Foundations as Major Donors

Margaret Shields, CFRE, of Fund Development, outlines research and grant writing techniques that will help you prepare winning proposals to foundations. Then, plan to explore, with some of the Southeast’s leading foundation representatives, how to establish relationships and develop processes that will position your hospital as a recipient of grants and awards.

Presenters:

Sandra Champion
President
Champion Partners
Savannah, GA

Gary Nelson, Ph.D.
President
Healthcare Georgia Foundation
Atlanta, GA

Margaret Shields, CFRE
Development Consultant
Fund Development, LLC
New Bern, NC

Susan Towler
Vice President of
Community Affairs
Blue Cross and Blue
Shield of Florida

Mary L. Piepenbring
Vice-President of Health
Care Division
The Duke Endowment
Charlotte, NC

VIP Programs

This interactive session will explore the Martin Memorial Foundation’s successful major donor recognition program, the Barstow-Reed Society. This gift club provides high-level annual donors with 24-hour personal assistance in accessing their health care, both on an inpatient and outpatient basis. The presenter will discuss tips for establishing a similar program, including gaining support from stakeholders, how to set guidelines, interacting with patients and families in the hospital, and the logistical details that can make or break this type of program.

Presenters:

Kelly M. Degregorio
Director of Development
Martin Memorial Foundation
Stuart, FL

Arthur M. Brink Jr. FAHP, CFP
Vice President/Chief
Philanthropic Officer
Martin Memorial Foundation
Stuart, FL

Your New Best Friends: Hospital Vendors

This session will explore relationship building and solicitation strategies with hospital vendors for direct mail, special events and lunch with the CEO.

Presenters:

Charel W. Katz
Director Philanthropic Programs

Anna Combes
Senior Development Associate,
Special Events
Ochsner Health System
New Orleans, LA

How Changing your Culture Will Inspire your Board

We all know “the culture” is important, and with so much riding on the support of your board, it is imperative that your culture not only inspires boards but inspires them to give. This means creating an environment in which the right board members are selected, cultivated and educated, and energized. A culture of board support will grow over time and with it, so will the size of the gifts.

This session will offer practical steps you can take to help your board stay focused, excited, and dedicated. The change in the culture that results will not only enhance the board’s experience but inspire them to give like never before.

Presenter:

June Bradham, CFRE
President
Corporate DevelopMint
Charleston, SC

Connecting the Dots—Cultivation to Recognition

Getting the gift is wonderful. But the key to success is finding unique ways to cultivate relationships and later, thank your donors. Learn how to raise the bar with your cultivation and recognition programs and, in the process, make the joy of giving even more meaningful for your donors…and you!

Presenter:

Candy Burnett
President
Huntsville Hospital Foundation
Huntsville, AL

Annual Giving in Mach Speed: How to Double your Results

This program will share methods to double or triple your annual giving program. Participants will learn to utilize broad-based methods for maximum effect, including solicitation frequency and timing, the case for support, giving expectation, constituencies and more. Children’s Memorial Hospital and other health care institutions will be used as case studies.

Presenters:

Kathleen Pavelka, CFRE
President and Owner
Telecomp, Inc
Rochester, NY

Jerry Padbury
Director for Annual Programs
Children’s Memorial Foundation
Chicago, IL

See the Waves Before they Hit the Shore: Making Decisions Based on Measurable Performance Indicators

In this session, learn tried and true methods of managing your current and future performance. Most organizations have accumulated decades-worth of data, but how many use it to set goals, define optimum performance and hold fundraising staff accountable to a quantifiable set of measurements? This session will discuss how to derive meaning from historical data and use it to set and meet fundraising goals for the future. With real life examples of deriving meaning from measurements, and using performance indicators to drive annual planning, come learn what you can do to manage your organization effectively.

Presenters:

Susan Barcus, CFRE
Chief Development Officer
Shands Healthcare
Gainesville, FL

Ellen Duero Rohwer, CFRE
Director
JCA, Inc.
Waukesha, WI

Beyond Recognition: Strategic Stewardship transforms Relationships and Gifts!

A strategic stewardship plan manages time and activities for results. Staying on track and focused, and keeping the donor at the center of your plan results in more gifts, and larger gifts. As development professionals, it demands that we work creatively with our donors to meet their goals and interests. Learn the steps and tools you need to manage excellent stewardship for excellent results.

Presenter:

Laura W. Rehrmann, FAHP
President and Chief
Executive Officer
Group Health Cooperative —
Group Health
Community Foundation
Seattle, WA

Developing a Planned Giving Marketing Plan

Brochures, mailings, the Internet…all techniques you use to market your planned giving program. But what about those qualified prospects who stay just below your radar? Are you proactively identifying planned giving prospects and adequately qualifying and reaching out to them? In this session we will discuss identifying planned giving prospects from analyzing annual giving behaviors; using wealth and planned giving scoring models; and using segmentation strategies. Join this senior planned giving consultant to learn how to develop an integrated planned giving marketing plan that will help you increase gift income and improve your overall program performance.

Presenter:

Timothy D. Logan, ACFRE
Vice President and Senior Consultant of Planned Giving Systems
RuffaloCODY
Reston, VA

the new Psychology of Giving

Learn how to use an understanding of donor motivation to improve your fundraising effectiveness. This session takes a deeper look at what matters to donors when making philanthropic investments. Donor needs, differing by generation, will be presented in detail. A description of what motivates new generations of donors, including “venture philanthropists” is included. Practical tips and a real case example will also be provided.

Presenter:

Ann Thompson-Haas, FAHP
Organizational Consultant
Larkwood Consulting, LLC
Oakland, CA

How do yoU Eat an Elephant…one Bite at a time

When it comes to fundraising at your hospital shop, YOU’RE IT!!! How does a small or one person shop juggle all the balls and yet still have some semblance of making progress in securing, annual, major, planned, capital, and all the other gifts? Learn from a “jack of all trades, and the master of none” in hospital development who went from a nine person development shop to a one person with an assistant operation and has maintained his sanity.

Presenters:

Ed Holbrook
Executive Director
Morehead Memorial Hospital Foundation
Eden NC

Measuring Where the Rubber Meets the Road: Best Practices for Implementing Benchmarking

Benchmarking metrics offer excellent opportunities to understand how your health care foundation compares to others, both within your particular health system and in the broader foundation community. So how can you get started? What are the nuts-and-bolts and best operational practices for implementing benchmarking? We’ll share the experiences of INTEGRIS Health Foundation, one of the first adopters of the AHP Performance Benchmarking Service, and the lessons they learned. Participants will leave the session with a clear road-map for starting benchmarking and confidence that you’re headed in the right direction.

Presenters:

Dana R. Todsen, ACFRE
President
INTEGRIS Health Foundations
Oklahoma City, OK

Mike Frenzel
Account Executive
Heller Consulting
Chicago, IL

Weighing your Prospects: Why Segmentation Is not Enough

Successful health care fundraisers and prospect researchers have learned that segmentation is critical to fundraising and communication campaigns. However, segmentation may not be enough to determine appropriate “ask” amounts or likelihood of giving. Learn how to “weigh” or score prospects to ensure you’re asking the right people for the right level of contribution. Also, discover how weighing and segmenting prospects aids in transitioning supporters from connected annual givers to committed major donors.

Presenters:

David Lawson
Vice President
Market Strategy
Kintera, Inc.
San Diego, CA

Sarah Choi Dunn
Senior Research Specialist
Baptist Health Foundation

Create Better Fundraising Goals for your Events

Learn to apply business tools and techniques to create motivating and attainable goals for your fundraising events. Learn how to develop simplified, yet effective, versions of trend analysis, break-even points, Pro-Forma Plans, and baselines that are easy to follow and will give realistic goals for your volunteer fundraisers.

Presenter:

Dean Melcher
Director of Annual Giving
Shepherd Center Foundation
Atlanta, GA

Reeling in the years: Adding Spark to your Program with Generational Marketing

The 36-year-old member of your young professional group is very different from the 77-year-old woman who has you in her will. So why do you communicate to them in the same way? In this session, we’ll explore the differences between the Matures, the Boomers and the Gen X’ers and learn how to use generational marketing to target your messages to a precise audience.

Presenter:

Wendy Kaplan, CFRE
Major Gifts Officer
Holy Cross Hospital
Ft. Lauderdale, FL

“Great forces for Philanthropy” …Some Boards Make the leap and others Don’t

You have implemented the core principals of philanthropy, developed a good board and have a good mission, so what is holding you back? This session examines concepts from two extraordinary books: Jim Collins’ Good to Great and the Social Sectors, and Forces for Good, by Leslie Crutchfield & Heather McLeod Grant.

Moderators:

Terry A. Morgan, CFRE, President & CEO, Philanthropy Does Matter, Knoxville, TN

Holly H. Duncan, CFRE, President & CEO, Morton Plant Mease Foundation, Clearwater, FL.

Guest Panelists:

Paul L. Phillips, M.D.,
Past Board Chair, Morton Plant Mease Foundation, Clearwater, FL.