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The Art of Managing Up, Down and All Around
Level: Executive
Track: Chief Development Officers and Leadership
As a foundation/hospital leader, how do you leverage assets that are beyond your own staff and budget? When the amount you raise each year is a mere fraction of the total revenue of your organization, how do you help others realize the power of philanthropic dollars in advancing care and research? Healthcare fundraising is more complex than ever before. Being the capable manager of a team is no longer enough – an effective fundraising program requires the mobilization and orchestration of executives, peers, trusted allies, and volunteers. In other words, extending influence up, sideways, outside, and within. Using a case study approach, this panel of healthcare leaders with decades of experience each will share what it takes to realize a vision, achieve goals, and manage change in their organization across all audiences. They will also share the ways they have – and haven’t --influenced effectively, grew in self-awareness, captured attention, won over skeptics, engendered trust, and, ultimately, inspired people to action.
Presenters:
Stuart Sullivan
Senior Vice President
Graham-Pelton
Armando L. Chardiet, MSW
President
Atrium Health Foundation
Elizabeth Ziegler
President & CEO
Graham-Pelton
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2020 Trends in Grateful Patient Philanthropy That Can't Be Ignored
Level: Specialist
Track: Annual Giving
What is working today when it comes to engaging grateful patients? With grateful patient engagement becoming commonplace in healthcare philanthropy over the past decade, organizations have been utilizing a wide variety of strategies and tactics to engage grateful patients over the past decade… with varying success. This session will highlight what is working TODAY to engage this highly important constituency.
Participants will learn from a panel of upbeat, passionate industry experts who have creative success stories and tactical solutions to share. Research and data from an industry-wide grateful patient engagement survey taking place in summer 2020 will be shared to support all strategies and tactics discussed by panelists. Specific topics that will be explored include: clinician engagement, grateful patient direct response, peer-to-peer philanthropy, data utilization and analytics and more.
Presenters:
Erin Stitzel, FAHP, CFRE
Principal Consultant
Accordant
Rea Ganesh
Vice President, Philanthropy & Strategy
North York General Hospital Foundation
Bill Littlejohn
Senior Vice President and CEO
Sharp HealthCare Foundation
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A Fundamental 1-Year Re-Vamp through Modeling, Analytics, and Creative
Level: Specialist
Track: Philanthropy Operations
Take lessons from Washington, DC's Inova Health Foundation - the #1 hospital in the Mid-Atlantic region – quest to revamp their program through initial data discovery, analytics, strategic road mapping, modeling, launching new patient and mid-level programs, new creative, and the payoff...all in a single year.
This session will provide a wealth of information that will allow you to turn around – or even start – a fundraising program in a single year. Examples of a measured, step-by-step approach that will take you through initial data discovery and analytics, strategic planning to help define a roadmap, with implementation and measures of success. Highlights will include establishing the value of patients vs. outside list acquisition, bringing together a variety of midlevel programs to launch under a new unified brand, changing messaging to appeal by service line instead of facility, advanced modeling tactics, measure of success, and managing both pitfalls and wins with senior management.
All levels of experience will be able to gain strategic tactics, best-practice creative recommendations, and analytical insights they can take back to their organization in this unique case study of the fluid world of hospital fundraising in a regional health system.
Presenters:
Scott Bell
Vice President, Client Services
MarkeTeam
Jeff Johnson
Senior Director, Direct Response
Inova Health Foundation
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A Tale of Two Hospitals: Building Care Close to Home
Level: Specialist
Track: Major and Transformational Giving
The compelling case study of Arkansas Children’s Northwest will provide a springboard to share incredible examples of philanthropy and keys to fundraising success. One of these key points is developing the project case and identifying the institution’s biggest story. We’ll share how the Care Close to Home capital campaign prepared our team to tell a much bigger story for a comprehensive campaign, the Campaign for a Healthier Tomorrow. Participants will engage in a storytelling exercise that helps them to develop the biggest story for their own institution. The presentation will also include original video examples of board member engagement and other community members sharing why they supported the Care Close to Home campaign.
Presenters:
Jill McIlroy, CFRE
Executive Director of Philanthropy
Arkansas Children's Foundation
Blair Neel
Case Development Coordinator
Arkansas Children's Foundation
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Best Practices in Planned Giving - Making the Most of Your Resources
Level: Specialist
Track: Planned Giving
Often viewed as overly complicated and technical, planned giving is an essential fundraising tactic for all development shops. In this session, attendees will receive an overview of best practices for taking an active role in planned giving. From a simple Stage One program where you develop bequests up to a Stage Three program where you are structuring life income and blended gifts, we will discuss how shops of any size and skill level can best leverage your available resources to increase dollars in the door and deepen relationships and steward opportunities. Bequest management, offering charitable gift annuities and administering trusts will also be covered.
Presenters:
Andrew Grumet, JD
Shareholder
Polsinelli
Robert Wahlers, MS, CFRE
Vice President of Philanthropy
AdventHealth Foundation
Paul Hansen, CFP, ChFC, CAP, CLU
Financial Advisor
Morgan Stanley
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Beyond the Physician: Engaging Hospital Staff in Philanthropy
Level: Specialist
Track: Annual Giving
At the University of Vermont Medical Center, we have created opportunities for employees to not only learn first-hand what philanthropy does for our organization, but also ways for them to directly contribute to the impact of philanthropy … without having to make a gift.
Learn about an annual fund supported grant program that engages employees at every stage of the process. Employees are applicants, reviewers, and grantees. Senior leaders, Foundation board members, caregivers, staff, and patients are also involved in the process.
Learn how philanthropy inspired a program to create a system to help caregivers determine how to identify and direct extra assistance (hotel vouchers, change of clothing etc.) to family members. The Foundation convened a group from Patient and Family Experience/Advocacy, Social Work, Nursing Leadership, Parking, and Nutrition Services to develop a protocol and decision rubric for distributing help to patients using funds from a philanthropic gift.
We will present two programs we established from idea conception to execution. Amy Cohen, PhD, Director of Patient and Family Experience, who has experience with both initiatives, will provide the “staff member” perspective on how her participation informed her connection to philanthropy. Amy will also share how she has seen it impact other staff at the medical center.
Presenters:
Kevin McAteer
Chief Development Officer, Academic Health Sciences
University of Vermont Medical Center
Allison Searson
Executive Director of Annual Giving, Academic Health Sciences
University of Vermont Medical Center
Amy Cohen, PhD
Director, Patient and Family Experience
University of Vermont Medical Center
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Big City Big Shop Meets Small Town Small Shop
Level: Executive
Track: Chief Development Officers and Leadership
What does Canada’s biggest hospital foundation in its biggest city have in common with a rural small-shop hospital foundation on the other side of the country? In this fun point/counterpoint presentation, veteran CEO Ted Garrard, C.M. of SickKids Foundation in Toronto pairs up with rookie CEO Malcolm Radke, CFRE, of Lloydminster Region Health Foundation to explore what urban and rural fundraising can learn from each other. Using stories from the front-line and trends from the industry, we’ll highlight age-old best practices that transcend shop size, population base, and experience level, and look at ways for local, regional, national, and international healthcare philanthropy organizations to all work together for first-class healthcare.
Presenters:
Ted Garrard, CM
Chief Executive Officer
SickKids Foundation
Malcolm Radke, CFRE
Chief Executive Officer
Lloydminster Region Health Foundation
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Breaking Down Barriers: Relationship Building Between Operations Team and Fundraisers
Level: Specialist
Track: Philanthropy Operations
One of the greatest challenges that can exist in a philanthropy office is setting up successful communication and mutual understanding and respect of the work that is accomplished by the “back-office” operations team and the “front-line” fundraising team. When implementing a grateful patient philanthropy program and developing relationships with clinicians, this communication becomes even more vital.
This session will explore best practice recommendations along with specific strategies from a vice president and an operations director who implemented and executed a grateful patient philanthropy program. The implementation included transitioning key clinical partners from episodic or sporadic referrals to regular, programmatic referrals. Additionally, the program proved to find new prospects strategically aligned to the hospital because of their gratitude which led to a pipeline build for gift officers.
Presenters:
Beth Katsinas
Vice President
Carle Center for Philanthropy
Angie Lancaster
Operations Director
Carle Center for Philanthropy
Jason Manning, MBA
Senior Consultant, Programs
Gobel Group
Jocelyn Reilly
Senior Consultant, Philanthropy
Gobel Group
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Bridging Divides: Blending Individual and Corporate Philanthropy to Maximize Revenue
Level: Specialist
Track: Corporate, Foundation and Sponsorship
SickKids Foundation is one of Canada’s leading charities, and building robust, diverse revenue lines is one of the key factors in SickKids’ success. Donors increasingly
view their businesses as vehicles for philanthropic impact. In this evolving landscape, close collaboration among Major Gifts and Corporate teams is imperative to meet the nuanced needs of individual donors, their companies, and all stakeholders involved. In this interactive session, we will collectively analyze several case studies that highlight the challenges and tremendous opportunities for using innovative, blended Corporate-Major Gifts strategies to cultivate, recognize and steward donors who give through multiple channels at the $100,000 to $10 million level. Attendees will come away with new ideas for building lasting relationships that leverage the holistic capacity of individuals and their companies.
Presenters:
Anne-Marie Newton
Director, Major Gifts
SickKids Foundation
Diane Armes-Redrupp
Associate Director, Corporate Partnerships
SickKids Foundation
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Building the Case for Philanthropy
Level: Executive
Track: Planned Giving
Uncover successful techniques for building the case for philanthropy internally and ways to begin new, meaningful and productive conversations with donors as we emerge from the pandemic.
Presenter:
Eddie Thompson, Ed.D., FCEP
Founder & CEO
Thompson & Associates
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Deep Diving Your Database to Generate Major Gifts Revenue
Level: Specialist
Track: Major and Transformational Giving
This case study will share learnings of the St Vincent’s Hospital Curran Foundation in Sydney, in utilising donor segmentation, profiling and analytics of their active donor base of 10,000 to identify highly likely prospects for major gifts.
The presentation will use data and evidence-based models, to take the audience through the process used by St Vincent’s to undertake a comprehensive profiling exercise of their database in order to identify who and how to acquire and maximise revenue from existing donors.
The session is designed to teach you:
• Database segmentation and analytics
• How to prepare the data brief
• Why it is valuable to understand your different donor segments
• How to calculate the potential return from each segment
• How to use the resulting data to grow your fundraising programs
• Developing prospect research to support the process
• Using your team to convert prospects into donors
• Evaluating return on investment and enjoying the results
Presenters:
Shanthini Naidoo, CFRE, FFIA
CEO
St. Vincent's Hospital Curran Foundation
Jennifer Dobbins, MFIA
Head of Marketing
St. Vincent's Curran Foundation
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Diversity, Equity, and Inclusion in Healthcare Fundraising & Volunteer Engagement
Level: Executive
Track: Chief Development Officers and Leadership
At a time when healthcare philanthropy needs real innovation, better strategies, and new ideas in order to serve all constituents, applying better practices in diversity, equity, and inclusion (DEI) to fundraising and volunteer engagement is a business imperative. It’s a fact: diverse teams in inclusive cultures perform better. This presentation will share strategies on how to apply DEI principles to increase involvement and investment of staff and stakeholders to advance your organization’s impact. The presentation is designed to help healthcare leaders move from awareness of DEI to action and behavioral change.
The overview will include:
1) creating a culture of inclusion and philanthropic partnership,
2) recruiting and retaining a diverse team, and
3) fundraising and volunteer engagement.
It will draw on content from the first comprehensive book on DEI in Advancement: a Guide to Strengthening Engagement and Fundraising Through Inclusion - which will be released next month.
Presenters:
Angelique Grant, PhD
Senior Consultant and Vice President
Aspen Leadership Group
Ron Schiller
Founding Partner
Aspen Leadership Group
Steven Wallace
Associate Vice President of Philanthropy
City of Hope
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Driving Digital Change: Perspectives from an Expert Panel
Level: Executive
Track: Chief Development Officers and Leadership
Whether your health system sits in the middle of a major city or serves a rural community, you need to develop a digital fundraising strategy that aligns with the digital behaviors of your donors and supporters – or else you risk leaving significant philanthropic dollars on the table today, and missing out on the major donors of tomorrow. In this interactive panel discussion, you’ll hear insights from urban and rural health system leaders about how they drove digital change – including getting buy-in from other leadership to infrastructure development to change management – in order to grow their pipeline and raise more money. The discussion will include strategic insights as well as specific case studies and tactical examples, so you’ll walk away with both inspiration and clear direction on how you can implement digital change in your organization.
Presenters:
John Simpson
President and Co-Founder
Digital Health Strategies
Mary Braunwarth
Corporate Vice President
Scripps Health Foundation
Robin Endicott
Vice President
Geisinger Health Foundation
Amy Fitzgerald
Vice President
PIH Health Foundation
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Enhancing Our Methods Through the Application of AI
Level: Executive
Track: Philanthropy Operations
Learn how one organization used AI to shift the conversation from wealth-first to gratitude-first by looking at the entirety of the interaction’s patients had with the organization. Humanly speaking, we are not able to focus on all the factors that inspire or indicate gratitude as there are too many! And thus, we tend to make generalizations based on limited quantitative and qualitative data, which is minimizing the patient’s entire relationship with us. This organization is now able to factor in more (and the right) data points when reviewing patient lists for potential prospects. These new data points, called ‘gratitude scores,’ make it easier to identify where strong relationships exist between patients and physicians, so less time is spent building and narrowing lists and more time is spent talking about how to strategically engage potential benefactors.
Presenters:
Jerry Sinning, MPA
Director of Philanthropic Growth
University of Colorado Anschutz Medical Campus
Scott Rosenkrans, MS, CFRE
Director of Data Analytics
Futurus Group
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Finding Your Footing During Fast-Paced Healthcare Consolidation and Systemization
Level: Executive
Track: Chief Development Officers and Leadership
Twenty years ago, dozens or more fiercely independent hospitals served any given region; today, with hospital consolidation, a few systems dominate most markets. Keeping up with the rapidly changing healthcare landscape is difficult enough, but how do you navigate when the storm descends on you? Fluid physician relationships, new administrative structures, uncertain capital investment plans...and perhaps even a CDO with responsibility across many states! What do all of these changes mean for philanthropy--and for your position? This panel of healthcare fundraising professionals with deep experience will discuss:
• Communicating structural change with your donors and prospects
• How to capitalize on synergies across the system while maintaining local identity
• The effects of consolidation and systematization on naming and recognition--and how to plan for it
• The role of key administrators in fundraising, from the system CEO to individual hospital administrators
Presenters:
Jay Angeletti
President
The Angeletti Group
Kevin Walsh
Vice President
Yale New Haven Health
Clelia Biamonte, PhD
Executive Director
Overlook Foundation, Atlantic Health System
Bill Littlejohn
Senior Vice President and CEO
Sharp Healthcare Foundation
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From Zero to Sixty Overnight
Level: Specialist
Track: Major and Transformational Giving
Learn from a newly anointed philanthropy professional and his consulting team in this stimulating session that describes the transition of a children’s psychiatric hospital from annual giving to transformative giving through a comprehensive campaign. Facing demanding time constraints, this organization had to build its major gifts program from the ground up, establish relationships throughout the state it serves, and implement a massive marketing and education effort to engage donors in its vital mission to support troubled youth. As a small shop with 3 FTE’s, this is a tremendous example of the results that can be achieved by applying industry best practices and sound philanthropic principles.
Topics will emphasize CEO engagement, developing a clear case for support, recruiting a stellar committee, the impact of storytelling, essential time-management strategies and the importance of persistent follow up. Central to this session is a powerful patient testimonial video that will inspire all who attend.
Presenters:
Debra Gill
Senior Vice President/Director Western Division
Ghiorsi & Sorrenti, Inc.
Keith Meyer
Foundation Director
Montana Children's Foundation
Nicholas Hohn
Account Executive and Data and Information Specialist
Ghiorsi & Sorrenti, Inc.
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Going from Good to Great: Changing Your Culture of Philanthropy
Level: Executive
Track: Major and Transformational Giving
If major gifts are the "big game" in fundraising, transformational gifts are the Super Bowl. Discover how four foundations have successfully secured major transformational lead gifts to their campaigns, collectively raising close to $100 million. Like winning championships, transformational gifts come with a great amount of work, patience, persistence and flexibility, meaning, transformational donors always have the home field advantage. This session will feature successful strategies for acquiring, cultivating, strategizing, soliciting and closing transformational gifts, regardless of your organizations size. Hear directly from a panel of four veteran healthcare development professionals who have played in and won the Super Bowl when it comes to raising transformative gifts.
Presenters:
Al O'Keefe
Senior Vice President
Ghiorsi & Sorrenti, Inc.
David Flood
Senior Vice President, Intermountain Health and Chief Development Officer
Intermountain Foundation
Mark Larkin, CFRE
President
Boca Raton Regional Hospital Foundation
Christopher O'Connor, MBA, CFRE
Senior Vice President, External Affairs & Chief Development Officer
South Shore Hospital
Steve Toal
Chief Development Officer
Deborah Health Foundation
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Harnessing the Unrelenting Power of Content to Accelerate Change
Level: Specialist
Track: Marketing and Communications
Content is one of the most powerful assets we have as communicators in our field, it does tremendous heavy lifting in the area of engagement, retention, loyalty, and upgrading into increased support. Yet, it can often remain a challenge to deliver great content that our supporters really want and need. With an abundance of new channels popping up almost daily, the quantity of communication doesn’t cut it anymore. It’s about relevance, it’s about quality and it’s about delivering interest and value. As commercial organisations are realising this and acting on it, consumer expectations increase and charities are at risk of being left behind – despite having some of the best content around. But finding that content is sometimes not always as simple as it sounds! In this session, you will learn what makes great content, how to identify what people really want from your charity and how to go about finding it. We will showcase some exceptional examples from hospitals and charities across the globe and will also look at the barriers to creating excellent content and how you as a fundraiser can start to engage and collaborate with the right people to get the content that your donors deserve.
Presenters:
Rachel Hunnybun, MInstF (UK)
Senior Strategist
Blakely
Kimberley Blease
Executive Vice President
Blakely
Liza Jerome
Vice President, Marketing, Communications and Community Giving
Toronto General & Western Hospital Foundation
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Hospice Fundraising: Moving From Memorial Giving to Major Giving
Level: Specialist
Track: Hospice Philanthropy
Hospice and Palliative Care fundraising has historically been driven by smaller, immediate, one-time and memorial gifts. The desire to remain sensitive to a fragile, grieving audience has kept organizations from fully maximizing their charitable giving potential. Learn how successful hospice organizations have upheld the compassionate relationship while implementing strategies to evolve their programs from smaller, one-time memorial or special event gifts to a robust and comprehensive approach which supports strategic funding priorities for their organization and drives executive leadership to think bigger. You will learn how engagement of and involvement by clinical leadership and care teams changes the conversation with donors; how to grow donor retention through diverse stewardship strategies; and innovative ways to move your donors from annual to major donors and leverage the relationship to grow planned and endowment gifts.
Presenters:
Beth Morgante, CFRE
Vice President, Major Gifts
Sharp HealthCare Philanthropy
Denise Pope, CFRE
Senior Consultant, Programs
Gobel Group
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How A Rural Hospital Used a Multi-Channel Campaign to Raise $34 Million
Level: Specialist
Track: Marketing and Communications
This case study from a mid-sized hospital foundation will explain the process they used to create a multi-channel campaign to expand upon and reach beyond their major gifts program, while growing their donor pipeline through annual giving. An 18-month “quiet” phase of one-on-one donor meetings led to an 18-month public phase that included hosting an opening public event, ramping up a social media presence; building a campaign website; shooting and sharing testimonial videos; creating newspaper inserts; mailing appeal letters and newsletters; developing an ad campaign including radio, TV, billboards; and more. This session will highlight strategies used to create community awareness and leverage the existing donor base. Presenters will share examples of how these new strategies generated unique, first-time, or transformational gifts to propel the campaign past its stretch goal. Participants will be encouraged to consider their budget, audience/donor pool, and goals to help determine media usage, messaging, and reach.
Presenters:
T. Jones
Capital Campaign Manager
McLaren Northern Michigan Foundation
Mary Grace Otis, MA
Annual Giving Manager
McLaren Northern Michigan Foundation
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How to Align Marketing & Development Teams to Drive Results
Level: Specialist
Track: Marketing & Communications
Getting marketing and development teams in alignment might seem impossible. Challenges are vast: competing priorities, misaligned KPIs, limited resources, elevated donor expectations, high staff turnover and an expectation for an annualized ROI – and that’s just to name a few. In this session, Kelley Stewart and Mary Beth Pate unpack the intentional process CCPI underwent to break down silos between sales & marketing. Learn how CCPI aligned their organization to produce unprecedented results and how you can create the same mentality within your organization.
Presenters:
Kelley Stewart
Executive Vice President
Pursuant
Mary Beth Pate
Executive Director, Marketing & Philanthropy
Cleveland Clinic
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How to Create an Employee Giving Campaign with Texas-sized Results
Level: Specialist
Track: Annual Giving
During this session, you will learn how a healthcare system comprised of 50+ hospitals implemented a system-wide employee giving campaign, providing employees with the opportunity to support their system and their community through their collaboration with United Way. You will walk away with next steps for how to launch a new marketing campaign, how to create a consistent employee donor experience, and how to cultivate and move senior leadership to major gift donors.
Presenters:
Christina Goodman, CFRE
Director
Baylor Scott & White Dallas Foundation
Sarah Burdi, CFRE
Director
Baylor Scott & White Dallas Foundation
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Influencing the Influencer
Level: Specialist
Track: Marketing and Communications
One of the most powerful tools in marketing is still word of mouth. Social media is where many of our ideal donors and consumers turn for recommendations and information. Through exploring Lurie Children's Social Media Ambassador Program, we will show how to harness the power of your social supporters, build a sense of community and provides engaging content for your networks to share. Join us to hear how we give everyone a chance to use their voice for kids.
Presenters:
Kary McIlwain
Senior Vice President, Chief Marketing & Communications Officer
Ann & Robert H. Lurie Children's Hospital of Chicago
Karyn Rowe
Manager, Digital Programs
Ann & Robert H. Lurie Children's Hospital of Chicago
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Let’s Get Engaged! Build Pipeline & Bring Donors Closer
Level: Specialist
Track: Annual Giving
One definition for Engagement is “a formal agreement to get married.” Whoa, slow down, we just met! Is this what our donors hear when we attempt to “engage” them with our organizations? Probably, sometimes. So, what’s the trick? How do we better handle the cultivation process, especially for those donors who come to us through digital channels?
The truth is, we have to treat it much more like dating, especially for the droves of first-time supporters who will form the donor base for our organizations, and whose top tier will become our next major gift investors. We must be intentional in building excitement with all who make that gift and help them feel the butterflies that resemble the early thrills of a new relationship.
Join us as we show you how to court your new donors to a fulfilling early relationship with your organization, even if they’re not quite ready to be engaged! Through a case study exploring Dayton Children's Hospital's digital Valentine's Day campaign, you'll see how these principles work in practice.
Presenters:
Adam Blanchard, MS, CFRE
Director, Donor Engagement
Dayton Children's Hospital
Jennifer Garcia
Digital Fundraising Specialist
Dayton Children's Hospital
Tara Mermis, MBA
Principal Consultant
Charity Dynamics
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Leveraging Health System Community Health Investments with Philanthropic Partner Giving
Level: Executive
Track: Chief Development Officers and Leadership
Health systems are often viewed as “funding anchors” of communities to address health factors such as housing, social isolation and food access. However, partners are needed at every level, from other anchors who will “co-invest” to those being served who can be a voice for others. In 2018, our system created a $9-figure “Fund” within our Foundation to address health factors influenced by social determinants of health, inviting proposals requiring community collaboration and co-investment to address major community health needs. The focus of our “Fund” was to engage community partners who would work with us to create measurable change around major needs in our state. In the process, we found a set of clear philanthropic opportunities to engage donors. Our session will walk participants through our case study and highlight how we utilized this system investment as a way to engage donors as partners in community health.
Presenters:
Crystal Hinson Miller, MA, CFRE
President
IU Health Foundation
Jami Marsh
Executive Director, System Philanthropic Strategy
IU Health Foundation
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Major Gift Fundraising During COVID-19: What to Change About Your Approach
Level: Specialist
Track: Major Gifts
COVID-19 has created significant challenges for your major gifts program. In this session, Bill Mountcastle shares thoughts, recommendations and guidance from 15 highly respected professionals. Bursting with practical advice for changing your approach to major gift fundraising, Bill's presentation will leave you energized and ready to implement key takeaways.
Presenter:
William J. Mountcastle, MPA
Founder & President
Health Giving
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Maximizing Board Fundraising and Engagement All Year Round
Level: Executive
Track: Chief Development Officers and Leadership
This session will provide strategies that can be immediately applied by philanthropy leaders to focus their boards on fundraising. Many chief philanthropy officers comment on the significant time commitments they make to lead their boards – often with limited results relative to actual fundraising. The session will start by sharing research data that supports why boards who understand their fundraising role are more effective. Then, we’ll provide concrete tools and techniques for philanthropy leaders to:
• Help board directors identify and map their key relationships and networks
• Revise board meetings so the content focuses directors on fundraising
• Train board directors on how to share the Foundation story and connect their network to priority projects
• Set deadlines to ensure accountability and follow through; and
• Implement a communication plan that engages board directors between meetings so we can accelerate our advocacy and fundraising progress year-round.
Presenters:
Nancy Bussani, MBA
System Vice President of Strategy & Governance, Philanthropy
CommonSpirit Health
Dan Murphy
Vice President & Chief Philanthropy Officer
Dignity Health Foundation - Inland Empire & Glendale Memorial Health Foundation
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Measure What Matters: Creating a Fundraising KPI Dashboard You'll Love
Level: Specialist
Track: Philanthropy Operations
Would clinicians at your organization prescribe a treatment over and over without measuring its effects? Of course not! So why do development teams so often fly blindly toward our fundraising goals without tracking what’s working? Join us for this interactive session to discuss creating a KPI dashboard for your organization that delivers real value to your whole team without any new software to purchase or learn.
Using Cook Children’s experience as a guide, we’ll walk through the process of selecting or developing metrics that really move the needle, designing an engaging dashboard that delivers value at a glance, updating regularly without distracting from other priorities, and continually improving based on the intentional collection of feedback. The data is telling your organization what to do! Your KPI dashboard should be the tool that interprets it so that it can consistently inform your strategic and tactical decisions.
Presenters:
Chase Robinson, bCRE-pro
Manager, Donor Database Services
Cook Children's Health Foundation
Kimberly McGinnis
Assistant Vice President
Cook Children's Health Foundation
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Meeting Them Where They Are At: Creating Corporate Philanthropic Partnerships
Level: Executive
Track: Corporate & Foundation Giving
It’s more important to corporations than ever that they support the community. It has also become expected that they do – by their employees, by their community, and by their customers. But, as companies look to engage deeper with their community non-profits, it’s often met with - will you buy a table at our annual fundraiser? Or how about sponsoring this other event? And met by, what do you get for this level? Can we have someone speak from the podium? How many seats do we get? While that works for some, others are moving away completely. They want more.
Is it possible to move beyond the transactional relationship? Is it possible to create partnerships where both the beneficiary and the benefactor find value? This session explores how creating long standing philanthropic partnerships with corporations is possible, using a case study from Virginia Mason Health System on their Corporate Partner Program.
Presenters:
Jeanne Jachim
President
Virginia Mason Foundation
Karin Huelsbeck
Senior Director
Virginia Mason Foundation
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Planned Giving - What You Need to Know to Know Enough
Level: Baseline
Track: Planned Giving
Let's face it. You do not want to be a planned giving officer, but you don't want to miss out on all the wild and crazy fun in the planned giving world, either. This session will give you what you need to know so you can help close more planned gifts, as well as look for opportunities. While you won't be a planned giving officer, you will know enough to make a real difference. We'll learn the difference between a bequest and codicil, and why CRUTs and CRATs and CGAs are helpful for you to know. More importantly, which most people don't know, is how all these share common traits and how learning about them may be easier than you think, and certainly worthwhile.
Presenter:
Wayne Olson, JD
Gift Planning Officer
Intermountain Healthcare Foundation
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Preparing for Diversity in Healthcare: Implications for Philanthropy
Level: Executive
Track: Chief Development Officers & Leadership
This presentation will stress the importance of understanding and managing diversity, equity, and inclusion (DEI) in the 21st century. DEI will be discussed in the context of healthcare philanthropy primarily focusing on the challenges of: 1) creating and sustaining a DEI workforce, and 2) promulgating culturally competent healthcare services and service delivery models and programs. Participants will get an opportunity to explore rationale for DEI and how they might vary by audience, explore the diversity in their service area, consider social determinants of health, and identify helping networks and other key informants with whom to collaborate.
Participants will learn how to:
1. Promote DEI among various stakeholders including prospective grantees and donors
2. View diversity as dynamic, geographically contextual, varied between and within groups, and that everyone is unique and diverse
3. Assess their professional organization’s strengths and weaknesses relative to serving and employing diverse individuals and communities
4. Identify organizations and other entities with whom to collaborate along their DEI journey
5. Understand DEI and cultural competence as developmental in nature, a variety of action areas they can pursue, and that one’s goal is to improve over time.
Presenter:
James Mason, PhD
Independent Health Consultant
Former Chief Diversity Officer
Providence Health & Services in Oregon
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QCDs: The Fastest-Growing Gift of the 2020s
Level: Specialist
Track: Planned Giving
Starting in 2018, Qualified Charitable Distributions (QCDs) have seen explosive growth among older donors, and are poised to become a dominant form of giving in the coming decade. This session will:
1. Help nonprofit leaders understand the macro-trends influencing the rise in this type of giving
2. Show never-before-seen data from 200+ nonprofits to give insight into what’s happening at other organizations
3. Share best practices from the highest performing nonprofits in order to help the entire sector improve its marketing
Presenter:
Patrick Schmitt
Co-CEO
FreeWill
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Strengthen the Core: Using a Team-Based Approach for Clinician Engagement
Level: Executive
Track: Major and Transformational Giving
MedStar Health has found success in their grateful patient program by thinking differently about their engagement methods through formal education across the system. This program will delve into the strategy behind the development of an educational model that has improved introductions to grateful patients, increased the amount of care provider partnerships as well as grow a culture of gratitude across the health system. Key factors that have led to the success of the approach are re-structuring the delivery of an educational presentation to clinical teams, empowering the philanthropy team to master the educational content, and creating a strategic series of content. The session will also cover the crucial pieces that have led to the creation of a Philanthropy Academy, including team input and collaboration, developing unified messaging and a review of tools that enhance provider engagement.
Presenters:
Leah Murray
Director, Philanthropy Education
MedStar Health
Ben Golding
President and Chief Executive Officer
Advancement Resources
Bruce Bartoo, CFRE
Senior Vice President and Chief Philanthropy Officer
Medstar Health
Leslie S. Matthews, MD
Medical Director and Chief of Orthopedics, MedStar Orthopedics
Director, Residency Program, MedStar Union Memorial Hospital
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The Donor Concierge Program: A Gift Accelerator in Healthcare Philanthropy
Level: Specialist
Track: Major and Transformational Giving
How did Hoag Hospital Foundation develop one of the nation's leading donor concierge programs? Hear one hospital's journey to developing a growing highly personalized donor stewardship program. Participants will learn how donor concierge programs accelerate the donor cultivation cycle and lead to increased numbers of major gifts, review a 10-step plan to starting or improving a donor concierge program, and learn how to overcome the five most common obstacles to starting a donor concierge program.
Presenter:
Susana M. Ertac, M.S.N., A.P.R.N. -BC
Senior Director, Benefactor Program
Hoag Hospital Foundation
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The Future is Now: How We are Using Technology to Rekindle Our Relationships Post-COVID
Level: Specialist
Track: Philanthropy Operations
The importance of relationships in fundraising was never clearer than in 2020. When the world pushed pause in mid-March, it was existing relationships that delivered donations, meals, and PPE. Fundraisers quickly shifted from fundraising to relationship building… logging 25% more donor contacts than 2019. In this session, learn how the Medical University of South Carolina leveraged their relationships to serve the community, the changes they made to their fundraising programs, and how they are solidifying relationships as they move into uncharted territory.
Presenters:
Kim Rich
Executive Director of Advancement Services
Medical University of South Carolina
Carrie Cobb
Vice President of Data Intelligence
Blackbaud
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The Rainbow Effect - Diversity and Inclusion in Medical Sector Fundraising
Level: Specialist
Track: Chief Development Officers and Leadership
Diversity and inclusion are often an afterthought when creating strategic fundraising plans, identifying prospective donors, and recruiting volunteers. This session provides a venue to learn fundamental tactics, hear from a senior fundraising executive and their donor who identify as LGTBQI+, sharing their life experience, the process of engagement, and working together.
Healthcare affects all people, so why is it that our boards, donors and volunteer sometimes reflect a more limited demographic? This session will assist learners to think about prospects and volunteers differently and allow attendees to hear directly from the donors and their fundraising partners. The panel will answer questions like “how do you identify LGBTQI+ prospects”, “what it is like to be one of the few openly LGBTQI+ philanthropists at your hospital”, and “how do you navigate within donor circles and with the staff”.
Presenters:
Candie Davidson-Goldbronn
Associate Senior Vice President
Children's Hospital Los Angeles
Jan W. Wood, CFRE
President and Chief Development Officer
Anne Arundel Medical Center Foundation
Shirley Knelly
Chief Compliance Officer
Luminis Health
Kevin Chase
Managing Partner
Kevin Chase Executive Search Group
Brad Sears
David Sanders Distinguished Scholar of Law & Policy
Williams Institute at UCLA Law
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The Woodstock Effect - Five Elements for Sustainable Engagement
Level: Specialist
Track: Donor Engagement/Donor Stewardship
As competition for engaged donors increases, philanthropic leaders in healthcare must look beyond the traditional tactics of donor relationship building and become adept and creative at establishing a community culture in their donor base, nourishing organic growth. This session provides the background on “Why” this approach works better as well as delivers on some of the best practices to shift our approach with our donor base.
Gain insight into the five elements for sustainable engagement that are essential to founding and growing a reliable community of donors - People; Shared Purpose; Shared Experience; Shared Resources; and Trust.
Presenters:
Robert Nolan, FAHP, CFRE
Vice President, Development
Pennington Biomedical Research Foundation
Sondra Lintelmann-Dellaripa
President
Harvest Development Group, LLC
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The World of Corporate Social Responsibility
Level: Executive
Track: Chief Development Officers and Leadership
As corporate social responsibility tactics evolve and the business impact of doing good in the world continues to grow, it is more important than ever for organizations to deliver partnerships that align with the goals of businesses. Through this session, you will understand the world of corporate social responsibility, how it has evolved, how it continues to change, new trends in the industry, and how it will change the role of business in society.
Presenters:
Kellie Tiner, CFRE
Director, Corporate Partnerships
Children's Miracle Network Hospitals
Julie Breckenkamp
Managing Director, Corporate Partnerships
Children's Miracle Network Hospitals
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You Made the Ask; Now What?
Level: Specialist
Track: Major and Transformational Giving
Discuss what you shoulda, coulda, woulda done to close that gift!
Because closing gifts is an obstacle for many fundraisers, I will present in this session an array of questions and tools a gift officer should ask himself/herself after the ask, which we often see as the pinnacle of our work, but is instead the beginning of the hard work to make sure our organizations are impacted by gifts that are received. Successful closing of gifts entails planning beforehand, thinking through various scenarios, and persistently and consistently following up in regular, expected and personal ways with the donor prospect. I will use the analogy of a hike, with the “summit” as the ask and the descent as all the all-important way to both “close the gift” and get back to the car safely! This will be a presentation with the chance for interaction around the concepts and tools, and to weigh in on the effectiveness of the approach I will be presenting, based on 35+ years of development and 10+ years of teaching. Takeaways will be a checklist of institutional tools helpful in closing gifts, an outline of step options to close gifts and how to remedy what “should have” done before the ask!
Presenter:
Lori Sweeney, M.Ed
Regional Director
Providence Foundations of Oregon