CDO Only Forum

1:00 PM - 5:00 PM

This interactive facilitated forum will dive into topics that keep you up at night. The workshop is designed to be a safe place where tough issues can be discussed candidly among peers. The CDO Forum is open to chief development officers, executive directors and other senior-most philanthropy professionals.
(additional registration required) 

Health System Development Forum

1:00 PM - 4:00 PM

Moderator:
James DeLauro, PhD, Principal, DeLauro & Associates Consulting

Presenters:
Elizabeth Doherty, Director, Special Initiatives, New York-Presbyterian
Kevin Duggan, President, Mercy Foundation, Dignity Health
Drew Gagner, Vice President and Chief Philanthropy Officer, St. Joseph’s Foundation of San Joaquin, Dignity Health
Devin Gross, Director of Development Administration, New York-Presbyterian
Mary Hendricks, CFRE, Director of Philanthropy Operations, The Foundation for Barnes-Jewish Hospital, BJC HealthCare
Keevan Kosidowski, Vice President, Regions Hospital Foundation
Jennifer Smith, Senior Executive Director, Riverview Medical Center Foundation, Hackensack Meridian Health Network

A free pre-conference session for anyone involved in managing a health system development office. This session will feature presentations by those completing the 2017 – 2018 AHP Health System Philanthropy Residency Program. For the past 15 months, graduating residents have been engaged in developing in-depth projects addressing a specific need of their health system. Presentations will address issues like integrating previously separate foundations, planning centralized back office services, health system goal setting to build team unity, and adapting an academic clinical partner program to a community health system.    

Cost: FREE

Sharp HealthCare On-Site Visit

8:00 AM - 11:30 AM

This behind-the-scenes look into a high-performing philanthropy program gives you the opportunity to experience a “half-day in the life” of the Sharp HealthCare Philanthropy Team. You’ll learn about Sharp’s team approach to philanthropy (major gifts, annual giving, donor development and stewardship, and operations); view real-time information (research, communications, team meeting information), explore Sharp’s extensive work in e-philanthropy, and discover how Sharp engages allies in philanthropy, such as executives, physicians, and board members. The visit may also include a brief tour of the Sharp campus in San Diego. Limited to 35 participants.

Presenter: Bill Littlejohn, CEO & Senior VP, Sharp HealthCare Foundation
and the Sharp Philanthropy Team

Cost: $195 members / $395 non-members
Included: Round-trip transportation between the conference hotel and Sharp HealthCare; continental breakfast at Sharp

(additional registration required)
Note: This session is currently full. Please contact meetings@ahp.org to be added to the waitlist. 

Show Me the Money: Counting vs. Accounting

Melissa Coleman, Senior Executive Director, Development, Cedars-Sinai Medical Center
Ken Massey, Senior Associate, Bentz Whaley Flessner

In the midst of uncertainty caused by shrinking profit margins and limited resources, C-Suite interest in and reliance upon cashflow generated by Development shops has never been greater. As nine- and ten-figure campaigns are becoming the norm, there is a growing need to be able to reconcile and explain any differences between campaign counting and reporting and internal financial accounting and how those differences relate to total dollars raised and cashflow. As a result, while it’s easy to say 1) we need to raise more money or 2) our fundraising efforts are not generating enough cash, the process of evaluating our programs and identifying opportunities to make our programs more productive can be challenging.

Building Bridges Between Silos: A Case Study

Susan Dolbert, President & CDO, Providence Foundations, Los Angeles
Sally Bryant DeChenne, President & CEO, Bryant Group

It has been said that the team is the ultimate tool for success. And yet, “silos” are inherent in advancement teams: major gifts, annual giving, communications and marketing, and advancement services teams all must work together seamlessly for maximum results. Join us for a case study in building bridges between silos and how Providence Foundations, Los Angeles is changing the way advancement works - together.

Building Campaigns Around Non-Building Projects: Raising Money for People and Programs as the Landscape Shifts

Jay Angeletti, President, The Angeletti Group
Joe Stampe, President/CDO, Meridian Health Foundations
Karrie Borgelt, Senior Vice President, Development, Mainline Health

The hospital buildings are complete; you've named everything. Your CEO tells you the future is all about people, programs, and "one-stop" shopping ambulatory centers. And these ambulatory centers are miles away. She/he wants you to raise money for Virtual Centers..? And leased spaces..? What's a CDO to do? How do you transition your donors from funding capital projects to virtual programs? Join this fast-paced discussion including examples from hospitals and health systems that have succeeded. Please bring your experiences, too.

Leveraging Content Marketing to Cultivate Donors

Sylvia Ameen, VP of Marketing & Communications, Johns Hopkins All Children's Hospital
Jason Skinner, Chief Marketing Officer, True North Custom

Last year, nearly 90 percent of healthcare organizations used content marketing — and hospital and health system foundations are among the leading adopters of content to support donor acquisition strategies. This presentation will illustrate how leading healthcare brands are leveraging content marketing to connect with donors and drive increased giving to advance their organizations’ mission. Along with actionable strategies, the session will feature a case study from Johns Hopkins All Children’s Hospital where the marketing and foundation departments are collaborating on a custom publication titled For the Kids. Since the publication launched more than two years ago, For the Kids has become an integral part of the Johns Hopkins All Children’s Foundation brand identity, community engagement and fundraising efforts.

Extending the Tenure of High Performing Development Officers

Matthew Lang, CFRE, Executive Director, Hackensack Meridian Health Ocean Medical Center
Matthew R. Broadbent, Associate CDO, Intermountain Research & Medical Foundation

You’ve posted, you’ve searched, you’ve hired,and your development officer is producing. This session covers key insights that will help you best grow and retain your star performers, who hold the relationships crucial to your success.

Leverage Employees' Love for Your Organization

Lyndsey Richards, Development Officer, Sharp HealthCare Foundation
Andrea Landis, Senior Specialist, Communications, Sharp HealthCare Foundation

Engage more employees in active and generous giving to your organization by redesigning communications and vehicles that make philanthropy simple and speak to them. Leaders of Sharp HealthCare’s Employee Giving program and communications across the 16,000-employee system will share the ways their team has optimized traditional and digital tools to increase the number of employees authentically engaged in giving.

Philanthropy 2028: What You Need to Know

Debra Gill, FAHP, CFRE, MPA, VP/Director, Western Division, Ghiorsi & Sorrenti, Inc.
Panel Participants:
Bill Littlejohn, CEO and Senior VP, Sharp HealthCare Foundation
David Flood, President, Intermountain Foundation
Susan Dolbert, PhD, President & CDO, Providence Health Foundations, Los Angeles Region
Alison Sadler, VP, Philanthropy Operations, Sutter Health

Philanthropy has changed dramatically in recent years and technology has driven much of the transition. This facilitated panel discussion will seek insights from leaders in healthcare philanthropy on the current state of the profession, anticipated changes going forward, and key success factors for foundations of all sizes. Topics will include technological advancements, data management, human resources, demonstrating impact, health industry issues and, importantly, the evolution of donor relationships. Bring your questions and your curiosity!

Recruitment Overhaul

Trish Dumlao, Development Recruitment Manager, University of California, Davis
Beatrice McCrea, Development Recruitment Program Lead, University of California, Davis

Are you having a difficult time attracting and recruiting top, talented development officers? It might be time to start looking at your recruitment process. UC Davis Development and Alumni Relations (DEVAR) Recruitment team will share how they went about overhauling their MGO recruitment process from posting, recruiting to onboarding.

Navigating the Pathway to Systemization

Mark McCampbell, Senior VP, Strategic Partnerships, Advancement Resources

Panelists: 
Bruce Bartoo, Senior VP & Chief Philanthropy Officer, MedStar Health
Donna Budak, Executive Director, Seton Williamson Foundation
Shannon Duval, President & CDO, Catholic Health Initiatives National Foundation

What are the benefits of collaboration in fundraising? How can we get the advantages of shared resources, thought partnership, and strategic alignment while ensuring community needs are met? Join Mark McCampbell and a panel of industry leaders as they explore how the philanthropic function can best be organized in foundations that are part of a system. Learn their answers to key discovery points and leverage their experiences to guide your own optimal systemization strategy.

Capturing the Voice of the Patient Through Philanthropy: Scripps Health's Approach to Fundraising and Patient Storytelling

John Simpson, President, Digital Health Strategies
Christy Clay, Senior Director, Brand Strategy & System Marketing, Scripps Health

In this session, attendees will see an interactive case study to learn about Scripps digital-first approach to revamping their Grateful Patient program in order to more effectively engage their patients, encourage them to share their personal stories and inspire them to give. Attendees will take away best practices and tools from this program that has generated nearly 700 stories, publicly recognized hundreds of employees and helped double online revenue.

Evaluating Event Fundraising: Beyond the Numbers -- A Case Study of the Northern Arizona Healthcare Foundation

Heather Ainardi, Manager, Special Events, Northern Arizona Healthcare Foundation
Richard A. Smith, Ed.D., President & CEO, Northern Arizona Healthcare Foundation

Are you getting the most out of your current fundraising events? Do you have the right mix of events? How are you using the participant information collected? The Northern Arizona Healthcare Foundation recently completed a comprehensive evaluation of their fundraising events which included revenue goals, sponsorship inventory, staff time, advisory committees, and more. Take away tips on how to review your special events for use in your Foundation operations.

Transcending the Charity Mentality: From Major Gifts Fundraisers to Community Thought Leaders

Anne-Marie Newton, Associate Director, SickKids Foundation
Ayala Beck, Associate Director, Major Gifts, SickKids Foundation

As charities become more sophisticated businesses, there is opportunity to grow from traditional major gifts fundraisers to key players in a rapidly transforming culture and economy. Join us to discuss the evolution of a children’s hospital foundation from sentimental favorite to recognized innovator across multiple sectors. This session will examine case studies of strategic initiatives that are transforming how major donors engage with, champion and increase revenue for Canada’s largest healthcare charity.

Building a Concierge Medicine Program from Scratch to Start

Laura Bickle, Director, Development Communications, Einstein Healthcare Network
Carol Parlin Prushan, Vice President & Chief Development Officer, Einstein Healthcare Network

Einstein Healthcare Network's Board requested a concierge medicine program be developed to provide access and navigation of our health system. Through careful and deliberate conversations and collaborations between development and many other areas of the network, we built and launched a customized program for Board and donors. This program will cultivate long-term relationships ultimately benefiting philanthropy. Within the first 6 months we have seen more than 50 referrals and expanded the program.

Underexplored Major Gifts: Elevating the Grants Function Across a Health System

Katie Tiernan, Executive Director, Grants, SCL Health, Inc.
Kristi Keolakai, MPA, MSW, Philanthropic Operations Manager, Colorado Health Access Fund, The Denver Foundation
Jim DeLauro, PhD, Principal, DeLauro and Associates

As U.S. health organizations explore systemization of fundraising functions, philanthropic grantseeking is frequently—and mistakenly—forgotten. Smaller and regional systems must learn how to leverage strategic grantseeking to launch philanthropic and operational priorities. Through a case study of the SCL Health’s own grantseeking systemization, including feedback and guidance from grantmakers and organizational consultants, the session explores research and best practices in developing a highly-efficient and effective grantseeking program for regional health organizations.

Our Journey with Physician Champions: Successfully Building a Culture of Gratitude that Inspires Philanthropy

Aaron Piccirilli, VP of Philanthropy Initiatives, MedStar Health
Dennis Narango, VP, Transformational Philanthropy, MedStar Health

The session will explore physician engagement through the evolution of MedStar Health’s innovative gratitude model. Participants will explore how focusing on patient gratitude in engaging clinicians can build trust, further collaboration, and increase philanthropic investments. Discussion topics will include educating our clinicians in the gratitude model, strategies to encourage grateful patient referrals, and tactics to help further shift the culture.

The Impact of a Donor Accountability Office: Leveraging Past Gifts to Raise More Money in the Future

Tom Wilson, Vice President, Campbell & Company
Beth Ratzlaff, Director, Accountability & Stewardship, University Hospital Foundation
Joyce Mallman Law, President, University Hospital Foundation

Your team secured a significant gift of $100,000, $250,000, or $1 million. For the MGO, the job is done. Now, the internal work of accountability begins—gift agreement with donor and medical center; monitoring funds; assurance the project is done well; stewardship reports back to donor, Board, annual report, and website. Somebody needs to drive the work and learn the internal languages to assure this investment sets the stage for optimal donor reporting and engagement.

Strike it Rich: Finding, Retaining and Partnering with Volunteers

Cindy Woolley, Foundation Relations Manager, Intermountain Healthcare Foundation -- Primary Children's Hospital
Nichole Ball, Annual Fund Specialist, Intermountain Healthcare Foundation

This session will give examples and insight into recruiting volunteers. It will help fundraisers by giving ideas on how to cultivate relationships with volunteers and increasing longevity in their volunteer programs. This session will also help give fundraisers ideas on how partner with volunteers by giving them a level of ownership. Using sample models from Intermountain Foundation at Primary Children’s Hospital and best practices this session will explain how they use large volunteer groups to accomplish fundraising efforts. Primary Children’s Hospital has a volunteer board of 87 people working to put on an event called “Festival of Trees” for over 100,000 people, raising $2.7 million, and overseeing a larger volunteer force of 30,000 volunteers through-out the week of the event. They will also give examples of working with a 67-person volunteer board for their corporate and community development effort. This volunteer board helped the hospital raise $2.9 million in 2017. Using these examples and best practices this session will help build for organizations collaborative, reliable, and a happy volunteer base that will give to their organization a level of commitment and productivity that is invaluable.

Market Mastery: Harnessing the Hospital and the Campaign Brand

Kary McIlwain, Chief Marketing and Communications Officer, Lurie Children's Hospital of Chicago

Traditionally, hospitals have set up different teams to manage and market two different brands: the hospital brand vs the fundraising brand. But the greater power rests in bringing these two brands under one master. In this session, you will see how there is great efficiency and fundraising effectiveness when teams are combined under the Foundation and two brands are managed as one unified brand to drive objectives for both hospital growth and campaign success.

Top Ten Problems Solved by Business Intelligence

Adam Gafke, CFRE, Executive Director, Development Relations, Hoag Hospital Foundation
Nadine Francis, Senior Director of Advancement Services and Information Systems, Pomona College

Finite resources, limited staff, inefficient processes and inadequate reporting are just some of the challenges that can hinder an organization from achieving its full potential. Learn how one AHP High Performer uses Business Intelligence to solve these common problems and maximize productivity.

From the Ground Up: Building a Major Gift Pipeline by Engaging New Communities

Leonard Nolasco, BA, PMP, Manager, Major Gifts, SickKids Foundation
Ashley Smith, Manager, Major Gifts, SickKids Foundation

New fundraisers joining organizations with well-established programs and pipelines face the challenge of building a portfolio from scratch. This session will help new fundraisers think outside-the-box to bring innovative ideas and engage un-tapped donor communities to their organization. Participants will learn and share unique ways of building a pipeline after all the low-hanging fruit has been picked.

Home is Where the Heart (And Your Grateful Patient) is!

William Mountcastle, MPA, President and Principal Consultant, Health Giving
Bridget Murphy, CFRE, Chief Philanthropy Officer, Visiting Nurse Association Health Group

Presenters review factors driving tremendous growth in home health, palliative medicine, and hospice services, the impact on traditional healthcare fundraising, and what is needed to successfully navigate the immense changes underway in healthcare, especially in terms of demand for high quality home health and hospice care. We will discuss innovative approaches to fundraising for affordability and access; choice of setting; quality of life; support for family caregivers; and effective transitions between hospitals, rehab facilities, nursing homes, and homes.

Why Limit Your Profits to Ticket and Table Sales? Change Your Model to Having the Right People in the Room With an Exclusive Invite to Events

Katherine Dennehy, Manager, System Gift Programs, Mission Health Foundation
Angela Anderson, Manager, Resource Development Logistics and Operations, Mission Health Foundation

This session will equip you with a model to change your event structure by making it invite only and letting your volunteers own the process for filling the room with only the highest capacity individuals. This model took our health system from raising $400,000 per event to over $7 Million dollars in a single event. This session is guaranteed to radically change your events.

Are you the Philanthropy Leader you Aspire to Be? 

Lori Counts, CFRE, Principal Consultant, Accordant Philanthropy
Julie Cox, CFRE, FAHP, Vice President & CDO, Department of Development, LifeBridge Health

You have been promoted to the top leadership spot because you have proven to be an excellent fundraiser. However, it is simply not enough to be a seasoned executive when leading as a dynamic member of the c-suite. What makes a true philanthropic, strategic leader? In this session, we will examine several leadership characteristics of past Si Seymour Award winners and CDO Top Performers. We will explore practical techniques that will take you past being an effective leader to being an exceptional leader.

Funding the Eldercare Tsunami: Adapting Traditional Practices to a Non-Traditional Campaign

Jan Wood, CFRE, President & CDO, Anne Arundel Medical Center Foundation
Robert Rice, Principal and Managing Director, CCS Fundraising

Aging patients are having a transformational effect on hospitals in the U.S. and around the world – the tsunami of aging patients living longer and presenting more complex illnesses. How will hospitals care for patients and families, especially when care is “social and support?” More important to fundraisers, how will health systems support care rarely covered by reimbursement? Learn how one health system innovated and adapted traditional best practices and implemented a successful campaign funding eldercare.