PHYSICIAN’S ROLE IN HEALTHCARE PHILANTHROPY Successfully engaging grateful patients in philanthropy has been a widely accepted and important best practice in academic medicine for many years. Patient-physician relationships are a fundamental aspect of identifying potential donors and harnessing their giving potential. Gratitude for compassionate, excellent care remains the most powerful motivator for patients to support the physicians and institutions they come to admire so deeply. Brief overview of FoM Development team and landscape – focus on the partnership Overview of FoM development Learn ways to maximize your partnership with development to secure philanthropic support.

WHAT IMPACT DOES PHILANTHROPY HAVE? Accelerate research endeavors Recruit and retain key faculty Support education and training

For a donor, making a gift allows them to say: Why is philanthropy important to the donor? For a donor, making a gift allows them to say: Thank you. You changed my (or a loved one’s) life. I want to help cure this disease. I believe in you and your program. Giving back can also be a critical step in the healing or grieving process for patients and families

Success Stories Dianne to provide 1-2 success stories

What we are NOT asking of you THE ROLE OF THE PHYSICIAN CHAMPION What we are NOT asking of you To ever ask a patient/family member for money To initiate a philanthropic discussion with a patient in a clinical setting What we are asking of you Listen differently for cues that could suggest an interest in giving Make the referral to UBC Development when appropriate

DIRECT INDIRECT HOW TO RECOGNIZE INTEREST? Patients/family members can express an interest in various ways Patient/family member clearly makes philanthropic intent known. DIRECT Patient/family expresses gratitude and/or indicates additional interest(s). INDIRECT

DIRECT HOW TO RECOGNIZE INTEREST? “How can I support your work?” “How can I show my appreciation for what you’ve done?” “What can we do to help fight this disease?” “How does a memorial fund work?” “How can I include UBC in my will?”

INDIRECT HOW TO RECOGNIZE INTEREST? “This has been a fantastic experience.” “If it hadn’t been for you, we wouldn’t be taking our mother home today.” “Thank you so much for everything you’ve done.” “You have an amazing team here.”

How can you participate? 1. HEAR GRATITUDE Your team was so wonderful. Thank you for all you did for me. 2. ACCEPT GRATITUDE You’re welcome. We’re happy to do everything we can to make this a great experience for you. 3. LISTEN FOR DESIRE TO GIVE BACK Is there anything I can do to help you and your team? 4. INTRODUCE TO UBC DEVELOPMENT That’s really generous-thank you! There are many ways you can help. May I introduce you to my colleague in UBC Development who knows all the ways you can help our team and get involved with our unit?

What you can expect from us after a referral is made We’ll handle and treat the patient/their family member with the utmost sensitivity & care We’ll contact the patient in a timely manner, after receiving your permission We’ll facilitate the patient’s desire for where their gift should be directed We’ll involve you in the process at the level you desire

We are relationship development professionals. How to Partner with Development Your development professional should be viewed as part of your "team". By leading the conversation on giving, s/he takes the discomfort out of the relationship with a donor. This allows you to focus on your research. S/he will work with you to develop your narrative and articulate a compelling vision. S/he can work with you to engage your grateful patients. S/he will help you steward and thank the donor. Some gift discussions can take years to evolve into an actual gift. Our Prospect Research team can help assess donor capacity, philanthropic interests, and connections to UBC. We are relationship development professionals.

Everyone has a role in fundraising Everyone should feel comfortable listening for cues and making the professional referral to the UBC Development Office. Network at conferences and within the health community. Meet contacts of foundations and prospective donors. Increase your profile. Become a known entity in your community Look into your personal network and colleagues’ networks. Donors are often people we already know. Be creative in how you cultivate/steward existing donors. Be a champion of your vision. The more people you tell, the better your odds of inspiring philanthropic support Speak to the non-grateful patient fundraising ideas

Fundraising Assessment (example) $1 million Suspects needed Prospects needed Gifts needed Gift Amount Total Estimate Funds Raised   20 5 1 500,000 250,000 40 10 2 125,000 Projected Total 144 36 4 1,000,000 FAQ- how to develop a prospect list

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