Finding and Qualifying the Best Physicians for Philanthropy Partnerships
Jenny Love
Published: 03/18/2025
When Erin Stitzel, Principal Consultant at Accordant, first began her career in healthcare philanthropy, she found herself organizing a gala where physicians and their spouses were at the heart of the event. Watching these influential doctors and their
families come together for a cause was inspiring, but Erin quickly realized that creating effective, lasting partnerships with physicians would take more than just occasional events.
Since joining Accordant in 2015, Erin has worked with over 400 physicians across 70 hospitals to build meaningful partnerships grounded in shared goals. Through this experience, Erin has seen firsthand that not all physicians are natural partners for
grateful patient programs
"You can't just ask every doctor for referrals or expect them to support fundraising because of their role," she says. "You need to find those who genuinely care about the impact philanthropy can make, and who have projects they’re truly passionate
about."
Identifying and qualifying the best physicians to engage in philanthropy is both art and science. By choosing those who are aligned with organizational goals, receptive to the gratitude of their patients, and open to collaboration, Erin assures you that
you can build physician partnerships that truly resonate and succeed. Here’s how she recommends getting started.
Qualifying Physician Partners: Whom to Approach
Not all physicians are suited to philanthropic partnerships, so it’s important to identify those who have the right combination of qualities. According to Erin, a physician partner should exhibit three core attributes:
- Strong engagement
- A grateful patient base
- Alignment with funding priorities
The third attribute is the most important. A likely physician candidate should be enthusiastic about projects that align with the organization’s strategic goals. As Erin puts it, “If a physician doesn’t care about it, they’re not
going to do it.
On the other hand, if they care about it, but it’s not a strategic priority, you shouldn’t be raising money for it. For example, a physician may be passionate about a high-cost initiative, but if it isn’t aligned with strategic plans,
it can lead to unintended financial burdens. Erin recounts a Canadian hospital’s experience with a million-dollar da Vinci robot: fundraising supported the purchase but overlooked costs like training and maintenance created long-term challenges.
To avoid such issues, Erin advises philanthropy teams to first identify the organization’s key funding needs, then seek out physicians who are both passionate and positioned to support those initiatives.
Preparing for Productive Conversations
Once you’ve identified potential physician partners, it’s essential to approach them thoughtfully. Engaging a busy physician requires ensuring that meetings are efficient, respectful, and productive. Here are key strategies for setting up
effective conversations with potential physician partners:
- Schedule with intention: Recognize that physicians have packed schedules. Reach out well in advance, confirm the time and place, and make sure they have a clear idea of the meeting’s purpose.
- Send an agenda: A concise agenda sent beforehand helps physicians understand the key points you want to discuss, ensuring they come prepared and feel that their time will be used wisely.
- Keep it brief and focused: With busy professionals, brevity is essential. Use a clear, structured format and stay on topic.
Have Clear Goals for the Conversation
Erin recommends structuring the conversation around three primary topics:
- Gratitude: Explore how the physician feels about patient gratitude and how they respond to it. This can reveal their comfort level with philanthropy.
- Impact of philanthropy: Gauge
their understanding of how philanthropy benefits the organization and potentially their own area of practice.
- Interest in grateful patient engagement: Assess their comfort with introducing you to grateful patients.
Ask Thoughtful, Open-Ended Questions
Erin suggests questions that allow you to understand the physician’s motivations and background, such as:
- What inspired you to pursue medicine?
- What drew you to this hospital and community?
- What is your role here?
- How do your patients express gratitude, and (importantly!) how does that make you feel?
Building Long-Term Partnerships with the Right Physicians
Even after finding engaged, well-aligned physicians, a productive partnership requires continuous effort and mutual understanding. Here’s how to cultivate these relationships.
Define Engagement Strategies Together
Physicians can support philanthropy in various ways beyond patient referrals, such as speaking at events. Tailoring their involvement based on their strengths and preferences can make the partnership more rewarding for both parties.
Set Realistic Activity Goals
Erin recommends setting concrete goals, like two patient referrals per month or one patient list review each quarter. These measurable steps keep the partnership active without overwhelming the physician, who likely has many competing responsibilities.
Celebrate Small Wins
Recognize and celebrate all contributions, big or small. Publicly acknowledging a physician’s involvement, even in smaller gifts, reinforces their value and motivates further engagement.
Myths About Physician Partnerships
One misconception is that physicians don’t have time for philanthropy. “They will make time if they are passionate about it,” Erin says.
Another myth is that more physician partners are better. Erin recommends a focused approach, suggesting one to three partners for new fundraisers and up to 10 for experienced officers. This allows for deeper, more effective relationships and greater
impact over time.
Channel Your Patience and Persistence
Establishing strong, impactful physician partnerships takes time and persistence. Even with skilled fundraisers and supportive physicians, progress can be gradual.
“Sometimes you need to slow down to speed up,” Erin advises.
Taking the time is worth it. Cultivating these partnerships patiently and purposefully can lead to sustainable success and transform grateful patient programs into a significant source of support.
As Erin discovered over the years, physician partnerships thrive when physicians see themselves as true collaborators in a shared mission, not just as referral sources.
"You have to take the time to get to know them, understand what motivates them, and respect their expertise," she says.
By doing this—and by practicing patience and persistence—you have the power to transform your grateful patient program into a powerful, sustainable force for good.