1. How One-Time Event Participants Can Help Feed Your Major Gift Portfolio 2013 NACCDO/Pan Annual Conference Steve Chaykowski Executive Director of Development April 25, 2013

2. The Ohio State University Comprehensive Cancer Center – Arthur G. James Cancer Hospital and Richard J. Solove Research Institute 2 Right people matched to right event make all the difference Planning and attendee research essential to success Being an architect of engagement leads to prospect interest and action Using Events as a Strategy to Build a Major Gift Portfolio The Ohio State University Comprehensive Cancer Center – Arthur G. James Cancer Hospital and Richard J. Solove Research Institute

3. The Ohio State University Comprehensive Cancer Center – Arthur G. James Cancer Hospital and Richard J. Solove Research Institute Major Gift Fundraising Assumptions  Build a partnership of TRUST  One chance to make a positive IMPRESSION  Cancer Center has an INSPIRING vision and mission  LEADERSHIP is actively engaged 3

4. The Ohio State University Comprehensive Cancer Center – Arthur G. James Cancer Hospital and Richard J. Solove Research Institute About Us  5 signature fundraising events = $2.5M + net revenue (planned by internal team)  400+ 3 rd party events/community partners = $3M net revenue (we are beneficiary, not planners)  3 staff members on the community events team  3 staff members on the fundraising events team 4 Metrics: $1 million in donations for every team member

5. The Ohio State University Comprehensive Cancer Center – Arthur G. James Cancer Hospital and Richard J. Solove Research Institute Right People Matched To Right Event Make All The Difference Stewardship Events Cultivation Events Fundraising Events 3 rd Party Events/Community Partners 5

6. The Ohio State University Comprehensive Cancer Center – Arthur G. James Cancer Hospital and Richard J. Solove Research Institute Right People Matched To Right Event Make All The Difference Stewardship Events  Dinner with docs  Speakers 6 Case Study— Pictures/story

7. The Ohio State University Comprehensive Cancer Center – Arthur G. James Cancer Hospital and Richard J. Solove Research Institute Right People Matched To Right Event Make All The Difference Cultivation Events  Donor-hosted events 7 Case Study— Pictures/story

8. The Ohio State University Comprehensive Cancer Center – Arthur G. James Cancer Hospital and Richard J. Solove Research Institute Right People Matched To Right Event Make All The Difference Fundraising Events  Ticketed  Large-scale 8 Case Study— Pictures/story

9. The Ohio State University Comprehensive Cancer Center – Arthur G. James Cancer Hospital and Richard J. Solove Research Institute Right People Matched To Right Event Make All The Difference 3 rd Party Events/Community Partners Entering an event without wealth screening data or prior attendee knowledge  Review the printed program for key sponsors and donors  Those seated in prime locations are likely key individuals / companies 9 Case Study— Pictures/story

10. The Ohio State University Comprehensive Cancer Center – Arthur G. James Cancer Hospital and Richard J. Solove Research Institute Planning Before Event Essential To Success  Know who is attending  Find out who/how they were invited  Conduct a wealth screening prior to event  Create a hit list (checklist of key people to meet)  Seat attendees strategically  Determine and assign staff/leadership roles  Create briefings for key leadership, development staff  Determine if you would like to host a donor table/invite donors or prospects to attend as your guest (fundraising event)  Ask event volunteer leaders to make introductions and help engage 10

11. The Ohio State University Comprehensive Cancer Center – Arthur G. James Cancer Hospital and Richard J. Solove Research Institute During Event – onsite tactics Architect of Engagement  Divide and conquer a room/event  Place yourself in environment to get maximum exposure  Ensure key prospects are having a good experience  Introduce key leaders and volunteers to attendees  Strike up conversation asking key wealth indicator questions  Utilize your staff 11

12. The Ohio State University Comprehensive Cancer Center – Arthur G. James Cancer Hospital and Richard J. Solove Research Institute Post Event – Follow-up Architect of Engagement  Send event memento  Thank you card  Pictures  Personal note from key volunteers and leaders  Invite to come back and learn more about cancer center  One-on-one meeting with cancer center researchers, leadership, lab tour  Call from development staff or key leadership (not volunteer committee)  Post-event stewardship plan for event major sponsors and donors 12 Metric: Each staff member leaves event with 5 new prospects

13. The Ohio State University Comprehensive Cancer Center – Arthur G. James Cancer Hospital and Richard J. Solove Research Institute 13 Right people matched to right event make all the difference Planning and attendee research essential to success Being an architect of engagement leads to prospect interest and action Using Events as a Strategy to Build a Major Gift Portfolio The Ohio State University Comprehensive Cancer Center – Arthur G. James Cancer Hospital and Richard J. Solove Research Institute