Get that Big Gift—Training Staff and Board Members to Make the Call

This session will give specific directions in training volunteers to become active team members for fundraising calls. Roles between staff and volunteers will be clarified. Specific scripting and outlining of the ideal call will be shared and discussed. Handouts for board training will be provided.

Kenneth R. Coffey
Vice President & CDO
Frederick Memorial Healthcare System
Frederick, MD

James N. Lyons
President
Pride Philanthropy
Roswell, GA

Maximize Your Campaign’s Potential

Gain maximum leverage from a seven-figure challenge grant by coordinating strategic partnerships with outside counsel to create new events; identify and secure new donors; increase capacity to exceed or stretch your capital campaign goal and position your program for continued growth for long-term success.

Philip Salerno, III, CFRE
President & CDO
Children’s Specialized Hospital Foundation
Mountainside, NJ

Dan Sorrenti
President & COO
Ghiorsi & Sorrenti, Inc.
Woodcliff Lake, NJ

Kathleen E. Pavelka, CFRE
President
Telecomp, Inc.
Rochester, NY

Bringing Your Board on Board—Part I

Are you hitting a wall with your board? Do they refuse to focus on raising money? Prefer to complain rather than make connections? Learn the roadblocks and reasons why. Develop strategies to overcome and get through the obstacles that are prohibiting your board from active fundraising participation.

Dionisia Hanson
Chief Philanthropy Officer
Charlton Memorial Hospital
Fall River, MA

The Development Plan — Foundation for Success

A solid development plan is the foundation of a successful fundraising program. Learn how to develop an integrated development program that incorporates a variety of fundraising techniques. This session will discuss who should be involved in the planning, who implements the plan, and how to monitor and evaluate success.

Linda Lysakowski, ACFRE
President/CEO
Capital Venture
Las Vegas, NV

Kelly A. Altland
Vice President Development
St. Joseph Medical Center
Reading, PA

The Plain and Simple Truth about Major Gifts

This session will describe how to build a major gifts program with or without dedicated staff. It will explain how to implement successful prospect screening and rating and how to institute a moves management system customized for your own shop.

Nancy Simpson-Banker, FAHP
Vice President
Copley Harris Company, Inc.
Danvers, MA

Susan J. Doliner, FAHP
Associate Vice President for Development
Maine Medical Center—Development Department
Portland, ME

The Capital Campaign as Classroom: A Teaching Tool for Development Staff

This interactive presentation will focus on how various development functions, including Major Gifts, the Annual Fund, Special Events, and more work together during a capital campaign. Discussion of best practices for each function and staff education will be highlighted.

Lisa Hillman, FAHP
Senior Vice President and CDO
Anne Arundel Health System
Annapolis, MD

Thomas Kissane
Senior Vice President & Managing Director
CCS
New York, NY

Bringing Your Board on Board—Part II

Are you hitting a wall with your board? Do they refuse to focus on raising money? Prefer to complain rather than make connections? Learn the roadblocks and reasons why. Develop strategies to overcome and get through the obstacles that are prohibiting your Board from active fundraising participation.

Dionisia Hanson
Chief Philanthropy Officer
Charlton Memorial Hospital
Fall River, MA

We Have Launched a Capital Campaign: What Do We Do with Our Annual Fund and Other Sacred Cows?

This session will discuss how to keep your restricted annual fund running during a campaign targeted to raise dollars for another priority. The presenters will share their creative decision of how they tackled a sacred, and high-profile, series of special events restricted for a purpose outside of the campaign priority with a mutually beneficial outcome.

John Modzelewski
Vice President
Ghiorsi & Sorrenti, Inc.
Woodcliff Lake, NJ

Ronald J. Bianchi
President
Saint Vincent’s Medical
Center Foundation
Bridgeport, CT

Major Gift Best Practices

Cleveland Clinic is in the midst of its $1.25 billion capital campaign. Developing best practices in a major gift environment is crucial to current and long term success. Maintaining your edge as a learning and practice organization is essential. This session will focus on maximizing fundraising results from your staff and volunteers as well as how to manage your team to bring out their best.

Jason D. Gray
Associate Chairman
Institutional Relations and Development
The Cleveland Clinic Foundation
Cleveland, OH

The Doctor is In

From strategic planning, to design development, and with a renewed emphasis on grateful patient philanthropy, Mercy Medical Center has turned to its physicians to help build a $400 million replacement hospital. These efforts also made it relatively easy to recruit and engage an 18-member physician campaign committee to raise $2 million from their colleagues.

Nicholas J. Koas
Senior Vice President
Mercy Health Services
Baltimore, MD

Your First Impression…The Last or a Lasting One?

This presentation focuses on the anatomy of a first impression for both an individual and a foundation. Topics covered are the first seconds of meeting a new person, the four universal social gifts, body language and how to focus on the other person.

Mike Andrews
National Campaign Director
Sister to Sister Foundation
Chevy Chase, MD

Marketing to Attract Donor Investment

As competition for a limited number of philanthropic dollars grows more intense, the success of your development program depends on your health care organization’s ability to apply marketing dynamics to your situation. Simply being “for the social good” is no longer good enough. The seven major steps involved in the process of marketing for the health care industry are essential to overcoming the challenges of raising funds. The successful health care organization will be the one marketed first in terms of the opportunities it offers the donor constituency-and second in terms of the institution’s needs.

John G. Goettler, CFRE
President, Goettler Associates, Inc.,
Columbus, OH

Connie McCann
Vice President
Central Michigan Community
Hospital Foundation
Mount Pleasant, MI

Starting a Grateful Patient Program: Lessons Learned & Practical Strategies

A case study presentation of a mid-sized community health foundation’s grateful patient program. This presentation will include results to date, strategies that have been tested, and challenges faced.

Hyona Revere
Director of Major Gifts
Morristown Memorial
Health Foundation, Inc.
Morristown, NJ

Innovators Circle

With seed gifts from visionary philanthropists, Abington Memorial has developed a unique program to engage and inspire their physicians, nurses, and others while also cultivating internal and external audiences.

Jill Kyle, CFRE
Vice President Fund Development
Abington Memorial Hospital
Abington, PA

Eileen Campbell
Director, Annual Giving
Abington Memorial Hospital
Abington, PA

Working with Your CEO to Maximize Fundraising Results

This session will explore the basic key strategies and outcomes that can be employed to utilize the CEO’s community and social capital to greatest advantage in the pursuit of major gifts for your institution. Also covered will be how to recruit your CEO and engage him/her in a positive way to assist you and your staff in generating the necessary revenue to help achieve your goals.

Douglas G. Smith, FAHP
President
GBMC Foundation
Baltimore, MD

Richard J. Mahoney, CFRE
Executive Director
The Washington
Hospital Foundation
Washington, PA

Successful Employee Fundraising

This program will discuss how to put a plan into place to gain and grow support from your most captive audience, the employees of your health care organization. Learn creative methods to get employees involved and spark the interest of potential donors. Foster the giving impulse of your employees, and turn the shiest and most reluctant into fundraising machines.

Sherri Hosfeld Joseph
Director of Development
Carroll Hospital Center Foundation
Westminster, MD