December 11, 2014
Association of Healthcare Philanthropy
The AHP E-Connect is published six times a year by the Association for Healthcare Philanthropy, 313 Park Avenue, Suite 400, Falls Church, Virginia 22046, (703) 532-6243.

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The Association for Healthcare Philanthropy endorses no opinion or sentiment expressed in or by the AHP E-Connect except by action of its Board of Directors.

Honored to serve

By David L. Flood
Chair, AHP Board of Directors

In October, I had the opportunity to connect with many of you at the AHP International Conference—and by the time it was over, I was honored to follow in a lineage of truly impressive leaders serving as chair of our great association. I realize I have a fair amount of work to do in keeping that winning streak alive.

It continues to be a tremendous privilege to work with such talented colleagues and staff in representing the 5,000 members that belong to the world’s largest association for health care fundraising professionals—each advancing philanthropy within their institutions and making a difference in countless communities across North America and beyond.
As you know, it has been a time of change and heightened ambition for our association. Throughout the implementation of several new strategic initiatives, AHP has called upon an increasing number of members to be more actively involved and move us forward.

I would like to acknowledge the dedicated individuals who currently serve AHP on the board, a committee or as ambassadors. In thanking our present volunteers, special applause also must be extended to past leaders who so impressively guided our strategic initiatives and planning during the last five critical years. AHP is fortunate and grateful for their honorable service and expertise in navigating an uncertain economic climate at the same time that dramatic changes redefined much of the health care landscape.

Our current strategic plan comes to an end in 2015 and has served AHP well with its focus on standards, knowledge and leadership. Under this plan, AHP reorganized its governance structure with a board today that is smaller in size but greater in focus on key strategic objectives; developed a Professional Pathway for career development; implemented a significantly improved Report on Giving and benchmarking program; enhanced our electronic connectivity and engagement through the AHP Huddle; launched successful new educational offerings such as Leading Forward and Big Ideas; and welcomed our new president and CEO, Steve Churchill.
As we begin 2015, I am excited to work with the members of our newly elected Board—Jory Pritchard-Kerr, FAHP, CFRE; Randy A. Varju, MBA, FAHP, CFRE; Sharon A. Jones, FAHP, CFRE; Mark Larkin, CFRE; Bridget Murphy, CFRE; and Pamela Puleo, FAHP, CFRE—to develop a new multi-year strategic plan that builds upon the bold new vision our association has embraced: creating an organization that represents today’s increasingly complex health care institutions facing growing financial challenges.
The strategic planning process will begin in January. As we develop the plan, we will call on a broad cross-section of our membership for input—whether through focus groups, surveys or personal conversations. Your involvement is essential, as we strive to create outcomes and future resources that precisely mirror the unique needs and opportunities you face or will soon be facing in your organization and in growing your career. We look forward to unveiling the new strategic plan by mid-2015.
It is truly an honor to serve as your chair alongside the outstanding board members you have elected. In doing so, I welcome hearing from you with questions, comments or to volunteer your talents to our association during this exciting time. You can contact me directly at
Wishing you and yours a happy, healthy and prosperous 2015.

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Take time to plan for success

By Steven W. Churchill, MNA
President & CEO

This often is the busiest month for nonprofit fundraisers, with the push for year-end giving and holiday events in full swing. At AHP, we wish you all the joys of the season and much success with your fundraising initiatives. We also want to remind you about AHP tools and resources to help you plan for a profitable new year.

December and January are a good time to reflect on the results of your fundraising programs and evaluate your organization’s performance, thinking about what worked and what didn’t as you prepare for the next fiscal year.

As you gear up for new campaigns, it’s useful to look at comparison data and see if your organization is on track for success. We just published the 2014 AHP Report on Giving for FY 2013, which provides detailed information on giving to health care institutions in the United States and Canada, including:

  • Sources of revenue and allocation of expenses;
  • Comparison data based on organization type, fundraising expense budget, number of FTEs and size of health care organization;
  • Key industry benchmarks on total funds raised, return on investment and cost to raise a dollar;
  • Annual trend data;
  • Fundraising practices and characteristics of high performing development shops; and
  • A performance scorecard to see how your organization compares with others in the survey.

Data from the AHP Report on Giving consistently shows that investing wisely in talent and compensating fundraisers fairly for their hard work and experience makes all the difference in generating high dividends for health care institutions and the communities they serve. In addition, organizations that emphasize major gifts, planned giving, government grants and public support are the ones that show the highest net returns.

If you are unsure of how to best use the data from the Report on Giving, be sure to check out our free new guide Improve Your Institution's Fundraising Through Metrics: A Sample Scenario highlighted in the article below. We often are asked about the differences between AHP’s three benchmarking tools—the AHP Report on Giving, the AHP Report on Giving Online Database and the AHP Performance Benchmarking Service. This guide walks you through the three tools and demonstrates how each can help you evaluate and advance your organization’s fundraising efforts.

Another valuable resource is the 2014 AHP Salary Report for the United States and Canada, free to AHP members. It provides detailed salary information for health care fundraising professionals based on institution type, gender, years of experience, geography and more. Use it to make sure your shop is competitive in the marketplace and retains the best and brightest staff.

As you reflect on what you want to accomplish in 2015, we hope you will take advantage of the many resources AHP has to offer. Our goal is to help you achieve your goals. Here is to a terrific new year and another opportunity to make a difference in the health of our communities.

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Tips of the Trade
Improve your institution’s fundraising through metrics

The following is an excerpt from AHP’s free new guide, Improve your institution’s fundraising through metrics: A sample scenario.

We are often asked about the differences between the three AHP benchmarking tools—AHP Report on Giving, AHP Report on Giving Online Database and the AHP Performance Benchmarking Service—and how to use them to help improve fundraising performance. This document uses a sample scenario to walk you through the three tools and to demonstrate how each might help you evaluate your organization’s fundraising efforts. To learn more about the three tools, visit

Why metrics?

To get to where you want to be, you need to know your starting point. AHP has collected benchmarking data since 2003, using consistent standards for measurement as published in the AHP Standards Manual. These data can help you assess where you are and provide starting points for discussion to identify goals for future growth.

If your institution is new to the AHP Report on Giving or AHP Performance Benchmarking Service, be sure to explore the definitions for different types of fundraising activity and fundraising costs presented in the AHP Standards Manual so that your comparison figures are as close as possible to the benchmark figures used in this paper, which are based on AHP survey responses that do use the standards.

What metrics?

Many institutions look at return on investment (ROI) or cost to raise a dollar (CTRD). These are helpful, but a recent study of AHP data identified several measures that characterize top performers. These are:

  • Net Fundraising Revenue.
  • Total Fundraising Expense, especially staffing levels and staff costs.
  • Extent to which program emphasizes major gifts.

These success factors are discussed further in the spring 2014 issue of Healthcare Philanthropy, in an article by Kathy Renzetti, CAE, and William McGinly, Ph.D., both of AHP; they are key metrics in AHP’s Performance Scorecard, which is provided in all three benchmarking tools.

How will this work?

This guide presents a hypothetical scenario and illustrates which data resources at AHP can provide useful benchmarks or metrics data.

The scenario

The CEO of City Hospital, Terry Asher, has asked the chief development officer, Chris Washington, to compare City Hospital Foundation’s fundraising performance with peer organizations and to propose approaches to improve the total amount raised.

This guide views the process from the CDO’s starting point and goes step-by-step through various questions and the available AHP resources for getting information.

To read more, download your free copy of Improve your institution’s fundraising through metrics: A sample scenario.

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AHP Educational Opportunities
Save the date for new AHP webinars in 2015

Check out the 2015 lineup for AHP Webinar Wednesdays. All AHP webinars are specific to health care philanthropy and provide valuable CFRE credits. Registration is opening soon.

Using patient data to leverage corporate and foundation gifts
January 22, 3:30-4:30 p.m. ET

Identifying major gift prospects: It's an art and a science
February 18, 3:30-4:30 p.m. ET

The psychology of giving: A journey inside the mind of your donor
March 11, 3:30-4:30 p.m. ET

Creating a grateful patient major gifts program from scratch
April 15, 3:30-4:30 p.m. ET

Capital campaign success for a small shop
May 13, 3:30-4:30 p.m. ET

Annual giving
June 17, 3:30-4:30 p.m. ET

Recruiting and retaining talent
July 22, 3:30-4:30 p.m. ET

Hot topic
September 16, 3:30-4:30 p.m. ET

How to engage millennials in philanthropy
October 21, 3:30-4:30 p.m. ET

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AHP eLearning – Major gift cultivation and solicitation

Understanding the principles of major gift cultivation and solicitation is essential for all resource development professionals. That’s why this topic is one of the fundamental educational programs offered through AHP eLearning opportunities. Other topics include medical staff solicitation, patient solicitation, making the case for resource development and more.

AHP e-Learning is an online training tool designed around core staff competencies to help you grow your programs and build your career. All courses provide CFRE points and can help you prepare for the CFRE and FAHP exams.

Sign up for the Major Gift Cultivation and Solicitation course or one of the many other topics available. Learn more about AHP eLearning today.

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AHP Professional Development
2015 Leading Forward Conference – Call for presenters

Help make the 2015 AHP Leading Forward Conference—May 31-June 2 in San Diego, Calif.—an exceptional learning opportunity for CDOs, directors, managers and other leaders in health care philanthropy. We are currently looking for content experts to:

  • Help foster an intellectual and creative community.

  • Discuss and challenge current thinking about the nuances of health care fundraising.

  • Delve deep into the skills needed to manage and lead a team successfully.

  • Address topics such as recruiting and retaining talented staff and board members; elevating philanthropy at your institution; metrics for staff performance and communicating them to the C-suite; enhancing "executive presence;" coaching and mentoring next-generation leaders; and more.

Get all the details and submit your speaker proposal HERE. The deadline is December 19.

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Call for journal articles

Got a great story to share? We want to hear
from you

AHP is looking for insightful articles on all aspects of health care development for the fall 2015 issue of Healthcare Philanthropy. If your article is published in the journal, not only will you have the opportunity to share what you’ve learned with colleagues, you’ll also have a peer-reviewed article to cite on your list of professional accomplishments.

The deadline for fall 2015 article submissions is March 23. Learn more about the submission guidelines.

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AHP Member Resources
2014 AHP Report on Giving for FY 2013

Looking for industry benchmarks on total funds raised, return on investment and cost to raise a dollar? AHP’s latest Report on Giving provides these key metrics, as well as industry trends and performance comparisons based on institution type, number of FTEs and sources of funds raised. There’s also an analysis of High Performers and the AHP Performance Scorecard to see how your organization compares with others in the survey.

Order today.

New this year:

  • Improve Your Institution's Fundraising Through Metrics: A Sample Scenario — A FREE guide to help you get the most out of the Report on Giving and learn more about using the new online database. Download from the AHP website.

  • AHP Report on Giving Online Database — Gives you the ability to delve deeper into the data and run numerous custom reports based on comparison groups that you create. Learn more.

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A great holiday gift for colleagues

AHP's new book, Redefining Healthcare Philanthropy, brings together industry thought leaders on critical topics including:

  • Right-sizing investment in the fund development program
  • Achieving strategic alignment with the health care organization
  • Leveraging physician engagement in grateful patient fundraising
  • Optimizing major gifts fund development through process
  • Using benchmarking to drive better performance
  • Fostering high impact board engagement in advancing philanthropy

A must-have for progressive fund development professionals, the book examines strategic issues in a way that is approachable and understandable and provides specific tools and tactics for implementation.

Order by December 15 for holiday gift giving or purchase a copy for yourself. It's a great value at $24.95.

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AHP Membership Survey – We need your input

Remember to take a few minutes to complete the 2014 AHP Membership Survey. Let us know what you think so we can provide services and programs that exceed your expectations now and in the future.

Please take the survey today:

Thank you!

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AHP Member News
AHP welcomes the 2014-2015 Board of Directors

The 2014-2015 AHP Board of Directors (from left): Bridget Murphy, CFRE, Director; Mark Larkin, CFRE, Director; Jory Pritchard-Kerr, FAHP, CFRE, Vice Chair; Steven W. Churchill, MNA, President & Chief Executive Officer – Ex-officio; David L. Flood, Chair; Randy A. Varju, MBA, FAHP, CFRE, Secretary/Treasurer; Pamela Puleo, FAHP, CFRE, Director; Sharon A. Jones, FAHP, CFRE, Director.

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Congratulations to AHP's newest CFREs

Congratulations to the following AHP members who recently passed their CFRE exam.

Please note: The listing below includes AHP members who passed their CFRE exam from August-September 2014. The listing is provided by CFRE International and is based on certificants who self-identify as AHP members when they sit for their exam and who are currently AHP members.

Michele Jacobs, CFRE
Major Gifts Officer
Martin Memorial Foundation
Stuart, Fla.

Ada Kirven, CFRE
Executive Director
Sheridan Memorial Hospital Foundation
Sheridan, Wyo.

Kara Muchow, CFRE
Regional Development Director
ThedaCare Foundations
Appleton, Wis.

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AHP Foundation News
2014 Annual Fund – Help your colleagues and your profession

We want to send a special thank you to all who have supported the 2014 Annual Fund this year. If you haven’t had a chance to contribute yet, the campaign ends December 31 so there’s still time to make a gift and help make a difference!

The success of the 2015 scholarship program relies on your support.

We cannot do it without you. The 2015 scholarship application will be posted online by the end of December and making a donation now will help provide scholarships for colleagues who don’t have the funds to participate in professional development.

Please make your gift today. Thank you!

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AHP Government Relations
Legislative and regulatory updates

United States

House votes against bill to permanently reinstate charitable giving incentives

The House voted today to reject legislation that would permanently reinstate three expired tax incentives for charitable giving. The Supporting America's Charities Act (H.R.5806) includes the IRA charitable rollover, the enhanced deduction for donating land conservation easements and the enhanced deduction for donating food inventory.

A separate bill (H.R. 5771) would restore the tax incentives for 2014 only. The House has passed that measure, which is awaiting a Senate vote.

We encourage you to contact your Members of Congress and let them know that you support efforts to make these giving incentives permanent. To learn more about how you can help, log in to AHP Now.


Stretch Tax Credit for Charitable Giving – Contact your MP by December 12

Imagine Canada has been spearheading a campaign to reach out to Members of Parliament regarding the Stretch Tax Credit for Charitable Giving. They are in the final “stretch” and need your help to ensure that as many MPs as possible hear about the Stretch Tax Credit before the winter break on December 12.

Contact your MP today and let him or her know why the Stretch Tax Credit is important for your organization and your community.

Reduced credit card transaction fees

In November, the federal government announced a voluntary agreement with MasterCard and Visa for the reduction of interchange fees paid by merchants when they accept payments by credit card. On average, the fees for all merchants will be reduced to 1.5 percent of the transaction value. The new rates will take effect on April 1, 2015.

Charities will benefit from steeper reductions than other merchant categories. Learn more.

Source: Imagine Canada

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AHP Career Center
Find or post health care development jobs

The AHP Career Center is your source for finding and posting health care development jobs.

  • Job Seekers – Use the advanced search tools, sign up for job alerts and post your resume.

  • Recruiters – Post jobs quickly and easily and search the resume bank. Get extra visibility by featuring your job in the AHP E-Connect or in AHP Today.

Whether you are looking for a new job in health care philanthropy or the perfect candidate to fill a position in your development office, visit the AHP Career Center today.

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AHP Calendar of Events
Upcoming AHP conferences

Mark your calendar now for future events:

2015 AHP Convene Canada:
Addressing Canada's Unique Health Care Philanthropy Environment

April 29-May 1, 2015
Vancouver, British Columbia

2015 AHP Leading Forward:
The AHP Leadership Conference

May 31-June 2, 2015
San Diego, Calif.

2015 AHP Big Ideas in Health Care Philanthropy:
The Art and Science of the Profession

June 28-30, 2015
Austin, Texas

2015 AHP Madison Institute Certificate Program
July 11-16, 2015
Madison, Wis.

2015 AHP Annual International Conference
September 30-October 3, 2015
Orlando, Fla.

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