Tracks

Madison Institute Tracks

• Track 1 - Fundamentals of Resource Development

  Summary
  
  This fast-paced, highly participatory track provides an overview of skills and knowledge required within a comprehensive development program. A focus on personal gift solicitation is complemented by an overview of special event fundraising and annual, major and planned giving. Special sessions address board & physician giving and tax laws (separate sessions for U.S. and Canadian participants). Attendees also will gain an understanding of development structure, strategic planning, and how privacy laws affect fundraising.

  Who Should Attend

  This track is ideal for those who are new to fundraising—or for those who want to broaden their understanding of health care development. The Fundamentals of Resource Development track is a great foundational course that will help prepare participants for any of the other AHP Madison offerings in subsequent years.
  

  Curriculum

  
    Overview

  • Psychology of Giving
  • Case for Support
  • Strategic Planning
  • Development Structures
  • Privacy Laws
  • Fundamentals of Tax Law (U.S. and Canada)
  • Prospect Research, Cultivation and Identification
  • Planning and Budgeting

    Prospect and Donor Constituencies

  • Board Members
  • Employees
  • Physicians
  • Individuals
  • Corporations and Foundations

    Fundraising Tool Kit

  • Direct Mail
  • Tribute Giving
  • Recognition and Donor Clubs
  • Special Events
  • Capital Campaigns
  • Major Gift Solicitation
  • Estate and Planned Giving

• Track 2 - Annual Giving

  Summary
  
  Now featuring expanded and updated content in social media, metrics, grateful patient programs and tools for building a donor pipeline. This course is a comprehensive account of annual giving strategies, tools, skills and approaches for specific constituencies and other keys to success. Learn new skills, gather ideas and be inspired. Expert faculty and classmates share proven approaches you can use on the job to increase your fundraising revenue and to build a pipeline of donors for major, planned and campaign gifts. Walk away with tools you can use immediately at your organization to build or update your annual plan.

  
  Who Should Attend
  

  This track is for individuals who want to increase their expertise in annual giving, who have two or more years of fundraising experience or who have completed the Fundamentals of Resource Development track or a comparable introductory offering.

  
  What Will Be Covered

    Creating and Implementing a Successful Annual Giving Program

  • The Psychology of Giving
  • Elements of a Comprehensive Program
  • Annual Giving Critical Success Factors
  • Planning, Managing, and Evaluating Annual Giving
  • Privacy and Compliance (U.S. and Canada)

    Annual Giving Strategies and Tools

  • Direct Marketing 
  • Monthly Giving
  • Corporate Giving
  • Grateful Patient Programs
  • The Role of Digital
  • Support Groups and Community Organizations
  • Family Giving
  • Special Events
  • Commemorative Giving
  • Mid-level Donor Programs
  • Personal Solicitation

    Annual Giving Skills

  • Working with Volunteers 
  • Leadership
  • Donor Stewardship and Engagement
  • Strategies for Coordinating Annual, Major and Planned Gift Solicitation

• Track 3 - Elements of Major Gifts

  Elements of Major Gifts is currently full. Please email meetings@ahp.org for wait list information.

  Summary
  
  This course is a comprehensive journey through the world of major gifts, from concept to the practical application of knowledge for cultivation and solicitation strategies. Students will have the opportunity for one-on-one consulting time with faculty and will leave with individual action plans to implement immediately.  All students will work on a capstone project to be presented on the final day of class

  Who Should Attend
  
  This track is designed for anyone beginning their career in health care philanthropy, or just venturing into major gifts after having worked in other fundraising capacities or careers.  In addition, anyone who has been in the major gifts arena for a year or two and wishes to gain more confidence, this class is designed for you. 
  
  What Will Be Covered

    Introduction to Major Gifts

  • Defining the term, "major gift"
  • Exploring the difference between transactional and transformative giving  
  • What it takes to be a successful major gifts officer

    Donor Motivations and Clinician Engagement 

  • Understanding the role gratitude plays a motivating factor
  • How to build a prospect pipeline
  • How to build a network of philanthropy champions
  • Physician and clinician engagement 

    C-Suite and Volunteer Engagement

  • Working successfully with executive and volunteer leaders
  • Volunteer leadership roles and responsibilities

    Setting Priorities and Portfolio Management

  • Classroom activities will include reviewing prospect lists, pipelines and metrics

    Putting Theory into Practice 

  • Identifying and qualifying major gift prospects
  • Getting the appointment and bringing prospects to the table
  • Aligning prospects to compelling investment opportunities
  • Making the case for support
  • Inviting prospects to make a philanthropic investment (i.e. Making the Ask)
  • Negotiation and closing the gift

    Stewardship

  • Donor recognition
  • Personalized Stewardship

• Track 4 - Major Gift Initiatives and the Campaign

  Summary
  
  

  Your organization must decide on the best approach in enhancing your major gift program. This may include a capital campaign, but may necessitate a modified and target approach included in a mini-campaign or special (major) gift initiative. This Track is designed and presented by seasoned professionals who will guide you in determining what strategy is best for your situation and implementing the exact structure and plan for the greatest level of success. You will work through all strategic components of a major fundraising campaign—from the inception of the “big idea” to the celebration that marks the achievement of the goal and the effective stewardship of those who participate in your success. The Track emphasizes the evaluation of each participant’s own situation, and facilitates experiential learning through a series of workshops, group interaction and personal assessment and team exercises.

  Who should attend
  
  This track is designed for anyone at a health care organization who is either in the middle of, or contemplating the start of, a major fundraising initiative, including staff and administrative personnel, board members and key volunteers.  

  Overview
  
  This course curriculum explores in depth each of the following: 

  1. A New Way of Planning in the Changing Philanthropic Landscape
  2. Understanding the Essential Elements of a Winning Campaign
  3. Understanding the Necessary Mechanics
  4. The Importance of a Case Statement
  5. The Feasibility Study
  6. Identifying and Recruiting Leadership
  7. The Role of Staff, Board and Volunteers in the Campaign
  8. Stewardship Isn't Just Important; It's Everything. 
  9. Securing the Donor Visit and the Art of the Ask

• Track 5 - Advanced Skills for Major Gifts

  Summary
  
  This track will focus on successful leadership and problem solving skills to better motivate and engage health care CEOs, volunteers and, ultimately, the investor-type donor in your organization’s major gifts program. Participants are required to bring actual solicitation experiences and challenges for group case work discussions and solutions.  
  

  Who Should Attend

  Experienced health care major gifts officers (minimum of five years in a major gifts capacity) will explore the skills and processes required to expand and maximize their major gift program potential and their career path in today’s changing health care environment. While not a prerequisite, it is recommended that participants have completed the Major Gifts and Capital Campaign Tracks offered at the Madison Institute or similar course work. 
  

  Curriculum 

    Leadership

  • Successful Engagement Strategies at All Levels (Volunteers, Staff, Executive Suite) 
  • Problem Solving Challenges with Roles and Responsibilities
  • Creating an Enduring Culture of Integrated Major Gifts
  • The Changing Health Care Organization: Adapting Your Case and Plan 
  • Performance Measures and Metrics for an Overall Major Gifts Program for Staff and Volunteers

    Advanced Techniques and Skills

  • In-house Training 
  • Problem Solving Strategies from Securing an Appointment to Advisor Disagreements and More.

    Case work

    The Advanced Skills Major Gifts class is highly interactive. Time will be dedicated to sharing best practices. Each participant must bring case to work on throughout the week, as a significant benefit of the experience is incorporating the shared learning into your individual situation and plan.

• Track 6 - Planned Giving

  Summary
  
  

  This course explores the components of a successful planned giving program, offering an in-depth explanation of planned gift instruments (in both the United States and Canada) and their uses in funding major gifts. This year, understanding the impact of the Tax Cuts and Jobs Act of 2017 on planned giving will be an important benefit derived from attending this course.

  Emphasis will also be placed on ‘small shop’ program design and implementation, and the marketing of gift planning from the donor’s perspective. Walk away with practical tips and tools you can use immediately at your organization to build an effective planned giving program that will help attract, inspire and retain your most loyal donors.

  Who Should Attend
  
  This track is for individuals who have completed the Fundamentals of Resource Development program or a comparable introductory program; those with several years of fundraising experience; and those wanting to initiate a planned giving program or improve an existing one. 

  Curriculum

    Understanding and Managing the Planned Gift Instruments

  • Tax Aspects of Charitable Gifts Including Recent Updates (U.S. and Canada) 
  • Current Gift Options 
  • Deferred Gift Options 
  • Bequest Administration Practices 
  • Ethical Issues in Gift Planning 

    Marketing Planned Gifts

  • Donor-Centered Marketing -- Essentials 
  • Factors Motivating Planned Gifts 
  • Communicating Planned Gift Opportunities 
  • Identifying Gift Planning Prospects 
  • Cultivating Prospective Planned Gift Donors 
  • Asking for the Gift 
  • Building Endowment with Planned Gifts 
  • Planned Giving and the Internet 

    Gift Planning Program Opportunities

  • Common Myths about Planned Giving 
  • Preparing Your Annual Activity Plan 
  • Program Integration Opportunities 
  • Performance Goals -- Tracking, Managing and Reporting Planned Gifts 
  • Principles of Charitable Estate Planning 
  • Using Planned Giving to Solve Donor Estate Challenges 
  • Recognition and Stewardship of Planned Gift Donors

• Track 7 - Fundraising Management

  Summary
  
  

  Excellent fundraising skills are crucial for professional advancement, but each stage of a development officer’s career demands more and better leadership and management skills. This comprehensive, interactive program focuses on contemporary leadership and management strategies to prepare participants for the challenges of healthcare development executive.

  Who should attend

  You should attend if you have completed the Fundamentals of Resource Development program or a similar educational program, and have at least five years of management experience in fundraising.

  What we will cover

    Strategic Management of the Fundraising Process

  • Strategic Thinking 
  • The Strategic Development Plan 
  • Leading Strategic Change 
  • Application of the Strategic Fundraising Process

    Operational Effectiveness

  • Financial Analysis and Control 
  • High Performance Systems for Trustees and Staff

    Leadership Skills for the Development Officer

  • Leading Organizational Transformation 
  • The Politics of Fundraising for the Chief Development Officer 
  • Negotiating and Building Agreement 
  • Team Building for Fundraising Success
  • Leading During a Crisis

    Practical Applications

  • Making the Case for Health Care Philanthropy 
  • Resource Development Clinic

• Health System Philanthropy Residency Program

  Summary
  
  

  The Health System Philanthropy Residency Program is an 18-month, comprehensive examination and engagement in the concepts and practices of strategic and advanced philanthropy development for health care systems, grounded in experience and frameworks that can inform practice; and sharing of the competencies and knowledge required for successful senior development officers.

  Who Should Attend
  
  This customized executive training and knowledge-sharing program is specifically designed for health system professionals who work in or aspire to senior leadership positions. Ideal candidates will have at least five years of health care development experience, including significant experience managing a major development function, and will currently have supervisory responsibility.

  Application Process
  For 2017-18, the cohort is capped at 15 members on a first-come, first-serve basis. There is no application process, although registrants will need to submit a letter of recommendation from their immediate supervisor.
  
  Format
  

  • All sessions will be conducted in seminar format, with participants sharing issues and completing assignments for discussion with the group
  • The program will begin with two on-site days at the Madison Institute in July 2018 and will be followed by four in-person meetings (conducted over 1-2 days), and regular virtual meetings (two hours in duration) during the program period. The residency program will conclude at the AHP Annual International Conference in October 2019.

  Curriculum

  • Health System Development Architecture
  • Healthcare Finance
  • Performance Metrics & Standards
  • Managing Major Gifts in a Health System Development Program
  • Creating a Culture of Gratitude
  • Program Assessment and Strategic Plan Development
  • Fundamentals of Self-Management
  • HIPAA
  • Systemization's Effect on Philanthropy
  • Governance & Finance
  • Systems vs. Regional Programs
  • Human Resources Management
  • Leadership & Management Dynamics

  A unique element of the fellowship program will be the opportunity for participants to identify topics for focus and learning, as well as identify a term project which they will work on individually or in small groups and then present before the end of the program. During the final session (held in conjunction with the 2019 AHP International Conference), residents will make individual presentations, giving a summary of their learning during the program and specific elements related to their institution, and their role as a senior officer for philanthropy.
  
  Faculty

  The program will be taught by a distinguished faculty of current and former Chief Development Officers of some of the largest health systems in the United States.
  
  Tuition
  Tuition for the 18-month residency program is $7,000.
  
  Contact Info

  For additional questions about the program, contact Mike Corelli, Director of Education.