4. 4 Grateful Family Program
HIPAA has changed
What’s Expanded
Used to have with no permission:
• Basic Demographic
• Dates of Service
• Health Insurance status
Now, all above, PLUS:
• Treating physician
• Department of Service
• General Disposition
What’s Tightened
Must provide “clear and
conspicuous” opt-out in all
fundraising communications
• if there’s an ask, has to be an opt-out
• Have to offer opt-out for all channels,
not just “Direct Mail”
6. 6 Grateful Family Program
Qlikview 3 Day Review
Daily Census reviewed Oct. 22, 2013 – Oct. 24, 2013
Patients 2,075
Appointments 2,230
Un-assigned new potential prospects 2,027
7. 7 Grateful Family Program
Qlikview 3 Day Review
The Raw Numbers
Potential assets
$500K-$1M $1-5M $5-10M
Day 1 19 8 0
Day 2 17 15 1
Day 3 19 7 0
Total 86 individuals with assets above $500K
8. 8 Grateful Family Program
26Not assigned
Qlikview 3 Day Review
Prospects Identified
After Researcher Validation
9Assigned
9. 9 Grateful Family Program
Qlikview 3 Day Review
Payment
Source
TCH
Donor
ApptFather
FullNM
ApptMother
FullNM
Research Notes Assigned
Solicitor
Cigna Yes Allen Allen Mrs. Allen is assigned to Jennifer; couple formerly assigned to Ellen. Mrs.
Allen is a daughter of Tichenor (255992) - high capacity donors (HV:
$3.2M) who are unassigned. Tichenor's parents were part of the Webre
family who founded the Texas United Corporation, a manufacturer of
industrial inorganic chemicals with 340 employees. Tichenor is still the
owner.
Jennifer L.
Smart
Self-pay Yes Alvarez Alvarez Mr. Alvarez is the owner of construction management company
Renovation Team, which focuses on restaurants, strip malls, etc. He also
develops real estate through his Casa Alvarez company. All based in
Cypress, TX.
Unassigned
Self-pay No Batchelor Batchelor $1.5M home. Josh Batchelor is a Principal w/ Quantum Energy Partners.
Quantum is assgined to Virginia Tomlinson.
Unassigned
Aetna Yes Boehler Boehler Joined Ambassadors in 2012 #@ $250 but that's the only gift. Chris is an
attorney w/ Andrews Kurth. Kelly Cliburn sent wife Heather an e-mail in
September 2013 about the Be A Cancer Survivor event supporting cancer
genetics.
Unassigned
10. 10 Grateful Family Program
Qlikview 3 Day Review
Findings
• Several patient families were identified that are well
known to us and are ones we’d probably want to visit
(example: TCH trustee’s grandson)
• 5 patient families had 2 appointments and/or multiple
children with appointments over the three day period
11. 11 Grateful Family Program
Qlikview 3 Day Review
Findings
• Many of the patient families identified as having assets
of $1M + are self-pay patients—mostly self-employed
business owners paying cash
• 7 of the 9 assigned patient families identified
are self-pay
12. 12 Grateful Family Program
Qlikview 3 Day Review
Findings
• Many of the patient families were already in Raiser’s Edge
because they were donors and/or had been imported into
Raiser’s Edge
• Even if a wealthy patient family isn’t a donor, targeted e-mail or
direct mail solicitation shortly after their patient encounter could
create an opportunity for them to become donors. If they give
and have continued appointments this could be where a gift
officer comes in to play.
13. 13 Grateful Family Program
CLIKVIEW:
ASSIGNED OR $1M+ CAPACITY
ASSIGNED:
Seema
NOT ASSIGNED:
Travis
QUALIFY
CAPACITY
FALSE HIT:
No RE Entry. Stop.
CAPACITY CONFIRMED:
Add to RE “Identification” Stage with Census source
RE QUERY:
Research Team members assigned to Qualify,
usual procedure is followed
15. 15 Grateful Family Program
What We Do
• Help identify and describe fundraising
priorities
• Communicate the philanthropic case for
support
• Build and strengthen long-term relationships
• Enlist and involve volunteers
• Establish and lead programs to secure
philanthropic support
16. 16 Grateful Family Program
• Ask a family for support in any
clinical setting
• Surprise donors
• Direct where philanthropic funds
should go
• Determine institutional priorities
What We Don’t Do
17. 17 Grateful Family Program
Travis H. McClain
Development Manager,
Research & Strategic Services
Texas Children's Hospital
thmcclai@texaschildrens.org
Editor's Notes
In speaking with colleagues such as yourselves over the years, I know that like Texas Children’s your Grateful Family programs may have experienced what I like to call the “nuclear winter” affect. At times it feels like your institution’s Administration, compliance department, and medical staff are against such programs while increasing their demand for philanthropic support to meet the needs of institutional and research budgets. Those of us conducting prospect research for medical non-profits know that Grateful Family Programs are one of the most affective ways to fundraise. This is the brief story of how Texas Children’s left our nuclear winter behind and entered the fundraising promised land, e.g. access to patient census data that is wealth screened on a daily basis!
Traditionally, Texas Children’s has not had a culture of philanthropy. Our development shop began transitioning to a major gifts program when our current Senior Vice President John Scales came on board about ten years ago. A robust grateful family program that includes access to patient census data and the ability to wealth screen such data has long been a goal of ours. It wasn’t until my colleagues Seema Patel and Gail Siegel were brought on board several years ago that our program got going in earnest. Additionally, from a prospect research standpoint recent changes in HIPAA have expanded our access to patient census data. We have now implemented a database screening tool that allows us to evaluate patient families for indicators of wealth and import some of this information in to Raiser’s Edge when applicable.
So this is why my fellow Texas Children’s research colleagues and I are so excited. This is a screenshot of Qlickview, the database system put in to place by Texas Children’s IT department for our Office of Development. I believe some of you also use Qlikview. This database is easy to navigate and as you can see on the left side of the screen we are able to sort a look up in multiple ways. **speak about various sorts that can be run**
What have been the results of using Qlikview? Does Texas Children’s now simply have a pretty Ferrari that just sits idle in the drive way because we can’t afford the insurance payments? Hardly. IT finished building Qlikview in October 2013. At this time I did an initial 3 day review of the data to see who was using our services that might have wealth and could thus become a donor prospect for Texas Children’s.
Qlikview screens both assinged and un-assigned prospects. It utilizes the Blackbaud wealth screening tool WealthPoint to identify the asset range in which someone may fall and assigns an A, B, C, D score with A being the best. These asset ranges that contribute to someone’s WealthPoint score identify those with assets under $25,000 (U.S.) to the top range which indicates total assets between $5-10M (U.S.).
We all know that wealth screening data is a great tool for preliminarily identifying prospects. However, screening data should simply be treated as a jumping off point with scores, asset ranges, etc. being validated by a researcher to eliminate false hits. False hits can be eliminated by confirming an individuals employer, real estate assets, securities, etc. If these items indicate wealth within the asset range assigned by WealthPoint then the screening data is most likely a positive hit. As the above numbers show the 86 individuals identified from the screening tool was pared down to 35 individuals after further evaluation.
Above are some examples of the prospects identified after confirming the validity of their wealth screening scores.
Speak to process.
Now that we access to wealth screened patient census data how to we get administrators and more specifically medical staff to not view fundraisers as vampires who will be asking for philanthropic support at inappropriate times. At Texas Children’s my colleague Seema Patel is the face of our grateful family program. She has created a Development 101 presentation and has spent much time educating hospital personnel about what fundraising is and is not. While still a work in progress, this has helped create an atmosphere where medical staff is not surprised when they see major gifts officer in a clinical setting.
These next two slides overview the most pertinent information within Seema’s presentation and get to the heart of most hospital staff’s concerns regarding fundraisers.
