Service beneficiaries are an organization\'s most obvious donors. Unfortunately, not ever nonprofit has a natural "feeder constituency". This presentation will help those nonprofits to focus their effects to create philanthropic returns.

1. When Patients aren’t your prospects… Donor Acquisition Without a Grateful Patient Program NEAHP Conference - March 14, 2011 Michele R. Berard, MBA, CFRE Director of Funds Development Butler Hospital, Providence, RI

2. …from 819,008 to 1,238,201 in 10 years Source: Giving USA 2010 The Annual Report on Philanthropy for 2009, Executive Summary

4. HHS ($79b)

5. Education ($46.7 b)

6. Homeland Security ($42.7 b)and the list goes on…

8. MA

9. NH

10. VT

11. ME

13. Legs/Wings/Fins

14. Italian

15. VegetarianMeet Your Peers… Type of Organization: Community Health Center Consultant General Hospital or System Rehab./VNA/Hospice Behavioral Health/Specialty Years in FR: 1-3 4-8 9-15 16+

16. You will leave here today… …with contacts to peers facing similar issues; tactics for identifying new contacts/peers …knowing that your organization is worthy of philanthropy revenue and the belief that you can organize the recruitment of that revenue stream …with the ability to implement Strategic Complementarity in your organization’s volunteer base and your case statements

19. EXERCISE How can you benefit from Peer Support? Identify two issues that seem specific to your shop For Example: Performance metrics - “my shop doesn’t align with industry averages” Staff Engagement - “organizational culture prevents buy-in” Involvement in Leadership – “as the CDO, I am not part of the top leadership team”

20. EXERCISE How can you benefit from Peer Support? Brainstorming: Beyond this room, where can we find peer resources? List answers on the flip chart

21. Lesson #2A New Look at The Donor Pyramid Healthcare Philanthropy = grateful patients What are your organization’s entry points? What tactics do you employ?

23. Volunteer connections – board, development committee, history committee, outreach, etc… *volunteers are essential in filling your donor pipeline

24. A Word About Volunteers in Philanthropy Don’t Eat Your Chickens! Volunteers have MUCH more to offer to an organization than their personal contributions. Engage them in activities that: Provide the best ROI for the org. Provide volunteers with gratification (which will translate to nourishment…to lay more eggs)

25. A Word About Volunteers in Philanthropy Volunteers have a unique credibility Unpaid volunteers with high risk They believe in the cause Have a higher status than paid staff Know more people (of influence) Three areas where volunteer involvement makes the greatest impact: Initiate relationships with top prospects Deepening relationships with top prospects and donors Soliciting large gifts (note: with your guidance and direction) “the wealthiest people in the country typically don’t make friends with major gift officers”

26. A Word About Volunteers in Philanthropy Source: The Philanthropy Leadership Council of The Advisory Board Company; www.ABC.com

27. A Word About Volunteers in Philanthropy Development Officers need to be well versed in volunteer management Source: The Philanthropy Leadership Council of The Advisory Board Company; www.ABC.com

28. Lesson #3Strategic Complementarity What is Strategic Complementarity? Purposeful alignment of your organization’s mission with community stakeholders The same reason you find salsa next to the tortilla chips! Since you aren’t populating your donor pipeline with grateful patients, you need to identify prospects that have a reason to want your organization succeed . E.g. Butler Hospital History Committee providing valuable stewardship or “touches”

29. EXERCISE Identify the reasons why people, businesses, and/or government would want your organization to succeed, sustain, or continue to exist E.g. your organization provides jobs to people in your community Identify those people, businesses and public/governmental branches E.g. Labor Unions

30. Lesson #4Side Door Entry Points If donors aren’t likely to come “through the front door”, find a side door! A service line that is tangential to your main mission Case Management Research A component of your main service Aftercare Social Work Department A specific program/unit (Child, Adolescent, Geri-Psych, ADP) An activity that is not well-know and is attractive to the general public Project Undercover (clothing for indigent patients) Bridge Medications (& charity care) Sensory Rooms/Equipment

31. EXERCISE/HOMEWORK Identify some side door entry points for your organization: _____________ _____________ _____________ Apply the lessons we discussed to your side-door entry points to discover more prospects, more stakeholders, and more champions/volunteers…

32. Closing Words… Your organization exists for a very good reason – your job is to find those individuals and stakeholders who need to see it continue Fortune Cookie Saying: “The greatest pleasure in life is doing something that others say is impossible” Michele R. Berard, MBA, CFRE Director of Funds Development, Butler Hospital (401) 455-6565 – mrberard@butler.org