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2012 AHP Rockies & Southwest and AHP Southeast
Joint Regional Conference
Arkansas . Colorado . Montana . New Mexico . Oklahoma . Texas . Wyoming . Alabama . Florida . Georgia . Louisiana . Mississippi . North Carolina . South Carolina . Tennessee
June 3 – 5 San Antonio, TX
Make an Impact Increase your knowledge, strengthen your connections and multiply the impact you have on the health of your community.
San Antonio Marriott Rivercenter
Major Gifts • Annual Giving Physician Giving • Lifetime Giving Capital Campaigns
Register today!
www.ahp.org/sanantonio2012
Thanks to our Diamond Sponsor
Make an Impact
Increase your knowledge… Strengthen your connections… Multiply your impact.
AHP Rockies & Southwest and AHP Southeast Joint Regional Conference
Learn from the best.
Increase your knowledge… strengthen your connections… multiply your impact. The 2012 AHP Rockies & Southwest and AHP Southeast
Developed by and for health care fundraisers, the AHP
Joint Regional Conference is an exciting three days of
Rockies & Southwest and AHP Southeast Joint Regional
collaboration, learning and networking with
Conference is the education opportunity created with
health care fundraisers from throughout the region. Come
you in mind. Join other professionals working in the
and connect with colleagues in fundraising, development
region within the challenging, rewarding and high-impact
and advancement. You’ll learn from the best, with
field of health care development.
education sessions featuring the field’s most respected
speakers, experts and practitioners.
Discover strategies for raising funds now and into the
Why you should attend
future, and learn how to multiply the impact you have on
n Two days of education sessions covering the
field’s most important topics
the health and well-being of your community. Whether you’re a seasoned health care development professional
n
Top speakers, experts and practitioners
or new to the field—whether you’re from a small or large
n
Reasonable lodging and travel costs to San Antonio
shop or somewhere in between—you’ll walk away with up-
n
Eligible for more than 15 CFRE certification points
n
Numerous networking opportunities
to-date information on topics chosen specifically
to advance your philanthropy program, your profession and your career.
2012 AHP Rockies & Southwest and AHP Southeast Joint Regional Conference
June 3 – 5, 2012 San Antonio Marriott Rivercenter
Register online today! www.ahp.org/sanantonio2012 2
June 3 – 5, 2012 . San Antonio, TX
Opening Luncheon Keynote Featuring Dr. Alfred B. Knight
An outstanding education opportunity
Monday, June 4 . 12:30 pm – 2:00 pm Sponsored by Orlando Health Foundation
The Next Chapter Alfred B. Knight, M.D. is president of the Scott & White Healthcare Foundation, having previously served as president and CEO of Scott & White Healthcare, the largest multispecialty group practice in Texas, with more than 800 physicians and scientists and more than 13,000 staff. In this inspiring and wide-ranging keynote address, Dr. Knight will discuss the place of philanthropy in American society, what social media means for healthcare, life transitions and the meaning of leadership. Dr. Knight is a professor at Texas A&M Health Science Center College of Medicine. He holds a bachelor’s degree from the Massachusetts Institute of Technology and a medical degree from Case Western Reserve University. He is a Diplomat of the American Board of Obstetrics and Gynecology and has a diploma of special qualification in Maternal and Fetal Medicine.
Closing Luncheon Keynote Featuring Stanley F. Hupfeld, FACHE
Tuesday, June 5 . 12:15 pm – 1:30 pm Sponsored by INTEGRIS Foundation
Do what your Mother asks: Simple advice for Health Care Professionals in a Post-Reform Environment Join us for lunch and an engaging discussion by Stanely F. Hupfeld, FACHE, former President and CEO of INTEGRIS Health. Mr. Hupfeld served in executive leadership roles at INTEGRIS from 1987 to 2009, was chairman of the INTEGRIS Family of Foundations in 2010, and is a former member of the American Hospital Association board of directors. He currently writes a health care column and is the author of “Political Malpractice—How the Politicians Made a Mess of Healthcare Reform.”
What do attendees of AHP conferences value the most? The education. The opportunity to learn from experts and successful development professionals. The chance to discover how to raise funds and chart a course for hospital foundations and other health care organizations in today’s challenging economy.
•
“This is a great conference and well worth the money.”
•
“The conference quality was exceptional. I can’t comment highly enough on the quality!”
•
“This was a fabulous conference, with truly outstanding educational opportunities. I really appreciate it.”
Earn more than 15 CFRE points by attending this conference! 3
Make an Impact
Increase your knowledge… Strengthen your connections… Multiply your impact.
AHP Rockies & Southwest and AHP Southeast Joint Regional Conference
Schedule at a Glance Time
Session
Sponsor
Sunday, June 3 8:00 am – 4:00 pm
AHP Development Primer
8:30 am – 4:30 pm
AHP Advanced Course
1:00 pm – 5:30 pm
Registration Desk is open
5:00 pm – 6:00 pm
Newcomer’s Reception
6:00 pm – 7:30 pm
Opening Reception with Exhibitors
Sponsored by Bayfront Health Foundation
Monday, June 4 7:30 am – 5:15 pm
Registration Desk is open
8:00 am – 9:00 am
AHP Southeast Regional Breakfast
Sponsored by Emory School of Nursing
AHP Rockies & Southwest Regional Breakfast
Sponsored by Scott & White Healthcare Foundation
9:15 am – 10:30 am
Education Sessions Beginning to Build Donor Relationships Track Motivating Major Donors to Move Up Track
Sponsored by Thompson & Associates
Living Lifetime Relationships with Donors Track
Sponsored by Henderson Mallory Partners
Seasoned Professionals Track
Sponsored by Baptist Health Foundation (Birmingham)
10:30 am – 11:00 am
Break with Exhibitors
11:00 am – 12:15 pm
Education Sessions
Sponsored by Partners in Recognition
Beginning to Build Donor Relationships Track Motivating Major Donors to Move Up Track
Sponsored by Thompson & Associates
Living Lifetime Relationships with Donors Track
Sponsored by Henderson Mallory Partners
Seasoned Professionals Track
Sponsored by Baptist Health Foundation (Birmingham)
12:30 pm – 2:00 pm
Keynote Luncheon with Dr. Alfred B. Knight
2:15 pm – 3:15 pm
Education Sessions
Sponsored by Orlando Health Foundation
Beginning to Build Donor Relationships Track
3:15 pm – 3:45 pm
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Motivating Major Donors to Move Up Track
Sponsored by Thompson & Associates
Living Lifetime Relationships with Donors Track
Sponsored by Henderson Mallory Partners
Seasoned Professionals Track
Sponsored by Baptist Health Foundation (Birmingham)
Break with Exhibitors
Sponsored by Baptist Health Foundation (Jacksonville)
June 3 – 5, 2012 . San Antonio, TX
Time
Session
Sponsor
Monday, June 4 continued 4:00 pm – 5:15 pm
Education Sessions Beginning to Build Donor Relationships Track
6:00 pm – 9:00 pm
Motivating Major Donors to Move Up Track
Sponsored by Thompson & Associates
Living Lifetime Relationships with Donors Track
Sponsored by Henderson Mallory Partners
Seasoned Professionals Track
Sponsored by Baptist Health Foundation (Birmingham)
AHP Bi-Regional Conference Welcome Event: “A Night in Old San Antone” (must purchase tickets in advance)
Presenting Sponsor: Mitchell Associates Secondary Sponsor: Parkland Foundation
Tuesday, June 5 8:00 am – 1:30 pm
Registration Desk is open
8:00 am – 9:15 am
Roundtable Breakfast
9:15 am – 10:30 am
Education Sessions Beginning to Build Donor Relationships Track Motivating Major Donors to Move Up Track
Sponsored by Thompson & Associates
Living Lifetime Relationships with Donors Track
Sponsored by Henderson Mallory Partners
10:30 am – 11:00 am
Break with Exhibitors
11:00 am – 12:15 pm
Education Sessions Beginning to Build Donor Relationships Track Motivating Major Donors to Move Up Track
Sponsored by Thompson & Associates
Living Lifetime Relationships with Donors Track
Sponsored by Henderson Mallory Partners
12:15 pm – 1:30 pm
Closing Luncheon with Stanley F. Hupfeld, FACHE
1:30 pm
Conference concludes
Sponsored by INTEGRIS Foundation
“My first AHP conference. I loved it!”
5
Make an Impact
Increase your knowledge… Strengthen your connections… Multiply your impact.
AHP Rockies & Southwest and AHP Southeast Joint Regional Conference
Conference Sponsors The following organizations and companies have provided generous contributions in support of the 2012 AHP Rockies & Southwest and AHP Southeast Joint Regional Conference. As of 2/9/2012. Support the vendors and consultants that support you! Exhibitors will display their latest products and services at the conference. Plan to stop by and discuss how they might work with you to raise your development program to new levels of success.
Diamond Sponsor
Baptist Health Foundation (Birmingham) Baptist Health Foundation (Jacksonville) Bayfront Health Foundation Bentz Whaley Flessner Chapters Health System Driscoll Children’s Hospital Emory School of Nursing Erlanger Heath System Foundation
Sponsorship opportunities are still available! Your organization will gain increased visibility by sponsoring a conference track or event. If you are interested in becoming a sponsor, please contact meetings@ahp.org, so we may put you in touch with the regional sponsorship chair. 6
Morton Plant Mease Foundation Orlando Health Foundation Parkland Foundation Partners in Recognition Ruffalo Cody Scott & White Healthcare Foundation Stobbe Design
Henderson Mallory Partners
St. Vincent Healthcare Foundation
INTEGRIS Foundation
Thompson & Associates
McKee Foundation
University Medical Center Health System Foundation
MD Designs By Metal Decór
Note
Mitchell Associates
Your organization is also invited to exhibit at this conference. Please download an exhibitor registration form at www.ahp.org/exhibitadvertise or call 703-532-6243.
June 3 – 5, 2012 . San Antonio, TX
Special Events & Receptions Welcome Event
“A Night in Old San Antone”
Monday, June 4: 6:00 pm – 9:00 pm Presenting Sponsor: Mitchell Associates
Secondary Sponsor: Parkland Foundation
Conference attendees are in for a “Texas-sized” welcome as they spend “A Night in Old San Antone”! Join us as we transform a historic courtyard near the famous Riverwalk into a colorful mercado. This enchanting evening will have something for everyone. Just a stone’s throw away from the Alamo, you’ll enjoy a true Tex-Mex experience with an array of fabulous food, fun and entertainment. See for yourself why San Antonio is home to a world of flavors, artistic expression and cultural heritage. Celebrate San Antonio’s diversity and the city’s rich artistic tapestry at this family-friendly fiesta with a Texas accent! Southwestern hors d’ouvres will be served at various food stations and two adult-beverage tickets will be included in ticket price. Cash bar available. Dress is casual. Tickets must be purchased in advance. Tickets are $50 per adult and $15 per child ages 3–12 (kids 2 and under free). Guests are welcome to purchase tickets as well! Please use the online or printed conference registration form to purchase tickets. A limited number of tickets are available for this event and will be sold on a firstpaid, first-reserved basis. Tickets are non-refundable.
Newcomer’s Reception Sunday, June 3: 5:00 pm – 6:00 pm
Sponsored by Bayfront Health Foundation
Are you a newcomer to the AHP Rockies & Southwest and Southeast Joint Regional Conference or a new member of AHP? If so, don’t miss this casual gathering where you’ll have an opportunity to meet colleagues, learn about AHP and receive tips for getting the most out of the conference. All are welcome!
Opening Reception with Exhibitors
Sunday, June 3: 6:00 pm – 7:30 pm
Kick off your conference experience at the opening reception in the Exhibit Hall. Eat, drink, and mingle with colleagues and learn about the latest products and services from exhibitors.
Roundtable Breakfast
Tuesday, June 5: 8:00 am – 9:15 am
Looking for ideas and solutions? Join your colleagues for breakfast in an engaging exchange around one healthcare fundraising topic. Sign up at the registration desk to participate in a roundtable breakfast session that best fits your needs. Information will be provided on site regarding roundtable topics and discussion facilitators.
7
Make an Impact
Increase your knowledge… Strengthen your connections… Multiply your impact.
AHP Rockies & Southwest and AHP Southeast Joint Regional Conference Come a day early for these in-depth workshops on health care fundraising!
Pre-Conference Workshops Sunday, June 3
AHP Development Primer
A Workshop on the Fundamentals of Health Care Development 8:00 am – 4:00 pm This fast-paced, one-day, fundamental workshop focuses on the basic elements of health care philanthropy and the role of development in a health care organization. This workshop reviews major areas of health care development, including: major, planned, and annual giving; capital campaigns; policies; finance; marketing; and many other topics.
Chairs
The workshop is highly recommended for those new to health care development (with less than two years experience) and for support staff and board members who need to understand the elements of health care development. The course fee includes the all-day workshop, the AHP Primer CD with “how to” examples (a valuable reference tool for every development professional), and a continental breakfast and lunch.
Amy S. Dorrill, FAHP, CFRE, MBA Associate Dean of Development & Alumni Relations Nell Hodgson School of Nursing— Emory University Atlanta, GA
Jeffrey A. Lea, FAHP, CFRE Executive Director Middle Tennessee Medical Center Murfreesboro, TN
Registration Fee
Please note that there is a separate registration fee for these workshops.
1:00 pm – 5:30 pm
Registration Desk is open
5:00 pm – 6:00 pm
Newcomer’s Reception
6:00 pm – 7:30 pm
Opening Reception with Exhibitors
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Early Registration
Regular Registration
AHP member
$265
$315
Non-member
$365
$415
(Postmarked by 4/27/12)
Sponsored by Bayfront Health Foundation
(Postmarked after 4/27/12)
June 3 – 5, 2012 . San Antonio, TX
Pre-Conference Workshops Sunday, June 3
AHP Advanced Course
A Workshop on Advanced Concepts in Health Care Fundraising 8:30 am – 4:30 pm The AHP Advanced Course is a one-day, intensive program that provides a quick and comprehensive overview of fundraising principles for health care development professionals who have five or more years of experience in the field. The course content is organized around the CFRE exam and can assist development professionals in preparing for the CFRE or FAHP examinations. Participants review the core competencies outlined in the CFRE knowledge areas. The course fee includes the workshop, workbook, and a continental breakfast and lunch.
Faculty Mary Love (Bitsy) Henderson, FAHP Principal Henderson Mallory Partners Austin, TX Candace C. Burnett, CFRE President Huntsville Hospital Foundation Huntsville, AL
Registration Fee
Please note that there is a separate registration fee for these workshops.
1:00 pm – 5:30 pm
Registration Desk is open
5:00 pm – 6:00 pm
Newcomer’s Reception
6:00 pm – 7:30 pm
Opening Reception with Exhibitors
Early Registration
Regular Registration
AHP member
$290
$340
Non-member
$390
$440
(Postmarked by 4/27/12)
(Postmarked after 4/27/12)
Sponsored by Bayfront Health Foundation
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Make an Impact
Increase your knowledge… Strengthen your connections… Multiply your impact.
AHP Rockies & Southwest and AHP Southeast Joint Regional Conference
Conference Schedule Monday, June 4 7:30 am – 5:15 pm
AHP Registration Desk Open
8:00 am – 9:00 am
AHP Southeast Regional Breakfast
Sponsored by Emory School of Nursing
AHP Rockies & Southwest Regional Breakfast
Sponsored by Scott & White Healthcare Foundation
9:15 am – 10:30 am
Beginning to Build Donor Relationships
Motivating Major Donors to Move Up
Living Lifetime Relationships with Donors
Building an Annual Gift and Donor Relationships Pipeline in a Small Shop
Transforming Health Care: Transforming Major Gift Work (Part I)
Transitional and Planned Giving Essentials
Can small shops run an effective donorcentered, relationship-based operation on a limited budget and staff? You bet! This session will demonstrate the experience of The Nebraska Medical Center’s development office, with just 5.8 FTE’s, midway through its five-year strategic plan which has seen a 300% growth in dollars, donors, and donations. Learn how detailed processes, line-item expenses, physician engagement, and “lean management” engagement have all been instrumental to the success of building donor relationships.
In 2002, the Virginia Mason Foundation began to implement the Toyota Production System management methodology in all areas of its work. These sessions will examine the application of this management system in fundraising, in particular in major gift work. Specific topics covered include creating visibility and effectiveness within the major gift cultivation process for major gift officers, and developing productive pipelines through board and physician partnerships.
Working with donors at the top of the giving pyramid requires systems and strategies that are carefully and properly executed to achieve success. This session will discuss proven methods working with donors who are most loyal to your organization and how to enable them to make a significant impact today and in the future.
Presenter
Randall Hallett, CFRE, JD, MBA
Executive Director of Development The Nebraska Medical Center Omaha, NE
Sponsored by Thompson & Associates
Presenters
Jeanne Jachim
Senior Director of Development Virginia Mason Medical Center Foundation Seattle, WA
Michael K. VanDerhoef
President Virginia Mason Medical Center Foundation Seattle, WA
10
Sponsored by Henderson Mallory Partners
Presenter
Michael Frick
Associate Vice President of Development The University of Texas MD Anderson Cancer Center Houston, TX
June 3 – 5, 2012 . San Antonio, TX
Conference Schedule Monday, June 4 continued 10:30 am – 11:00 am
Break with Exhibitors
Sponsored by Partners in Recognition
11:00 am – 12:15 pm
Beginning to Build Donor Relationships
Motivating Major Donors to Move Up
Living Lifetime Relationships with Donors
Making the Connection
Transforming Health Care: Transforming Major Gift Work (Part II)
Transformational Gifts: The Pathway to Maximizing Charitable Potential
In 2002, the Virginia Mason Foundation began to implement the Toyota Production System management methodology in all areas of its work. These sessions will examine the application of this management system in fundraising, in particular in major gift work. Specific topics covered include creating visibility and effectiveness within the major gift cultivation process for major gift officers, and developing productive pipelines through board and physician partnerships.
Throughout its first ten years, Bozeman Deaconess Foundation had never received a seven-figure gift and six-figure gifts were very rare. Now, four years after initiating a comprehensive $9 million capital campaign and receiving several million dollar contributions, philanthropy at Bozeman Deaconess Hospital has been transformed. What began as an effort to expand emergency services, ended up fundamentally changing how money is raised and philanthropy is viewed at this rural 86-bed hospital. Learn how transformational gifts impacted the campaign, doubled annual development goals and created an allencompassing culture of philanthropy.
Making the Connection is a program designed to “connect” direct mail, Children’s Miracle Network or special event donors to your mission resulting in larger gifts and long-term support for your organization. We will share our process of moving donors along the fundraising continuum—talking with our donors, determining who has a sincere interest in our mission, and incorporating them into our cultivation program.
Presenters
Cindy Atmar, CFRE
Senior Director of Development CHRISTUS Santa Rosa Foundation San Antonio, TX
Gracie Martinez
CMN Coordinator CHRISTUS Santa Rosa Health Care Corporation San Antonio, TX
Stephanie Krueger
Director of Development Friends of CHRISTUS Santa Rosa Foundation San Antonio, TX
Sponsored by Thompson & Associates
Presenters
Jeanne Jachim
Senior Director of Development Virginia Mason Medical Center Foundation Seattle, WA
Michael K. VanDerhoef
President Virginia Mason Medical Center Foundation Seattle, WA
Sponsored by Henderson Mallory Partners
Presenters
Debra A. Gill, FAHP, CFRE, MPA
Executive Vice President of Philanthropy Bozeman Deaconess Foundation Bozeman, MT
Matthew R. Ghiorsi
Senior Executive Counsel Ghiorsi & Sorrenti, Inc. Wyckhoff, NJ
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Make an Impact
Increase your knowledge… Strengthen your connections… Multiply your impact.
AHP Rockies & Southwest and AHP Southeast Joint Regional Conference
Conference Schedule Monday, June 4 continued 12:30 pm – 2:00 pm
Keynote Luncheon with Dr. Alfred B. Knight
Sponsored by Orlando Health Foundation
2:15 pm – 3:30 pm
Beginning to Build Donor Relationships
Motivating Major Donors to Move Up
Living Lifetime Relationships with Donors
Get In Your Donor’s Head for Better Results
Building a Foundation of Excellence through GAP Analysis
Fostering and Sustaining Commitments from Principle Donors
This session will explore the effective use of psychographic profiling information that gives you incredible insights into who your donors are, what they value and how they make decisions. This information is a valuable lever in informing your fundraising strategy, from acquisition to major donor cultivation.
GAP analysis helps organizations compare actual performance with potential performance and identifies action steps necessary to close those gaps. This allows you to use current resources effectively to perform at an optimal level. In this session you’ll learn how to apply GAP analysis to your major gifts programs including moves management and physician giving. Ultimately, a GAP analysis identifies strengths and opportunities and helps determine where to focus your limited resources of time and money.
Outstanding! Your development team has been successful in securing a transformational gift for your organization. It’s what we all strive for, but now you realize that the work has just begun. Whatever a transformational gift means to you—a dollar amount or a key endorsement—you must plan for and manage the relationship so it lasts a lifetime for your organization. In this session, we will take a brief look at the strategy for approaching a legacy donor and the motivations behind such a gift, and spend time discussing how to steward these relationships in perpetuity.
Presenters
Betsy Chapin Taylor, FAHP, CFRE
CDO/Foundation President Erlanger Health System Foundation Chattanooga, TN
Dana Heter
President Direct Strategies Richardson, TX
Sponsored by Thompson & Associates
Presenters
Karen Jensen
Vice President & Chief Operating Officer Orlando Health Foundation Orlando, FL
Calder P. Sinclair
President Sinclair, Townes & Company Atlanta, GA
12
Sponsored by Henderson Mallory Partners
Presenters
Lisa Kennedy
Senior Vice President & Chief Development Officer Greater Houston Community Foundation Houston, TX
Kristi Cooper
Vice President of Development Baylor College of Medicine Houston, TX
June 3 – 5, 2012 . San Antonio, TX
Conference Schedule Monday, June 4 continued 3:30 pm – 4:00 pm
Break with Exhibitors
Sponsored by Baptist Health Foundation (Jacksonville)
4:00 pm – 5:15 pm
Beginning to Build Donor Relationships
Motivating Major Donors to Move Up
Living Lifetime Relationships with Donors
Transitioning Event Sponsors and Participants to Donors
Building Effective Cultivation Strategies
Philanthropy’s Third Dimension: The Soul of Giving
There are many cultivation activities, but they do not all move the prospect forward. This session explores techniques for building effective cultivation strategies with team members. Case studies provide examples of how staff members have increased their productivity and effectiveness through a clear manageable process that benefits both gift officers and leadership.
Donors are just people—and people live their everyday lives in three intertwining states: the intellectual, the emotional and the spiritual. All fundraisers speak to our donors’ brains, and some of us speak to their hearts. Few of us have a clue how to speak to their souls. Join Fraser Green (author of 3D Philanthropy) as he shows you the nitty gritty of connecting more deeply with donors and prospects than you ever have before.
Fundraising events are often a large commitment of time and effort for a disproportionately small return. The real benefit to throwing an event is getting new companies and donors interested in your cause, and this session focuses on how to change ‘paying customers’ into advocates of your fundraising efforts.
Presenter Katie Bahr
Development Coordinator UT Medical Center and UT Graduate School of Medicine Knoxville, TN
Sponsored by Thompson & Associates
Sponsored by Henderson Mallory Partners
Presenters
Presenters
Mark Marshall
Fraser Green, CFRE
Managing Associate Bentz Whaley Flessner Minneapolis, MN
Meschelle J. Huether
Principal & Chief Strategist Good Works Ottawa, ON
Senior Vice President Miami Children’s Hospital Foundation Miami, FL
6:00 pm – 9:00 pm
AHP Bi-Regional Conference Welcome Event: “A Night in Old San Antone” (must purchase tickets in advance; see page 23)
Amy S. Dorrill, FAHP, CFRE, MBA
Associate Dean of Development & Alumni Relations Nell Hodgson School of Nursing—Emory University Atlanta, GA
Presenting Sponsor: Mitchell Associates Secondary Sponsor: Parkland Foundation 13
Make an Impact
Increase your knowledge… Strengthen your connections… Multiply your impact.
AHP Rockies & Southwest and AHP Southeast Joint Regional Conference
Conference Schedule Tuesday, June 5 8:00 am – 1:30 pm
Registration Desk Open
8:00 am – 9:15 am
Roundtable Breakfast
9:15 am – 10:30 am
Beginning to Build Donor Relationships
Motivating Major Donors to Move Up
Living Lifetime Relationships with Donors
Role of a Physician in Donor Development
Teaching Board Members to Ask
Secrets to Crafting High Impact Mission Stories
A story from the source is worth 1,000 development stratagems—if they tell it right. Physicians can and should be healthcare fundraising spokesmen, but what else can they do for the cause? This Session talks about what works and what doesn’t when physicians take a role in donor development.
Sponsored by Thompson & Associates
Sponsored by Henderson Mallory Partners
Board members serve an important role for your organization and often times, developing their fundraising skills poses challenges. However, with the right process and support they are invaluable to your organizations’ success. This session will give participants the tools to prepare board members and volunteer leaders to be part of the major gift solicitation team.
Storytelling is one of the most powerful ways to create an emotional connection to your mission. Learn the “truisms” about crafting stories that will not only move others but also motivate them to action. This interactive session shares actionable information you can put to use immediately and examples of successfully told stories.
Presenters
Presenter
Presenter
Director UTMC Cancer Institute Knoxville, TN
Executive Director United Regional Foundation Wichita Falls, TX
CDO/Foundation President Erlanger Health System Foundation Chattanooga, TN
John Bell, MD
Deborah A. West, CFRE
Betsy Chapin Taylor, FAHP, CFRE
Richard K. Giecek, CFRE
Chief Development Officer University Health System, Inc Knoxville, TN
10:30 – 11:00 am 14
Break with Exhibitors
Sponsored by Stobbe Design
June 3 – 5, 2012 . San Antonio, TX
Conference Schedule Tuesday, June 5
11:00 am – 12:15 pm
Beginning to Build Donor Relationships
Motivating Major Donors to Move Up
Living Lifetime Relationships with Donors
How Annual Fund Donors Made an Impact in Capital Campaign Efforts
Engaging Physicians
Lifetime of Giving-Stewarding a Donor
Please visit www.ahp.org/sanantonio2012 for a description of this session.
Effectively stewarding a donor and their giving is essential for creating a culture of ‘Lifetime Giving’ in any organization. Stewardship goes beyond a plaque on a wall or names printed in the annual report. This session will share creative and effective strategies for stewarding donors through their donor cycles and changes in your organization.
Learn how your Annual Fund donors can make an impact in reaching your capital campaign goals. Using the recently completed University of Texas MD Anderson Cancer Center Campaign for $1 billion as a case study, you’ll learn: n How
incorporating two communication channels were better than one.
n How
the right messaging makes a difference in gifts and dollars.
Sponsored by Thompson & Associates
Presenter
J. William Kinard
Director of Philanthropy, Children’s Services Greenville Hospital System Children’s Hospital Greenville, SC
n How
asking for the right dollar amount can turn an initial “no” response into a “yes” response.
n How
to evaluate results and make future communication plans.
Sponsored by Henderson Mallory Partners
Presenter
James Hughes
Director of Development The Methodist Hospital Research Institute Houston, TX
Presenter
Debbie A. Campbell
Program Manager The University of Texas MD Anderson Cancer Center Houston, TX
12:15 pm – 1:30 pm
Closing Luncheon with Stanley F. Hupfeld, FACHE
Sponsored by INTEGRIS Foundation 15
Make an Impact
Increase your knowledge… Strengthen your connections… Multiply your impact.
AHP Rockies & Southwest and AHP Southeast Joint Regional Conference
Conference Schedule Monday, June 4
Seasoned Professionals Track
Sponsored by Baptist Health Foundation (Birmingham) Seasoned professionals (10+ years of experience) are invited to participate in this highly interactive leadership track where you’ll explore specific questions regarding healthcare philanthropy trends, challenges and solutions. Presented in the form of a Conversation Cafe, each session offers brief, thought-provoking comments by a leader in philanthropy followed by conversations with colleagues to probe deeper into the topics. The format accumulates the collective wisdom of participants in a structured environment that nurtures dialogue, learning, creation, community and innovation.
9:15 am – 10:30 am
11:00 am – 12:15 pm
Gift Opportunities in Health Care Reform
Donor Relations During a Crisis
Health care reform is just around the corner. What is your hospital system doing to help transform the health care delivery system that can produce new funding opportunities for philanthropy? Why should our donors be interested.
Major transitions, such as CEO change, and serious crisis from numerous other possible sources have the potential to challenge the confidence of health care donors. We will look at a public hospital, new to major gift fundraising, that had just entered its first large capital campaign for a replacement hospital when the economic downturn hit. In addition, the hospital was experiencing a CEO transition, Medicare and Medicaid issues and constant media attention, hear their lessons learned.
Presenters William C. McGinly, Ph.D., CAE
President & CEO Association for Healthcare Philanthropy Falls Church, VA
Presenters David E. Krause, FAHP President & CEO Parkland Foundation Dallas, TX
16
2:15 pm – 3:30 pm Planned Gifts in Capital Campaigns: Complement or Competition? Modern campaign theory, like modern portfolio theory, must begin to change to accommodate the new donor who is being challenged by the nature of their personal financial needs as well as their charitable desires. Campaigns must keep pace and allow the donor to take a more comprehensive approach. Every campaign should include a properly structured endowment component which opens up wider options for participation without sacrificing the need for current dollars.
Presenters James E. Connell, FAHP, CSA Principal Connell & Associates Charitable Estate and Gift Planning Specialists Pinehurst, NC
4:00 pm – 5:15 pm Major Findings of the Conversation Cafe Experience In this wrap-up session, we’ll discuss, analyze and synthesize the day’s topics and findings in the areas of health care reform, donor relations in a crisis and planned giving in capital campaigns.
Presenters George F. Maynard, III, FAHP
Vice President Greenville Hospital System Foundation Greenville, SC
Crystal Barnes Maynard, FAHP, CFRE Senior Executive Counsel Ghiorsi & Sorrenti, Inc. Woodcliff Lake, NJ
,,
Get Ready for an Assortment of Great Ideas! Take advantage of upcoming educational opportunities from AHP
June 3 – 5, 2012 . San Antonio, TX Education Conferences Join experts and colleagues at the 2012 AHP conferences, the only conferences designed specifically for health care development professionals.
March 11 – 13
AHP New England/NEAHP Regional Conference
Meredith, NH
April 29 – May 1
AHP Canada Regional Conferencee
Calgary, Alberta Early bird deadline: March 23
May 6 – 8
AHP Midwest Regional Conference
Cincinnati, OH Early bird deadline: March 30
May 17 – 19
AHP Mid-Atlantic Regional Conference
Alexandria, VA Early bird deadline: April 6
June 3 – 5
July 14 – 19
AHP Madison Institute (AHP Institute for Health Care Philanthropy)
Madison, WI Early bird deadline: March 30
October 24 – 27
46th AHP Annual International Conference
AHP Rockies & Southwest and Southeast Joint Regional Conference
June 10 – 12
Please contact meetings@ahp.org for information about attending or presenting at an AHP conference, as well as rate and deadline information for exhibiting, sponsoring or advertising.
San Antonio, TX Early bird deadline: April 27
AHP Pacific Regional Conference
La Jolla, CA Early bird deadline: May 4
Atlanta, GA
Find out more www.ahp.org/conferences2012
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Make an Impact
Increase your knowledge… Strengthen your connections… Multiply your impact.
AHP Rockies & Southwest and AHP Southeast Joint Regional Conference
Hotel & Travel Information San Antonio Marriott Rivercenter
Conference Attire
The conference hotel is the San Antonio Marriott Rivercenter. Located on the famed San Antonio Riverwalk, the hotel is connected to the Rivercenter Mall and is near cultural and historical landmarks such as the world famous Alamo. The hotel is located at 101 Bowie Street, San Antonio, Texas 78205. Additional information is available online at www.marriott.com/SanAntonio.
The conference attire is business casual. Consider bringing a jacket or light sweater since temperatures can fluctuate in the air-conditioned meeting rooms.
Hotel Reservations
Airport Information
San Antonio Weather The average day temperature in June is 92°F and in the evenings it is 73°F.
The San Antonio Marriott Rivercenter is offering AHP conference attendees a special rate of $189 for single/double occupancy, plus tax. Call Passkey at 1-877-622-3056 to make your room reservations and be sure to identify yourself as an Association for Healthcare Philanthropy (AHP) conference attendee.
The closest airport is San Antonio International Airport (SAT). Please note that no hotel shuttle is provided. The taxi fare is approximately $22 one way. Shuttle service by Airport Express is available for $18 one way—reservations are required and can be made by calling 210-281-9900.
The hotel rate cut-off date is Friday, May 11, 2012. Reservations made after this date will be on a spaceand-rate available basis. Please remember that there are limited rooms available at the discounted rate. Make your reservation early to avoid disappointment. AHP cannot guarantee that rooms will be available until the cut-off date.
Parking at the San Antonio Marriott Rivercenter is available for $25 per day for self-parking or $33 per day for valet parking.
The hotel check-in time is 4:00 pm and check-out is 12:00 noon.
“What a great conference! I am new to the fundraising arena and I found this conference very important.”
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Hotel Parking
Driving Directions From San Antonio International Airport n Take 281 South to the Commerce Street exit. n Make a right at the light (Commerce Street) and continue for one block. n The hotel is on the right at the corner of Bowie and Commerce streets.
June 3 – 5, 2012 . San Antonio, TX
Welcome to San Antonio! One of America’s most unique destinations, San Antonio is a place of contrasts—old world and new, quaint and contemporary. The city’s authenticity, vibrancy, and diversity will charm you, from its lively River Walk through the heart of downtown to the serenity of the breathtaking Texas Hill Country. Here is just a sampling of what you can see and do in San Antonio. River Walk
Also known as Paseo del Rio, this picturesque stretch of San Antonio’s downtown is a city park and a dining and entertainment haven. Built a full story below street level, the River Walk offers three miles of stone pathways along both banks of the San Antonio River. Some areas are peaceful and quiet, while others are noisy and fun with clusters of restaurants, bars, hotels, and even strolling mariachi bands. The area is also pleasant when viewed from river taxis and charter boats, some of which serve dinner. Information on boat tours is available online at www.riosanantonio.com. A full listing of River Walk restaurants and activities is available at www.thesanantonioriverwalk.com.
Alamo
More than 2.5 million people a year visit The Alamo, the old mission where a small band of Texans held out for 13 days. Just a short distance from the River Walk, the Alamo is a “must see” for all who come to San Antonio. The Alamo is open every day of the year except Christmas Eve and Christmas Day. Hours are 9 am to 5:30 pm Monday through Saturday and 10 am to 5:30 pm on Sunday. More information is available online at www.thealamo.org.
San Antonio Botanical Gardens and Conservatory
This 33-acre parcel of land showcases a diverse array of flora, from wildflowers to cacti and roses. It also features a Japanese garden, a children’s garden, aquatic elements, and a garden for the blind. The dramatic conservatory maintains exotic environments that shelter ferns, palms, and alpine plants, among others. Native landscaping invites visitors to stroll the grounds, and the gazebo provides a spectacular view of the city.
Additional information
Go online to www.sabot.org; or call 210-207-3250. Other fun activities in San Antonio include the San Antonio Zoo, SeaWorld San Antonio, and the Spanish Governor’s Palace. Additional information about San Antonio sights are available online at www.visitsanantonio.com.
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set-up Increase your knowledge… Strengthen your connections… Multiply yourfee. impact.
AHP Rockies & Southwest and AHP Southeast Joint Regional Conference
AHP Performance Benchmarking Service Participate in the AHP Performance
Benchmarking Service and be part of a groundbreaking benchmarking collaborative. • Measure your organization’s fundraising results and resources against peer groups and industry leaders. • Analyze comparative data to inform management decisions and improve performance. • Provide board members, CEOs and CFOs with basic financial models that demonstrate the potential growth in fundraising performance. Contact AHP today for more information on joining this breakthrough benchmarking service for health care philanthropy.
Improve performance. www.ahp.org/benchmarking benchmarking@ahp.org 703–532–6243 20
June 3 – 5, 2012 . San Antonio, TX
Conference Committee
2012 AHP Rockies & Southwest and AHP Southeast Joint Regional Conference Thank you to the generous members of AHP who dedicated their time and expertise to this event. Conference Chair
Cindy Scott, CFRE Senior Development Officer Parkland Foundation Dallas, TX
Conference Co-Chair
Averitt Ennis Foundation Vice President, Planning & Special Gifts Orlando Health Foundation Orlando, FL
Regional Directors
Sharon A. Jones, FAHP, CFRE (AHP Southeast) Vice President of Development Chapters Health System Temple Terrace, FL Sandy L. Ogletree (AHP Rockies & Southwest) Executive Director University Medical Center Health System Foundation Lubbock, TX
Education Chairs
Thomas J. Sloan, CFRE, FACHE Director of Development Scott & White Healthcare Foundation Temple, TX Amy S. Dorrill, FAHP, CFRE, MBA Associate Dean of Development & Alumni Relations Nell Hodgson School of Nursing—Emory University Atlanta, GA
Beginning to Build Donor Relationships—Track Deans Britt Pharris Development Director, Major Gifts University Medical Center Health System Foundation Lubbock, TX Richard K. Giecek, CFRE Chief Development Officer University Health System, Inc Knoxville, TN
Motivating Major Donors to Move Up—Track Deans
Jeanette E. Conaway Director, Major Gifts Integris Health Foundation Oklahoma City, OK Betsy Chapin Taylor, FAHP, CFRE Chief Development Officer/ Foundation President Erlanger Health System Foundation Chattanooga, TN
Living Lifetime Relationships with Donors—Track Deans Ernestine Bean, CFRE Vice President of Development Morton Plant Mease Foundation Clearwater, FL Kevin Pickett Senior Director of Development The University of Texas MD Anderson Cancer Center Houston, TX
Seasoned Professionals— Track Deans
George F. Maynard, III, FAHP Vice President Greenville Hospital System Foundation Greenville, SC Crystal Barnes Maynard, FAHP, CFRE Senior Executive Council Ghiorsi & Sorrenti, Inc. Woodcliff Lake, NJ
Sponsorship Chairs
Jeffrey A. Lea, FAHP, CFRE Executive Director Middle Tennessee Medical Center Murfreesboro, TN Sandy L. Ogletree Executive Director University Medical Center Health System Foundation Lubbock, TX
Roundtable Chairs
Anne Davis Senior Development Officer Middle Tennessee Med Center Foundation Murfreesboro, TN Jon K. Gossett Vice President & Chief Development Officer St Luke’s Episcopal Health System Houston, TX
Newcomer Chairs
Cindy Jordan, CFRE Director of Development Good Shepherd Foundation Longview, TX Emily Benham, FAHP, CFRE Vice President of Development Bayfront Health Foundation St. Petersburg, FL
Conference Enrichment Team Meg K. Davis Development Officer Parkland Foundation Dallas, TX Beth Ellis Marketing & Foundation Director Abbeville Area Medical Center Abbeville, SC Cissy Garcia Director of Development El Centro de Corazon Houston, TX Ashley Nall Major Gifts Officer Bayfront Health Foundation Saint Petersburg, FL Carly Sheppard Development Manager, Events Parkland Foundation Dallas, TX
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Make an Impact
Increase your knowledge… Strengthen your connections… Multiply your impact.
AHP Rockies & Southwest and AHP Southeast Joint Regional Conference All vendors and consultants who represent firms providing services to health care development professionals must register as either an exhibitor or non-exhibiting consultant when attending an AHP conference.
Registration Information Thank you for your interest in attending the 2012 AHP Rockies & Southwest and Southeast Joint Regional Conference. Information about the registration process is below. If you have any questions, please feel free to contact AHP at 703-532-6243 or via email at ahp@ahp.org. The most up-to-date conference information is online at www.ahp.org/sanantonio2012.
Registration Fees n Development Professional Registration—The lowest
Please see page 18 for information about hotel and travel.
n Consultant Registration (Non-Exhibiting)—These fees are
Full or Single-Day Registrations
Get the most out of this educational opportunity with a full conference registration. If you can only make it for one day, a single-day registration option is also available. n Full conference registration—includes all educational
sessions, the opening reception, breakfast and luncheon on Monday, and continental breakfast and closing luncheon on Tuesday.
n Single-day registration—includes the educational sessions and
scheduled meals for the selected day only. Tickets for meals on other days may be purchased separately.
Pre-Conference Workshops
registration fees are available to development professionals who are actively working for a hospital, hospice, foundation or other health care development organization. These fees are not available to consultants. for consultants and vendors who will attend the conference but will not be exhibiting. Organizations paying this fee may not display marketing materials or job postings at the conference. The fee includes registration for one person, one set of meals, name listing in the conference attendee list and one on-site registration list.
n Exhibitor Registration—Exhibiting organizations do not need
to submit the attached registration form. To exhibit at this conference, please download an exhibitor registration form at www.ahp.org or call 703-532-6243. Also ask about conference sponsorship and advertising opportunities.
Cancellations
You may also choose to attend one of two all-day pre-conference workshops, “AHP Development Primer” or “AHP Advanced Course.” Note: The pre-conference workshops require a separate registration fee, which is not included in the full conference registration fee.
All cancellation requests must be submitted in writing to meetings@ahp.org by May 18, 2012. AHP will refund your payment less an administrative fee ($50 for full registrants; $25 for single day registrants and pre-conference workshops). No refunds will be made after May 18, 2012.
Early Registration Discount
Confirmation Information
Save $75 when you register for this conference by the early registration deadline! Your registration and payment must be postmarked or received online by Friday, April 27, 2012. Mailed or faxed registrations can not be processed without payment.
Executive Discount
To encourage hospital executives and board members to attend AHP conferences with their development staff, AHP offers an executive discount. The CEO, president or executive director of a hospital (not foundation), or a hospital trustee or volunteer, may attend this conference with an AHP member from the same organization at the AHP member rate. Note: This offer is not available to development staff. Please fax or mail the registration form to receive the executive discount.
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You will receive a confirmation letter and other helpful information after we receive your registration payment. You will also receive an email one week before the conference starts with reminder information. An exhibitor and room location guide will be available on-site.
Handouts
Any handouts submitted by conference speakers will be available for downloading from the AHP website beginning May 25, 2012.
Guest Tickets
Meal tickets are available if you would like to bring a guest to the opening reception or to a scheduled breakfast or luncheon. Tickets may be purchased before the conference or on-site at the registration desk.
Registration Form
2012 AHP Rockies & Southwest and AHP Southeast Joint Regional Conference
June 3 – 5, 2012
Register online! www.ahp.org/sanantonio2012 To mail or fax your registration, send this registration form and payment to the Association for Healthcare Philanthropy, 313 Park Avenue, Suite 400, Falls Church, VA 22046. Phone: 703-532-6243. Fax: 703-532-7170.
Attendee Information
Registration Fees Pre-Conference Workshop AHP Development Primer . Sunday, June 3
Name
Early Registration Postmarked by 4/27/12
Name on badge
AHP member Non-member
$265 $365
Title
AHP Advanced Course . Sunday, June 3 Early Registration AHP member Non-member
Organization
Address
State
Phone
Zip
Postmarked by 4/27/12
$290 $390
$315 $415
Regular Registration Postmarked after 4/27/12
$340 $440
The prices above apply to both development professionals and consultants (exhibiting and non-exhibiting), and are not included in the conference registration fee.
Full Conference Early Registration
Registration Notes
AHP member Non-member
Please check here if:
You require special assistance or have special dietary needs. Please email your needs to meetings@ahp.org. This will be the first time you’ve attended this conference or you are a newcomer to AHP. You are a hospital executive attending with an AHP member and qualify for the executive discount. See preceding page for full criteria. Please list the name of the AHP member with whom you will be attending: ___________________________________________________ .
Payment Method
y check is attached and is made payable to the Association for M Healthcare Philanthropy (U.S. funds only.)
Please charge my: VISA MasterCard AmEx
$410 $510
Monday, June 4
check day:
Early Registration AHP member Non-member
Regular Registration Postmarked after 4/27/12
$485 $585
Postmarked by 4/27/12
$240 $340
Tuesday, June 5
Regular Registration Postmarked after 4/27/12
$315 $415
The prices above are for development professionals who are actively working for a hospital, hospice, foundation or other health care development organization—these fees are not available to consultants. The fee does not include registration for the pre-conference workshops. See preceding page for details.
Seasoned Professionals Track Yes, I plan to participate in this track on Monday, June 4, 2012
Consultant Registration (Non-Exhibiting) Full Conference Early Registration AHP member Non-member
Name as it appears on credit card
Postmarked by 4/27/12
Single Day
Total amount due:
Postmarked by 4/27/12
$515 $615
Regular Registration Postmarked after 4/27/12
$590 $690
Single Day Monday, June 4
check day:
Early Registration
Credit card number
!
Postmarked after 4/27/12
Development Professional Registration
Email addresses are required and will not be published or distributed.
Expiration date
Regular Registration
CVC security code
AHP member Non-member
Postmarked by 4/27/12
$350 $450
Tuesday, June 5
Regular Registration Postmarked after 4/27/12
$425 $525
The prices above are for consultants and vendors who will attend the conference but will not be exhibiting. See preceding page for details. tickets, name listing on the conference attendee list and one on-site registration list.
Signature
Special Events Fees
Photographs and videos are taken at the conference and may be used in AHP’s future promotional materials. If you do not want your image used, please contact AHP.
Welcome Event: “A Night in Old San Antonio” . Monday, June 4 $50 per adult. Number of tickets: ____ .
$15 per child ages 3-12. Number of tickets: ____ .
Space is limited. Tickets are non-refundable.
Registration forms will not be processed without payment. All cancellation requests must be submitted in writing to meetings@ahp.org by May 18, 2012.
Presorted Standard US Postage
PA I D Permit #519 Dulles, VA
Association for Healthcare Philanthropy 313 Park Avenue, Suite 400 Falls Church, VA 22046 www.ahp.org
AHP members raise more than $9 billion each year for health care services. Connect with your fellow fundraising colleagues at the AHP Rockies & Southwest and AHP Southeast Joint Regional Conference!
Save $75
Register by April 27
Arkansas . Colorado . Montana . New Mexico . Oklahoma . Texas . Wyoming . Alabama . Florida . Georgia . Louisiana . Mississippi . North Carolina . South Carolina . Tennessee
2012 AHP Rockies & Southwest and AHP Southeast Joint Regional Conference
Register today to attend the signature conference developed by and for health care fundraisers in your region.
June 3 – 5 San Antonio, TX San Antonio Marriott Rivercenter
Register today! www.ahp.org/sanantonio2012