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Self-Study Guides
Medical Staff Solicitation

Introduction

The medical staff of the health care organization can play an important role in the resource development process. Development professionals need to understand the importance of cultivating relationships with physicians and involving them in the organization's fundraising activities. That is why this topic is one of the fundamental educational programs offered by the Association for Healthcare Philanthropy Foundation and the Association for Healthcare Philanthropy (AHP).

This study guide explores the process of cultivating and soliciting physicians as donors, and considers other ways of involving physicians in fundraising activities-as volunteers in leadership roles and as participants in the cultivation of grateful patients. It provides development professionals with a better understanding of the factors that may cause physicians to resist supporting fundraising activities and suggests ways they can identify and work with physician leaders.

The guide recapitulates material covered in the AHP course "Medical Staff Solicitation" and points you to additional resources to help you gain yet more detailed knowledge of this subject.

Learning objectives

When you have finished studying this guide, you should be better prepared to:

• understand the importance of building meaningful, long-term, one-on-one relationships with medical staff to support the institution's mission and development goals;
• understand physician motivations for personal giving;
• identify the steps involved in effectively cultivating and soliciting physicians for annual, capital, or planned gifts; and
• perceive the benefits of recruiting and training physicians to participate in advancing the institution's fundraising goals.

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