This document summarizes a presentation on reasonable expectations for grateful patient fundraising. The presentation covers discussions on expectations, working with compliance on data use, data management strategies, communicating with staff and volunteers, stewardship programs, fundraising approaches for children's hospitals and hospices, and using giving pages to allow patients to fundraise. The presentation aims to provide guidance on an effective approach to grateful patient fundraising that manages expectations and regulatory requirements.

1. Reasonable Expectations: The New
Approach to Grateful Patient Fundraising
PRESENTED BY
CRAIG HAUBRICH
MICHAEL QUEVLI

2. Agenda
Interactive discussions on
• Discussion on Expectations
• Working Effectively with Compliance
• Data Management
• Communicating to Staff and Volunteers
• Stewardship
• Children’s Hospitals or Hospice
Facilities
• Giving Pages
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3. What are your expectations?
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4. Working Effectively with Compliance
• Forge a partnership early
• Educate compliance on the importance of why
the allowable PHI is needed
• Show that you place a great value on data
security
• Inform that you already have policies and
procedures in place to protect donor data
• Have compliance be a part of the process
• Include them in vendor dialogue
• Don’t ask for more than you need – the more
risk-averse you are, the happier compliance will
be
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5. Let’s talk about HIPAA*
Patient information that can be used for
fundraising without authorization:
• Patient Demographic Information
• Health Insurance Status
• Patient Healthcare Service Dates
• General Department of Service
Information
• Treating Physician Information
• Outcome Information
Must have patient authorization
for PHI, such as: Diagnosis, Nature
of Services, and Treatment.
*2013 Association for Healthcare Philanthropy
Example: Personalized appeal which mentions a
specific disease – for example breast cancer
Example: Use of data matching services for normal
fundraising – direct mail or wealth screening

6. Data Management
• Data is not information; Information is the integration of
data
1. Facts become Data when they are organized
2. Data, when analyzed, becomes information
3. Information, when applied, becomes practice or tactics
4. Tactics, when coordinated, become strategy
• Key Concept: Transforming facts into strategy leads to better
decision making
• Adapted from: Daniel Weinreb’s AFP NNE 2007 presentation
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7. Data Management
Define your strategy based on your data
• Connect the dots
• Integrated, yet distinct, strategies for different initiatives
Using Internal Data
• What interactions have been made, trip/contact reports
Using Asset Data
• What resources are available
• What factors are being used to calculate capacity
• Is your data current
Using Predictive Modeling
• Analyzing internal and external data and patterns to determine likely
behavior of constituents
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8. Communicating to Staff & Volunteers
Leadership
Communication
Strategy
Volunteers
• Board Members
• VIPs
• All Hospital
Volunteers
Create Support &
Understanding
Development
• Define Staff Roles
• Major Gift Team
• IT
• Coordinate Back-Up
for patient screening
Don’t Assume!
Physicians
• Be Available to
Provide Goal
Awareness
Keep Presentation
Short
Nurses
• Gate Keepers
• Opportunities to
Attend Presentations
• Speak About the
Mission & Vision
Encourage Grateful
Patient ID

9. Contact strategy
Conduct Patient
Wealth Screening
Major Gift Potential
Annual Fund
Prospect
Outpatient
Follow-Up Visit
(Personalized Gift,
Laptop Use)
Follow-Up Visit
(Coffee, Magazine)
Group Into Fundraising
Program & Begin Initial Visit Implement Next Steps
Direct Mail
(Manage Opt-Outs)
Be clear and conspicuous
Describe a simple means to opt out
from receiving future communications

10. Stewardship - Giving Society Membership
Gift of Care
$1,000 - $4,999
Gift of Hope
$5,000 - $9,999
Gift of Healilng
$10,000 - $24,999
Online Recognition   
Private Hospital Tour   
Exclusive Lapel Pin   
Complimentary Tickets
  
to Annual Luncheon
Complimentary Subscription for
Organization Magazine
  
Exclusive Event Invites  
Behind-the-Scenes Tour with
Hospital Leaders
 
Invitation to Leadership Breakfast 
Invite to Include Personal Story
into Organization Magazine

Preferred Seating &
Recognition at Annual Event


11. Children’s Hospitals and Hospices
• Patients Prospects
• Prospects are parents, children, friends, other relatives, etc.
• Don’t limit those that you get to know
• The experience of the visitors is just as important as the experience of
the patient
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12. Giving Pages
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13. Giving Pages
Allow for grateful
patients to
fundraise on your
behalf
Make your
organization’s
mission
personal for
others
Minimal staff
overhead
required
Do-it-yourself
pages online
Preserve
branding and key
themes
Personalization
available for
individuals to
tailor their
message
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14. Feeling powered on for your mission?
Don’t forget to complete
a session survey!
Each completed survey enters you into a drawing to win a
complimentary registration to bbcon 2015 in Austin, Texas*.
*Blackbaud reserves the right to change or withdraw this promotion at any time, without advance notice. Promotion has no cash value and may not be
exchanged, applied to, or combined with any other offer.
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15. Questions?