Putting It Together Advancing the science of anesthesia through education and research.

Putting It Together

www.aanafoundation.com

Advancing the science of anesthesia through education and research

AANA Foundation

• Mission is to advance the science of anesthesia through education and research.

• Vision is to serve as leading resource for assuring safe anesthesia care through education and research.


Mission and Vision


Structure and Function

Basics

• Knowledge of mission, vision and major programs.– Science of anesthesia – Education – Practice/Clinical – Leadership – Healthcare policy


Fundraising

• Key part of all self-sufficient programs• Explore donor motivation• Find out what makes an effective case• Learn about various fundraising

methods

Message is Critical!


Ways to Build a Message


What is the Message?• Begin with the why: what is our mission?• Then state the what: what do we want to

achieve?• Then state the how: how will this new project

meet a need and fulfill mission?• Then who: who we are and how well we have

been serving our constituencies.• Finally, what specific action do you want the

reader or listener to take?


Keys to Success• Develop message

- Focused, Relevant, Persuasive

• Market • - Creative/compelling

- Human interest stories Put a “face” on research and education

• Delivery of message


Advocate Role

EnhanceStrengthenEnrichSuccess


Challenges:Why Should I Give?

• How research data can benefit me?• Why should I support students?• Who cares if CRNAs get advanced

degrees?• Where does the money go?


3 Basic Motivations for Giving

1. Connection (linkage)• Knows someone – advocates, staff or

board of trustees• Is passionate about profession

2. Concern (interest)• Issues you address are relevant to them

3. Capacity (ability)• Relative and absolute• The least important motivation in giving


Fundraising is….

• The right person asking the right prospect for the right gift for the right program at the right time in the right way.


Ways to Give

Annual GivingScholarshipsEndowmentsSpecial EventsPlanned Giving


Legal Issues in Fundraising

• State Registrations• Charitable Raffles

• Poker, Auctions• Donations• Tax Issues

• Estate Issues


Skills, Tools and Triumph

Direct MailWeb -Social MediaState MeetingEventsBooth InformationRecognitionAwardsRibbons and Medals


Motivation:Linkage, Interest & Ability• Board of Trustees• Advocates• Donors

- individual

- associations

- corporate• External Resources


Donors link to Motivated Volunteers

• The peer ask is still the most effective and most motivating in most major gifts programs: volunteers can also learn the “cues and clues” for having a conversation about planned giving

• The best approach is to have trained and knowledgeable staff and Board working with motivated and committed volunteers


Motivation linked to Values• Match the donor’s values (e.g., your

focus on program/outreach issues –matches his/her values and your delivery of those messages is having an impact)


Motivation Ignited by Mission

• A heightened interest in outcomes is replacing a need for rewards

• Recognition must be increasingly mission-connected

• Passion is fueled by involvement. All meetings involving donors and volunteers need to have a “mission moment” with a direct message from those who benefit from what you do


Connecting with the Vision• People buy in to a vision: if you want

BIG gifts, make it BIG.• Cultivation and Solicitation is based on

engaging a prospect to become an investor in the vision while acting on his/her values.

• Stewardship is based on the progress towards vision, and how the donor’s investment is helping advance that vision.


Focus on the Donor

• We need to put the relationship and the individual ahead of the money

• We need to maintain stewardship with donors even in “off giving” years (invite them, write them, excite them)

• It is the strongest indication of our true attitude towards our donors


Motivational Giving• The process of arousing and sustaining

goal-directed behavior.• Generational differences.• Each generation influenced by former.• Impacted by: Economic Conditions

Societal NormsPolitical Events

Major Crises


Generation X

• Born between 1965 and 1976• Want more information• Distrust large organization• Want challenges and social connections• Crave time w/family• Most diverse


Millenniums or Gen Y• Born between 1977 and 1994• Want to be a part of a community• High expectations of self• Share their voice and make an immediate

impact, immediate responsibility• Think globally but goal-oriented• Want tangible results• Influenced by peers• Want to give time as well as money


First Class Attention• Keep them connected with your

mission, vision, values, of course!• Be donor-centered and invest the

money and people it takes to nurture relationships

• Engage them in ways that show them that you know them.


Create Culture of Giving• To make relevant social investment, not

just a gift• To see and know true impact• To fund issues that reflect their values

and desires• To fund new ideas that effectively

address needs or problems whether they are old or emergent

• To respond to opportunities for appropriate involvement


Fundraising

The magical mingling of

a joyful giver,

a grateful recipient, and

an artful asker!


“The Fear Factor”

1. They will say no

2. They will ask me a question I cannot answer

3. They will get mad and it will ruin our relationship

4. I don’t know how to “close the deal”


Replacing Negative Feelings with New Attitudes

Instead: The “ Campaign Goal” is…

Promoting The Vision of Your Organization

By connecting resources and needs

--and by linking values and actions.


Why?

The “Benefit Statement” answers the question every donor asks:

W.I.I.F.M.?

“What is in for me”?


The Ask

Tell you own story, but remember

The Ratio Rule:

We have two ears, and one mouth

Listening is your most valuable tool!


Role Play• Need to break into groups of 3 • Each group will be given a specific

assignment and you will have 20 minutes to complete it; decide group roles

• Groups will convene and we’ll take 20 - 25 minutes to actually go through the exercise and process


Thoughts before Closing…

• The vineyards of philanthropy are pleasant places, and I would hope good men and women will be drawn there. Most of all, I would hope it will be better understood that if these vineyards are to thrive and bear their best fruit, they must always have first-class attention.”

Harold J. “Si” Seymour


Call (847) 655-1170

or visit our website at

www.aanafoundation.com

Thank you or your support!


Putting It Together Advancing the science of anesthesia through education and research.

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