The Case for Healthcare Philanthropy

1
The Case for Healthcare Philanthropy

• Presented by
• Andrew J. Kramer
• Vice President of Development
• Centegra Health System Foundation
• April 4, 2006

2
How Important is Philanthropy to Your Hospital?
3
What Makes a HospitalNot-for-Profit?

• Mission before Margin

4
Why is the Fundraising Case so Difficult for
Non-profit Hospitals ?

• What do you mean not-for-profit? Healthcare is
  expensive.
• Charity care -- Yeah right! The un-insured pay
  more than the insured.
• Cant pay? Well be the judge of that!

5
Why Do People Make Charitable Gifts to Hospitals?
6
Table Assignment

• Discuss the factors that are important to you in
  charitable giving. What motivates you to support
  certain organizations?
• Select a spokesperson from your table to report
  your findings to the group.

7
Top 3 Motivating Factors for Making a Charitable
Gift

• Passionate Concern for a Specific Cause
• Strong Connection to the Organization
• Shared Values and Belief in the Mission

8
Principles of GivingThe Basic Truths

• People dont give unless they are asked.
• People give money to people.
• People give money to opportunities, not to needs.
• People give to success, not to distress.
• People give money to make a change for the good.

9
Promoting the HospitalWhat do You Want to be
Known For?
Providing charity careor

• Passionate Care
• Best Physicians
• Centers of Excellence
• State-of-the-art Facilities
• Cutting Edge Technology

10
Showcase Your Vision, Not Your Need
11
The Problem with aNeed-Based Case

• Donors are reticent to invest their philanthropic
  dollars in a sinking ship.
• Often, other organizations actually are more
  needy.
• Volunteers are concerned that others will think
  they are pushing a cause that doesnt really need
  the money, when there are other organizations in
  town that clearly do.

12
Present a Worthy Case

• Donors want to know their gifts will make a
  difference.
• Donors dont want their money going to a mediocre
  organization. They want to know their money is
  going to the best organization, where it can make
  a difference in the world.
• Donors make major gifts to organizations and
  projects about which they feel passionate. They
  are most likely to feel passionate about
  something they truly believe to be the best.

13
Establishing Worthiness

• An organization must first identify precisely
  what qualities make it an organization worthy of
  support.
• The public must view you as the most effective
  organization at solving the problems they care
  about.

14
Table Assignment

• Identify the specific qualities that make your
  organization worthy of support.
• Brainstorm with your table how to incorporate
  these qualities into an existing marketing plan.
• Select a spokesperson from your table to share
  ideas with the group.

15
There is no greater joy in lifethan giving to
worthy causes.
Ted Turner, December 26, 1997 Upon announcing
his decision to donate 1 billion to the United
Nations