Philanthropy Leadership Council Fundraising Role Play for Volunteers

Philanthropy Leadership Council Fundraising Role Play for Volunteers

2 Fundraising Is Truly a Team Approach Development Staff Hospital Executives Community Members POTENTIAL DONORS Medical Staff Nursing Staff Board Members © 2015 The Advisory Board Company • advisory. com Source: Philanthropy Leadership Council interviews and analysis.

3 Your Influence Cannot Be Understated ” ” Honest Brokers True Peers “Volunteers don’t have a vested interest. They’re looking for support for the organization because they believe in the cause. The physician and the CEO both have a vested interest. ” “I may be the same age as the prospect, but I don’t have his money. I don’t have his status. I’m not a volunteer– I’m paid. ” Chief Development Officer Children’s Hospital © 2015 The Advisory Board Company • advisory. com Chief Development Officer Mid-Sized Hospital Identification Partners #2 Most common source for identifying grateful patient prospects 62% Percentage of surveyed foundations relying on board referrals to identify prospects Source: Re-Envisioning the Alliance, p. 2; Virginia Mason Medical Center, Seattle, WA; Survey of Grateful Patient Programs, 2016; Philanthropy Leadership Council interviews and analysis.

4 Being an Ambassador a Challenging Task “Old World” Topics “New World” Topics ü Size of inpatient facilities ü Size of inpatient and outpatient facilities ü Care quality ü Mostly ‘bricks and mortar’ funding priorities ü ‘Bricks and mortar’ and programmatic funding priorities ü Fundamentals of US health care system ü Care transformation ü M&A and impact on philanthropy ü Hospital pricing strategies ü Hospital charitable status ü Affordable Care Act ü Health insurance exchanges ü Population health and community wellness © 2015 The Advisory Board Company • advisory. com Source: Health Care Fundraising Board of 2020, 2015.

5 Impetus for Today’s Exercise Value of Exercise 1 2 Practice for challenging but common scenarios in fundraising Identify effective talking points for conversations in the community from exercise and peer experiences 3 Flag additional resources or gaps in knowledge that the development team can address Increased comfort and readiness for executing on role © 2015 The Advisory Board Company • advisory. com Source: Philanthropy Leadership Council interviews and analysis.

6 Role Play Exercise Agenda Today’s Agenda © 2015 The Advisory Board Company • advisory. com 1 Scenario and group assignments 2 Groups meet to review scenario, discuss roles, and practice 3 First group performs 4 Feedback and discussion of scenario, alternative talking points, and real-life applicability and experiences 5 Repeat steps 3 and 4 for all groups 6 End of day reflection and discussion Source: Philanthropy Leadership Council interviews and analysis.

7 Tips for a Successful Day Four Tips to Follow 1. Don’t worry if you sound perfect or have the right talking points. There will be plenty of time to reflect, iterate, and learn from others. 2. Share your successes. This will help everyone develop their own talking points. 3. Share your challenges. Chances are, someone in the room will have the same concern, and someone else will have advice on how to overcome the challenge. 4. This is the time to ask questions and voice concerns so that when you are with prospective donors you feel confident © 2015 The Advisory Board Company • advisory. com Source: Philanthropy Leadership Council interviews and analysis.