February 19, 2016
Association of Healthcare Philanthropy
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Connect, share and learn

By Steven W. Churchill, MNA
President & CEO

Whenever I speak with members about the value of AHP membership, the two things that stand out are knowledge and community: knowledge you can’t get anywhere else, and the ability to connect, share and learn with others in the health care development community.

According to AHP member Amy Day, vice president at Presence Health Foundation in Chicago: “There are so many smart folks across this country in health care fundraising. AHP can bring those folks together, allow us the opportunity for collaboration, inspire us with our shared experiences and goals, and certainly give us those resources—those leading practices—that are going to help put tools in our toolkit to really be the best we can be in our respective organizations.”

Adds Ashley Nall, assistant director of annual giving at All Children’s Hospital Foundation in St. Petersburg, Fla.: “I can’t talk enough about the value of connecting with my peers and convening together at conferences. It’s the number one reason I attend. It’s the number one reason I want those who work with me and for me to attend conferences, because you’re making these connections that will help transform your career.”

These comments are timely as we head into spring and the start of AHP’s face-to-face meetings. There are many options, so you are sure to find one that meets your professional needs:

  • AHP Big Ideas is not your usual conference. It's more like an idea incubator that explores fresh and innovative approaches to health care philanthropy.

  • AHP Leading Forward is for CDOs, directors, managers and other senior-level professionals. It delves deep into the knowledge needed to lead successful programs.

  • AHP Convene Canada provides Canadian members with information targeted to their unique health care philanthropy environment.

  • The AHP Madison Institute Certificate Program offers five days of intense study in a university setting—with seven course tracks, expert faculty and the opportunity to develop a close professional network that will last your entire career.

  • AHP’s Annual International Conference is the largest gathering of health care development professionals in the world. It has a dynamic education program and plenty of opportunities to connect and share ideas with colleagues.

When you attend AHP conferences, you join an open, helpful and incredibly creative community of health care development professionals. “Fundraisers are like no other profession,” says Jory Pritchard-Kerr, FAHP, CFRE, vice chair of the AHP Board and executive director at Collingwood General & Marine Hospital Foundation in Ontario. “They don’t keep secrets close to their hearts. If they have something that works really well in their organization, they want to tell the world and they want to help you be better. So this is the place that those people who are passionate gather, and they talk to one another and learn from one another.”

I encourage you to attend an AHP conference this year. It’s a valuable opportunity to connect, share and learn strategies that can make a difference in the success of your program and your career.

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Tips of the Trade
Keep an eye on the prize for major gifts

The following article is based on an AHP webinar presented on January 20, 2016, by Thomas Garrow, president of the Garrow Company, and Jeanne Jachim, president of the Virginia Mason Foundation in Seattle.

Donor-centered philanthropy endeavors to shift prospect cultivation toward the interests of donors rather than the needs of the organization seeking the donation. A donor-centered process can lead to larger gifts and more repeat gifts because it more fully engages and fulfills the donor’s need for recognition and desire to positively affect matters that are important to her or him.

In their recent AHP webinar, Tom Garrow and Jeanne Jachim present an approach to donor-centered philanthropy that emphasizes the value of uncovering what they call “The Prize.” Garrow describes the prize as “that experience of personal attention, demonstration of how much particular people (hospital CEO, doctor, nurse, etc.) value the donor as a person, public recognition and/or proof of impact that combine to reward the donor for making a gift.”

The prize is not material. It recognizes that  philanthropy is a behavioral response to a set of needs, ranging from pure altruism to various degrees of self-interest—including the need for friendship, the need for recognition or the need to fulfill a sense of obligation to give back to the community.

Pull vs. push

Jachim characterizes this tactic as a “pull-system”—somewhat akin to the customer-centered experience of shopping in a grocery store—as opposed to traditional moves-management steps by which fundraisers try to push prospects to a point where a solicitation can be made.

“You start with this notion of what does the donor ultimately want to get to—what is their prize—and then you work backward,” she says, “so that you’re saying: What would it take to increase this person’s passion and engagement based on their own personal interest?”

To give structure to this approach, Jachim and Garrow draw on two complementary management methodologies: “LEAN” and “Design Process.” Both originated in the manufacturing and construction industries, but today are finding applications in a host of enterprises—from education and health care to philanthropy.

LEAN focuses on increasing quality and safety, increasing customer satisfaction, decreasing cost, eliminating waste and increasing staff satisfaction by reducing the burden of work. As applied to major gift cultivation, LEAN calls for achieving customer satisfaction by ensuring that the donor’s interest—the prize—is always the central driving factor.

Keeping one’s eye on the prize streamlines the prospect cultivation process. It empowers the major gifts officer (MGO) to more effectively customize and create a plan because what the donor wants has been clearly identified.

Identify unmet needs

So how do we discover the donor’s unmet need (the prize) so we can satisfy it? That is where the “Design Process” comes in—a methodology that starts with understanding and observing a situation, then leads to formulating and testing ideas and prototypes.

The phases of the Design Process proceed on a continuum. For the MGO, this begins by taking steps to understand and observe the behavior of potential donors, as well as gain insight into their points of view, who they are and what they care about. This calls for face-to-face meetings with the purpose of engaging, understanding and inviting prospective donors to take a next causal step in developing a deeper relationship.

Besides providing insight (ideation) into what might delight prospects if they make a gift (their prize), this knowledge helps determine if their giving capacity and interest actually warrant further action. Can you create a “causal path” that leads to a major gift?

If so, the next phases involve generating ideas for further engagement (ideation/prototyping/testing); summarizing progress; and providing detailed information about aspects of the hospital’s programs that interest potential donors, including visits and meetings with key players (physicians, director of medical programs, CEO, etc.).

Develop a plan

A key aspect of the LEAD and Design Process involves systematically documenting observations, steps taken and steps planned. Garrow suggests creating a strategy story board with panels for key players and their related causal moves, as well as dates for when each "scene" should occur.

At Virginia Mason Foundation, MGOs use a “prospect readiness” check list to ensure they cover information about each prospect’s background, interests and resulting “causal interactions.” They also carefully account for each action they plan to take with the prospect that leads up to the invitation to give.

Jachim and Garrow point out that MGOs often experience pressure and anxiety because they feel they are working alone at their craft. These written plans, or “iterations,” provide a structure for MGOs to collaborate and share plans and ideas with colleagues, hospital staff and foundation leadership.

By pursuing the donor-centric route, MGOs can increase the likelihood of delivering immense satisfaction to the donor (the prize) and securing significant major gifts for the institutions they support.

Editor’s note: If you would like to learn more, a recording of this webinar is available for purchase. Also, take a look at upcoming AHP webinars.

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Educational Opportunities
NEW webinar – A multi-channel approach to annual giving

March 16, 3:30-4:30 p.m. ET

Annual giving is where many donors begin their philanthropic journey with an institution. Although the fundamentals remain the same, the way we engage, acquire and solicit donors is evolving. Make sure your institution’s annual giving program responds to this new paradigm—your community’s expectations are shifting, philanthropic priorities are changing and the fundraising landscape has never been more competitive.

Presenter: Jessica Harrington, The Harrington Agency.

Register today. You and your team can participate live or learn on your own schedule with access to the webinar recording.

Register for all 9 webinars and save 50%

For AHP members, the price is less than $99
each for a savings of $900

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AHP Convene Canada – Keynotes announced

Join us April 27-29 in Montreal for a uniquely Canadian conference that addresses health care philanthropy in your environment.

Learn more about the conference program. Save $100 when you register by March 18.

Opening Keynote
Tony Chapman

With three decades of experience as a brand strategist and a consumer and media expert, Tony Chapman has engineered go-to market strategies for leading organizations around the world. He knows what it takes to make things happen, rise above the clutter and win in today's marketplace. The key is to be part of your donor's story instead of simply telling them yours. Chapman will share his secrets on how to best engage your audience and give them a meaningful reason to donate.

Trends Keynote
Marnie Spears, BA, C.Dir.

As president and CEO of KCI (Ketchum Canada Inc.), Marnie Spears has played an integral role in developing the firm into Canada's largest and most successful fundraising consultancy. Her insightful relationship management, organizational health and campaign strategies have helped pave the road to success for nonprofits of all sizes. She will discuss the current philanthropic landscape and trends you should be factoring into your development strategies.

Interested in exhibiting or sponsorship opportunities at Convene Canada? Contact meetings@ahp.org for more information.

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AHP Madison Institute Certificate Program

July 16-21 in Madison, Wis.

Find your track to fundraising success at the AHP Madison Institute. It's the only certificate program designed specifically for health care development professionals and provides a year's worth of learning in just five days.

You will enjoy small classes taught by expert faculty members, develop a close professional network and earn up to 26 CFRE credits. Once you successfully complete the course work, you will receive a certificate of completion from the University of Wisconsin's Graduate School of Business and AHP.

With seven course tracks, you can choose one that best fits your professional needs:

  1. Fundamentals of resource development – For those new to fundraising or for organizations just beginning a foundation or development program.

  2. Annual giving – For those who want to increase their expertise and learn proven approaches to increasing fundraising revenue and building a pipeline of donors.

  3. Elements of major gifts – For those new to major gifts work, this course provides comprehensive training in five days.

  4. Major gifts initiatives and the campaign – For those planning, starting or currently implementing a major fundraising initiative.

  5. Advanced skills for major gifts – For experienced professionals looking for new direction, advanced thinking and idea sharing with peers.

  6. Planned giving – For those wanting to initiate a planned giving program or improve an existing one.

  7. Fundraising management – For experienced development officers looking to heighten their management skills and prepare for the challenges of executive leadership.

Register early to secure your first choice and save $200.

Not sure which track is right for you? Contact meetings@ahp.org for guidance.

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Save the date for these conferences

We are in the process of putting together our education program for the following conferences. Mark your calendar now for those you wish to attend:

AHP Big Ideas in Healthcare Philanthropy
June 12-14, 2016
Denver, Colo.

AHP Leading Forward
June 29-July 1, 2016
Miami, Fla.

AHP Annual International Conference
October 26-29, 2016
Chicago, Ill.

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Member News
Congratulations to AHP’s newest Fellows

Join us in congratulating AHP’s newest Fellows. Elevation to the status of AHP Fellow (FAHP) is the highest level of achievement in the field of health care philanthropy, earned through dedication and continual self-advancement and demonstrated commitment to ethical standards of professional practice.

Nicole McCahon, FAHP, CFRE
Executive Director
Orillia Soldiers’ Memorial Hospital Foundation
Orillia, Ontario

Aaron Sanderson, M.A., FAHP, CFRE
Director of Development
War Child Canada
Toronto, Ontario

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Welcome to new AHP members

Please join us in welcoming AHP’s most recent members. We encourage you to check the AHP website for the new member list and reach out to those in your area:

AHP’s newest individual, institutional and affiliate members.

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Member Resources
Save 29% on the AHP Report on Giving for a limited time

Get the comparison data you need to evaluate your development efforts and improve your performance. Order the latest AHP Report on Giving for 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.
  • Fundraising performance measures (return on investment, cost to raise a dollar, net fundraising revenue).
  • Annual trend data.
  • Fundraising practices and characteristics of high performing development shops.

Special leap year discount!

Save 29% when you order by February 29. That means AHP members pay $142 instead of the regular $200 price. To receive this discount:

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Professional Development
AHP Si Seymour Award – Honor a philanthropic leader

Nominate a colleague by June 27

The AHP Harold J. (Si) Seymour Award is the highest honor in the field of health care development. It is presented annually to a member of AHP who has shown outstanding leadership in philanthropy and in the association.

Do you know an exceptional fundraising professional whose contributions deserve to be celebrated? If so, we invite you to nominate a colleague for the 2016 Si Seymour Award. It will be presented at the AHP International Conference this October in Chicago.

Learn more about the award criteria and download the nomination form today. The nomination deadline is June 27.

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Call for journal articles

Advance your career – Get published

Share your knowledge and experience with your colleagues while enhancing your professional visibility and credibility. Write an article for the Healthcare Philanthropy journal.

The deadline for fall 2016 article submissions is April 11.

You can find submission guidelines on the AHP website, as well as archives of past issues to see what other AHP members have written. Co-authorship is permitted, so talk to your colleagues about joining you in sharing your collective wealth of knowledge.

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Foundation News
Your donation makes a difference

Why is your gift to the 2016 AHP Annual Fund so important? It supports the people that make our profession meaningful.

Your dollars make a difference by funding several scholarships each year for those who are new to the profession or otherwise would not have a chance to participate in professional development—something we all value as we strive to grow our programs and help our communities.

Here’s what one scholarship recipient had to say:

“THANK YOU for providing me this opportunity to recharge and absorb best practices from my colleagues. How lucky we are to be among industry professionals who give of themselves to help their peers succeed.” – Linda Arnold, director of development, CHRISTUS Spohn Health System Foundation, Corpus Christi, Texas

We need your support to ensure we can fund scholarships for 2017. Please make your gift today.

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Government Relations
Legislative and regulatory updates

United States

U.S. charitable giving incentives finally made permanent

The United States Congress has finally made permanent three tax incentives for charitable giving — the IRA charitable rollover, as well as enhanced deductions for the donation of food inventory and land conservation easements. It has taken nearly a decade to make these incentives a permanent part of the tax code.

The new tax law, known as the Protecting Americans from Tax Hikes (PATH) Act of 2015, ends the uncertainty caused by the repeated expiration and reinstatement of these three charitable giving incentives. The law also includes provisions to make permanent the earned income tax credit and the child tax credit.

These giving incentives do make a difference. According to testimony received by Congress, the IRA charitable rollover prompted more than $140 million in charitable donations in the first two years it was available, with the median gift just under $4,500.

AHP is a member of Independent Sector, a nationwide coalition of nonprofit organizations that has worked to educate lawmakers about the importance of these giving incentives. We would like to thank our members who emailed, called or met with their members of Congress to help secure this important victory.

IRS withdraws controversial proposal to collect donor data

After pushback from the charitable sector and lawmakers, the Internal Revenue Service announced it would withdraw a proposed rule that would have given charitable organizations the option of substantiating gifts of $250 or more by collecting and reporting donors’ Social Security numbers to the IRS.

AHP and other nonprofit organizations submitted public comments in opposition to the proposal—expressing concern about the risks involved with the collection of this private donor data. In addition, both chambers of Congress introduced legislation to limit or block the proposal.

Source: Independent Sector


House debates act to amend the Income Tax Act

Earlier this month, the House resumed a second reading of Bill C-2. This legislation would amend the charitable donation tax credit to allow higher income donors to claim a 33 percent tax credit on the portion of donations made from income that is subject to the new 33 percent marginal tax rate.

Source: Imagine Canada

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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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