1. The ABCs of Philanthropy :Overview of Healthcare Philanthropy Presented byGeorge F Maynard, III, FAHP Office of Philanthropy and Partnership

2. Who Gives the Gifts? 2006 CONTRIBUTIONS: $295.02 BILLIONBY SOURCE OF CONTRIBUTION Individuals $222.8975.6% Corporations $12.72 4.3% Foundations $36.5012.4% Bequests $22.91 7.8% Source: Giving USA FoundationAAFRC Trust for Philanthropy/ Giving USA2007 3. Where do Gifts Go? 2006 CONTRIBUTIONS: $295.02 BILLION BY TYPE OF RECIPIENT ORGANIZATION Source: Giving USA FoundationAAFRC Trust for Philanthropy/ Giving USA2007 4. Identifying Community Need

Role of philanthropy officer today is to marrycommunity needwithcompetencies of GHSandphilanthropic partners .

Not a Fund-Raiser but a Connector Philanthropist GHS Competencies Community Need 5. Sources of Hospital Capital

Excess of revenue over expenses (margin)

Net income from for-profit enterprises

Interest and investment earnings

Debt

Philanthropy (best return-on-investment)

(At a 2.8% operating margin it would take $71,428,571. to generate $2,000,000. to the bottom line.)

6. Uses of Philanthropy

Programs and services

Education and training

Medical research

New construction

Renovation of existing facilities

New and replacement equipment

Patient assistance funds

7. The Case for Healthcare

Improving the health of the community served.

Keeping up with technology.

Quality of care for all patients.

Investing in new programs and services.

Community partnership.

Maintaining quality facilities & equipment.

8. Whose Needs are We Meeting?

Community

Or

GHS

Office of Philanthropy

or

Donor

9. Why People Give

They areasked to give

Theybelievein the mission

Ingratitudeto the Greenville Hospital System

Tomake a differencein their community

Share avisionfor future human needs

To meet their ownpsychological needs

10. The Cycle of Donor Engagement Identification Investment Interest Information Involvement 11. How Do We Maximize Relationships? Donor Hot Buttons (Affinity/Experience) GHS Community Impact & Benefit:Stories Reflecting Work And Reputation GHS Case(s) for SupportThe Sweet Spot of the Giver ( Time, Talent &Treasure ) 12. Who Influences the Donor?

Medical/Nursing staff.

Board/volunteer.

President & CEO

Other Philanthropy Officers

Chief Philanthropy Officer

2005 Bentz Whaley Flessner

13. Defining Constituencies

Definition:

Constituent Someone who has an affinity and/or relationship with GHS. Can be an individual, business, service organization, foundation, etcbut it is always through an individual.

Constituency Group of constituents with similar characteristics who have an affinity and/or relationship with an organization.

14. Pool of Constituents

Physicians

Trustees

Grateful Patient Referrals

Foundations

Wealth Screening of Patient or other databases

Top Annual & Event Donors

Volunteers

Community Philanthropists

Corporations

15. Elements of Philanthropy Program Elements Annual Giving Planned Giving Major / Capital Giving 16. Elements of Philanthropy

Donor Pyramid the Program Areas

Investment Donor Contact Donor Commitment Donor Growth Annual Giving Volunteer-Led Annual Campaign Special Events, Activities Support Organizations Membership Direct Mail Acquisition / Renewal ePhilanthropy Major Giving Endowment Campaigns Capital Campaigns Major Gifts Individual Major Gifts Corporate/Foundation Estateor PlannedGiving Bequests Planned Gifts Identification Information Interest Involvement 17. The Case Statement

A well defined description of the need for which gifts will be sought.

The investment prospectus which defines GHS, its history, its services, its needs, plans and solutions.

The primary document which tells why someone should want to give to a worthy cause.

Tells healing stories through the patients, doctors, and/or nurses eyes.

18. Why You Need A Case Statement

The source of inspiration for the philanthropy program.

The reference point for all volunteers builds consensus.

Presents needs and proposed solutions.

Identifiesbenefits to community .

19. Develop a Portfolio of Opportunity: Multiple Cases for Support

Heart Institute

Childrens Hospital

Cancer Center

Oncology Research Institute

Continuing Medical Education

Nursing Excellence

Institute for the Advancement of Healthcare

Success in Aging Program

Where you start with the prospectmay not be where you end get a yes! 20. Detail Components ofPhilanthropy Program

Cases for Support

Budget and Financial Goals

Volunteer Leadership and Involvement

Major Gifts/Development Team

Identified Target Markets & Prospect Research

Cultivation Process

Marketing & Communication Tools

Donor Recognition Program

Stewardship Processes

Evaluation Criteria

21. Concept of Stewardship

Refers to the organizations responsibility to use gifts (others resources) wisely and to account for those uses

High moral and ethical quality and responsible management

22. Stewardship Objectives

Maintaining frequent contact with major orpotential major donors.

Fostering understanding and goodwill towardsGHS.

Ultimately helping to maintain and increaselevels of giving from major benefactors.

Communicate how money has been used.

Recognize gift and Thank, Thank, Thank.

23. A Donor Needs To Know:

That the gifts was received . . . and you were pleased to get it

That the gift was set to work as intended

That the project or program to which the gift was directed had or is having the desired effect

Burk, Penelope,Donor Centered Fundraising , page 31 24. Estimates on Wealth Transfer

Original estimate $10.4 trillion*

Revised to $41 trillion, $6 trillion to charities (2% growth/year)**

Could be as high as $136 trillion, $25 trillion to charities (4% growth/year)

* Robert Avery and Michael Rendall, Cornell 1990 (1990 to 2044)

** Paul Schervisch and John Havens, Boston College, Center for Wealth and Philanthropy,1998 (1998 to 2052)

25. The Choice is Yours

Heirs

IRS

Charity

What percent of your assets do you want to give to each? 26. Roles of Chief Philanthropy Officer

Understand and interpret GHS needs based on strategic plan

Understand and interpret donors needs

Identify GHS priorities that may attract philanthropic support

Active in strategic planning to understand and influence decisions and to explain those decisions to donors and volunteers

Be able to report outcomes of philanthropic gifts

Maintain relationship between administration and donors.

27. Office of Philanthropy Goals

Put relationship before $ raised

Make sure the donor is extremely satisfied with the gift mademore to come!

Make the donor feel their money was spent wisely

Make sure you are an efficient and effective operation

28. Measures of Success 29. Share the Story Seek Involvement Secure the Gift (Time, Talent, Treasure) The Simple Explanation: 30.

The mission of the Sponsored Programs Office (SPO) at Greenville Hospital System (GHS) will be to locate outside funding sources to help support current and future programs for training, research and community outreach.

The SPO will be housed in the new REII building on the GMH campus.

The SPO will facilitate the submission, negotiation and non-financial post award processing for grants.

The SPO will use existing GHS personnel, where feasible, to reduce start-up costs.

GHS Sponsored Programs Office 31.

The financial goal will be to double the current GHS grant funding level by the end of year two, and continue an incremental increase in new and continued funding for each successive year.

The SPOs goal is to be primarily funded by facilities and administration reimbursements (F&A) included in the grant budgets beginning with year four, and finally for complete self-funding through F&A by the end of year six.

GHS Sponsored Programs Office 32. Thank You! Questions