint below to see how the course is structured, including the topics covered each day. Please note this is a draft blueprint and is subject to change.

  View Draft Blueprint

• Mini-Track 2: Healthcare 101 for Experienced Fundraisers

  Summary

  Wondering what all these acronyms mean, why the administration is structured the way it is, how to understand hospital finances, stay on the right side of patient privacy laws, or best work with clinicians? This brand-new mini track is for you.
  
  The healthcare sector can be confusing, and this course will help demystify the seemingly endless complexity of your new role. Get up the learning curve fast so you can focus on the critical work of supporting your organization's mission by working with donors.

  Last year's track blueprint is provided below to give you a sense of how the course is structured. Look for the updated 2024 draft blueprint coming soon.

  View Track Blueprint

  Who Should Attend

  This track is designed for fundraising professionals who are new to healthcare, but not to fundraising. For example, participants may have recently joined a hospital or health system from another sector like higher education or arts and culture.
  
  Please note that this mini-track's content is specific to the healthcare environment in the United States.