AHP's Madison Institute

37th Annual AHP Institute for Healthcare Philanthropy

AHP Madison Institute The premier certificate program for health care fundraisers

JULY 1 3 –1 8, 2 01 3

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M ADI SON, WI

Further yourself and your career! n

A year’s worth of learning in 5 days

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Connections for a lifetime

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Certificate of completion

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30 CFRE credits

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ew this year — N An expanded major gifts curriculum for the changing philanthropy program

Sponsored by the Association for Healthcare Philanthropy in cooperation with the University of Wisconsin’s Graduate School of Business.

Schedule of Events 2 AHP Madison Institute 2013 • July 13–18, 2013

Saturday, July 13

Monday, July 15

4:00–5:00 pm Registration

8:30 am–12:15 pm Class

5:00–8:30 pm First class, networking social and dinner

1:30–5:00 pm Class

Sunday, July 14

8:30 am–1:00 pm Class Afternoon Special projects and group work

8:00–8:45 am General session speaker 9:00–11:45 am Class

Tuesday, July 16

Wednesday, July 17 8:30–11:45 am Class

1:00–5:00 pm Class

• Madison, WI

“

The entire experience was excellent.

I especially appreciate the tools given and the sharing of resources. Also, the knowledge of and equal time given to the Canadian perspective. Thanks again for the great teachers, format

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and content.

Ivone Martins St Paul’s Hospital Foundation Vancouver, BC

Photos of Memorial Union’s Terrace Chairs courtesy of University of Wisconsin–Madison.

1:00–5:00 pm Class

Thursday, July 18*

8:45 am–12:00 pm Group presentations *Attendees are required to be present for the entire Madison Institute experience including the group presentations.

37th Annual AHP Institute for Healthcare Philanthropy

AHP Madison Institute JULY 13–18, 2013

Intensive learning experience.

Choice of seven course tracks.

Choose a course track that offers solutions and answers that best ensure your current and future success. Not sure which track is right for you? Let AHP help. Contact meetings@ahp.org for guidance.

Seven tracks are offered. n

Fundamentals of Resource Development

nnual Giving A n E lements of Major Gifts n M ajor Gift Initiatives and the n

Campaign

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Advanced Skills for Major Gift Success

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lanned Giving P F undraising Management

Prestigious faculty members.

You’ll be guided by faculty members who are the best and brightest in health care development. They are

MADISON, WI

there as your resource, available to answer in-depth questions and provide expert advice.

Small class size. All class sizes are capped to ensure your learning experience is a collaborative and strong one. You’ll learn through presentations, case studies, role play, online communities and from your knowledgeable colleagues.

Extensive take-home resources mean you’ll continue learning when you return to the office.

Numerous networking opportunities. The AHP Madison Institute offers constant opportunities to connect with your fellow health care fundraisers and faculty members, both in class and after hours, for both learning and fun. It’s truly an opportunity to develop a professional network that will last your entire career.

Certificate of Completion from the University of Wisconsin and AHP. Once you successfully complete the course work, you’ll receive a certificate from the University of Wisconsin’s Graduate School of Business and the Association for Healthcare Philanthropy. Plus you’ll earn up to 30 credits that count toward the CFRE professional credential.

3 The Association for Healthcare Philanthropy • www.ahp.org • Register Today!

The AHP Madison Institute offers health care development professionals an unparalleled opportunity to learn, share, develop connections and make life-long professional contacts in a supportive and highly targeted learning environment. It’s a year’s worth of learning in just five days.

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Certificate Track One

Fundamentals of Resource Development

Summary

4 AHP Madison Institute 2013 • July 13–18, 2013

This course provides an overview of the essential skills and knowledge required to implement a comprehensive resource development program with special emphasis on personal solicitation. It includes instruction on: development structure, techniques and strategies and the operational underpinnings necessary to be successful in your role.

Prospect and Donor Constituencies n

Individuals

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Corporations and Foundations

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Prospect Identification, Research and Cultivation

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Keeping People and Procedures Healthy n

Who should attend

• Madison, WI

Overview n

I ntroduction to Health Care Philanthropy

Fundamentals of Tax Law (U.S. and Canada)

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This track is a survival kit for those who are new to fundraising, those who want to broaden their knowledge of development and for organizations that are beginning a foundation or development program.

The Psychology of Giving

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R oles and Responsibilities for Staff and Volunteer Leadership P lanning and Budgeting

Fundraising Tool Kit n

Direct Mail

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Family and Tribute Giving

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Recognition and Donor Clubs

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Special Events

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Major Gifts and Personal Solicitation

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Corporate and Foundation Solicitation

(U.S. and Canada)

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Capital Campaigns

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D evelopment Structures

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Planned Giving

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T he Case for Support in Health Care

(U.S. and Canada)

Certificate Track Two

Annual Giving

Summary

Annual Giving Strategies and Tools

New this year: Content is expanded in social media, metrics and tools for building the pipeline. This course is a comprehensive account of annual giving strategies, tools, skills and approaches for specific constituencies and other keys to success. Learn new skills, gather ideas and be inspired.

Expert faculty and your classmates share proven approaches you can use on the job to increase your fundraising revenue and to build a pipeline of donors for major, planned and campaign gifts. Walk away with tools you can use immediately at your organization to build or update your annual plan.

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This track is for individuals who want to increase their expertise in annual giving, who have two or more years of fundraising experience or who have completed the Fundamentals of Resource Development track or a comparable introductory offering.

including Direct Mail, Email and Phone

onor Clubs D n S upport Groups and Community n

Organizations

pecial Events S n C ommemorative Giving n U se of the Internet and Social Media n P erson-to-Person Solicitation n D onor Stewardship Annual Giving and Key Constituencies

L eadership Giving n M edical Staff Solicitation n E mployee Campaigns n G rateful Patient Programs n

Annual Giving Skills

F undraising Copy and Graphics n Working with Volunters n A pplication of Annual Giving n

Practices

Building Major Gifts Pipeline through Annual Giving n

Creating and Implementing a Successful Annual Giving Program n

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E lements of a Comprehensive Program

A nnual Giving Critical Success Factors P lanning, Managing and Evaluating Annual Giving A nnual Giving Metrics

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Strategies for Coordinating Annual, Major and Planned Gift Solicitation

ulture of Philanthropy C n D onor Loyalty and Transitioning n

Donors

The Association for Healthcare Philanthropy • www.ahp.org • Register Today!

Who should attend

Direct Response Solicitation,

Certificate Track Three

Elements of Major Gifts

Summary

6 AHP Madison Institute 2013 • July 13–18, 2013

This course is a comprehensive journey through major gift development, from concept to the practical application of knowledge for cultivation, solicitation and stewardship strategies. Students will have the opportunity for one-on-one consulting time with faculty and will leave with individual development plans of action to implement immediately.

Who should attend

• Madison, WI

This track is designed for anyone beginning their development career, just entering Major Gifts work after having worked in other fundraising capacities, or entering health care philanthropy.

In addition, anyone who may have had early success in Major Gifts and is looking for knowledge to increase effectiveness, this class is designed for you. If you have completed the Fundamentals of Resource Development and/or the Annual Giving tracks offered at the Madison Institute or similar course work, this course is the next step in your development expertise.

Overview n n

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W hat is a Major Gift?

C reating a Growth Plan for Your Major Gift Program S etting Revenue Goals and Evaluating Your Program

Create Your Case n

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I mportance and Elements of the Case Statement C reating an Integrated Marketing and Communications Plan

Effective Leadership n

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R ole of the Foundation’s and Institutional/Health care Organization Leadership V olunteer Leadership Roles and Responsibilities

Donor Cultivation System/ Moves Management n

R esearch Your Potential

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P rospect Qualification

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M anaging Prospects

Solicitation Techniques / Training n

G etting the Appointment

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M aking the Ask

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C losing the Gift

Stewardship n

D onor Recognition

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R enewal and Upgrading

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P ersonalized Stewardship

Certificate Track Four

Major Gift Initiatives and the Campaign

Summary

Who should attend This track is designed for anyone at an organization, who is either in the middle of, or contemplating the start of, a major fundraising initiative, including staff and administrative personnel, board members and key volunteers.

Overview This course covers any major fundraising initiative in chronological order, from determining your readiness, selecting the appropriate model for your situation, establishing timelines and procedures, discovering what motivates donors and how to make the “ask” and engaging volunteers and staff to reach your greatest potential. You will work through all strategic components of a major fundraising campaign.

From the inception of the “big idea” to the celebration that marks the achievement of the goal and the effective

Key Pillars

The course curriculum is based on key pillars of any major gift/campaign program:

Case n

Traditional Campaign Case Development

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Adaption of a Case for Support for a Special Gift Project

Leadership n

Engagement of Board Members/

Volunteers and Internal Leadership

Donors n

Identification of Current and New Donors

Plan n

Plan Formation for the New Era of Campaigns

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Long Term Stewardship Strategies for Ongoing Mini Campaigns/ Projects

You also will discover how a campaign can enhance your current fundraising program and advance your future potential.

7 The Association for Healthcare Philanthropy • www.ahp.org • Register Today!

Your organization must decide on the best approach in enhancing your major gift program. This may include the traditional Capital Campaign, but may necessitate a modified and target approach which would include a mini – campaign or special (major) gift initiative. This course is designed and presented by seasoned professionals who will guide you in determining what strategy is best for your situation and implementing the exact structure and plan for the greatest level of success.

stewardship of those who participate in your success. The course emphasizes the evaluation of each participant’s own situation, and facilitates experiential learning through a series of workshops, group interaction and personal assessment and team exercises.

Certificate Track Five

Advanced Skills for Major Gift Success

Summary

8 AHP Madison Institute 2013 • July 13–18, 2013

This track will focus on successful leadership and problem solving skills to better motivate and engage health care CEOs, volunteers and ultimately the investor-type donor in your organization’s major gifts program. Participants are required to bring actual solicitation experiences and challenges for group case work discussions and solutions.

Leadership n

at All Levels (Volunteers, Staff, Executive Suite) n

Creating an Enduring Culture of Integrated Major Gifts n

The Changing Health Care

Organization: Adapting Your Case and Plan

Who should attend

• Madison, WI

Class size is limited to 50 students.

Problem Solving Challenges with Roles and Responsibilities

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Experienced health care major gifts officers (minimum of three years in a major gifts capacity) will explore the skills and processes required to expand and maximize their major gift program potential and their career path in today’s changing health care environment. While not a prerequisite, it is recommended that participants have completed the Major Gifts and Capital Campaign Tracks offered at the Madison Institute or similar course work.

Successful Engagement Strategies

Performance Measures and Metrics for an Overall Major Gifts Program for Staff and Volunteers

Advanced Techniques and Skills n

In-house Training

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Problem Solving Strategies from

Securing an Appointment to Advisor Disagreements and More

Case work

The class is highly interactive. Time will be dedicated to sharing best practices. Each participant must bring case to work on throughout the week as a significant benefit of the experience is incorporating the shared learning into your individual situation and plan.

Certificate Track Six

Planned Giving

Summary

Who should attend This track is for individuals who have completed the Fundamentals of Resource Development program or a comparable introductory program, those with several years of fundraising experience and those wanting to initiate a planned giving program or improve an existing one.

Marketing Essentials n F actors Motivating Planned Gifts n C ommunicating Planned Gift n

Opportunities

I dentifying Bequest Prospects n C ultivating Prospective Planned n

Giving Donors

Asking for the Gift n B uilding Endowment with Planned n

Gifts

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Planned Giving and the Internet

Gift Planning Program Opportunities n

Common Myths about Planned Giving

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Preparing Your Annual Activity Plan

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Program Integration Opportunities

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Tracking and Reporting Planned Gifts

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Principles of Charitable Estate Planning

Understanding and Managing the Planned Gift Instruments n

T ax Aspects of Charitable Gifts Including Recent Updates (U.S. and Canada)

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C urrent Gift Options

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D eferred Gift Options

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B equest Administration Practices

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E thical Issues in Gift Planning

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Using Planned Giving to Solve Donor Estate challenges

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Recognition and Stewardship of Planned Gift Donors

9 The Association for Healthcare Philanthropy • www.ahp.org • Register Today!

This course provides an overview of the components of a successful planned giving program, offering an indepth explanation of the planned gift instruments (in both the United States and Canada) and the marketing of planned gifts. Emphasis will be placed on small development office program planning. Walk away with practical tips and tools you can use immediately at your organization to build a more effective planned giving program.

Marketing Planned Gifts

Certificate Track Seven

Fundraising Management

Summary

10 AHP Madison Institute 2013 • July 13–18, 2013

Excellent fundraising skills are crucial for professional advancement, but each stage of a development officer’s career demands more and better management skills.

This comprehensive, interactive program focuses on contemporary management strategies to prepare participants for the challenges of executive leadership.

Strategic Management of the Fundraising Process

trategic Thinking S n T he Strategic Development Plan n L eading Strategic Change n A pplication of the Strategic n

Fundraising Process

Operational Effectiveness

F inancial Analysis and Control n H igh Performance Systems for n

Trustees and Staff

Who should attend The completion of the Fundamentals of Resource Development program or a similar educational program and at least five years of management experience in fundraising are required.

Leadership Skills for the Development Officer n

Leading Organizational Transformation

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The Politics of Fundraising for the Chief Development Officer

egotiating and Building Agreement N n T eam Building for Fundraising n

• Madison, WI

Success

Practical Applications

“

I loved my time at the Madison Institute—I wish everyone in health care philanthropy had the opportunity to attend. It is the ultimate learning experience!

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Estella Tullgren Baxter Regional Hospital Foundation Mountain Home, AR

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Making the Case for Health Care Philanthropy

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Resource Development Clinic

AHP Madison Institute Faculty J. Gregory Pope, FAHP, CFRE Chair, AHP University-based Programs and Director of the Institute for Healthcare Philanthropy Vice President of Philanthropy Saint Thomas Health Nashville, TN

Deans and Associate Deans of Certificate Programs

Sidney C. Mallory, FAHP Associate Dean, Advanced Skills For Major Gift Success Principal Henderson Mallory Partners Austin, TX

Laura W. Rehrmann, FAHP Associate Dean, Elements of Major Gifts President Group Health Foundation

Dorothy A. Allen, FAHP Associate Dean, Fundamentals of Resource Development Partner Third Sector Strategy

Seattle, WA

James DeLauro, Ph.D. Associate Dean, Fundraising Management Principal DeLauro & Associates Consulting

Oakland, CA

Lorraine Del Prado Associate Dean, Planned Giving Senior Director of Development, Trust Services and Legacy Planning Seattle Children’s Hospital Foundation

Hamilton, ON

Douglas A. Dillon, CFRE Associate Dean, Major Gift Initiatives and the Campaign President CHI Colorado Foundation

Irving, TX

Lookout Mountain, TN

Seattle, WA

Colorado Springs, CO

Ian M. Fraser, MBA, FAHP Dean, Planned Giving Vice President & Senior Counsel The Fundraising Network Kingston, ON

David B. Gillig, FAHP, CFRE Dean, Fundraising Management Principal David Gillig and Associates San Diego, CA

Mary Love “Bitsy” Henderson, FAHP Dean, Fundamentals of Resource Development Principal Henderson Mallory Partners Austin, TX

Jory Pritchard Kerr, FAHP, CFRE Associate Dean, Annual Giving Executive Director Collingwood General & Marine Hospital Foundation Collingwood, ON

Pearl F. Veenema, FAHP Dean, Major Gifts President & CEO Hamilton Health Sciences Foundation

Faculty John P. Drake, CFRE President Irving Healthcare Foundation Chad M. Gobel Partner Gobel Philanthropy Group, LLC Rochester, NY

Sharon A. Jones, FAHP, CFRE Vice President Development Chapters Health System Temple Terrace, FL

Jerry A. Linzy Senior Managing Partner Jerold Panas, Linzy & Partners Chicago, IL

Ingrid Perry President and CEO Bridgepoint Health Foundation Toronto, ON

Theresa Pesch, RN President, Children’s Healthcare Foundation Children’s Hospitals & Clinics of Minnesota Minneapolis, MN

Karen Piel, JD, CPA, CFRE Planned Giving Officer Marshfield Clinic Marshfield, WI

Lisa Wood, CFRE Director, Stewardship & Major Gifts Mission Hospital Laguna Beach Mission Viejo, CA

11 The Association for Healthcare Philanthropy • www.ahp.org • Register Today!

San Diego, CA

Ann Thompson-Haas, FAHP Dean, Annual Giving Principal and Senior Consultant Larkwood Consulting, LLC

Hotel & Travel Information

Hotel reservations Please make your own room reservations from among the three hotel options listed below. This gives you the opportunity to stay in the hotel that best accommodates your needs.

12 AHP Madison Institute 2013 • July 13–18, 2013

Each hotel offers attendees of the AHP Madison Institute a special room block rate. Please call the hotel directly to make your room reservation and be sure to identify yourself as an Association for Healthcare Philanthropy (AHP) attendee.

The hotel rate cut-off date is June 5, 2013. 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.

State Street shops and dozens of casual or fine dining options. n

Complimentary Airport and Area

Shuttle Service (within a 2-mile radius) n

24-hour Business Center with Free Printer-On Service

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Complimentary High-Speed Wireless Internet

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omplimentary on-site parking C 2 4-hour Fitness Center

Lowell Center

610 Langdon Street, Madison, WI 53703 Phone: 608-256-2621 Rates: $89 – $123 per night http://conferencing.uwex.edu/lodging.cfm The Lowell Center is one of three official University of Wisconsin-Extension Conference Centers. The Lowell Center is a seven-story hotel that offers lodging just one block from the Pyle Center. The Lowell Center offers many amenities, including a swimming pool, exercise room and sauna.

• Madison, WI

The Madison Concourse Hotel

Hotel choices

1 West Dayton Street, Madison, WI 53703

The rates noted below are without applicable taxes. Please make payment for your reservation directly to the hotel.

Rates: $130– $195 per night www.concoursehotel.com

Doubletree by Hilton Madison

525 West Johnson St, Madison, WI 53703 Phone: 608-251-5511 Rates: $139 per night DoubleTreeMadison.com The award-winning DoubleTree by Hilton Madison is located in the heart of downtown and within walking distance of Madison’s legendary nightlife, eclectic

Phone: 800-356-8293

The Madison Concourse Hotel and Governor’s Club is located in the heart of downtown Madison just steps from the state capitol. The hotel offers a pool, whirlpool, game room and state-ofthe-art fitness center. It also provides complimentary airport shuttle service, complimentary wireless Internet connection and business services. The Concourse is an 8-10 minute walk to the Pyle Center and a complimentary shuttle is available daily for attendees.

The Madison Pyle Center

University of Wisconsin

Institute start and end times

Location of classes and meals

All classes are held at the Pyle Center, 702 Langdon Street. The Pyle Center is within easy walking distance of Lowell Center. All breakfasts are served at the Lowell Center.

The remaining meals are served at the Pyle Center.

Airport information

The closest airport is the Dane County Airport which is 20 minutes from the hotels. The taxi fare is approximately $20 one way. The Madison Concourse Hotel and the Doubletree provides complimentary shuttle service to and from the airport for registered guests.

Doubletree by Hilton Madison

Wisconsin State Capitol Square

Institute attire

The attire at the AHP Madison Institute is casual. Consider bringing a jacket or light sweater since temperatures can fluctuate in the air-conditioned meeting rooms.

Madison weather

The average day temperature in July is 80° F and in the evenings is 66° F.

Take-home materials

You will be working from a large threering binder all week. Please remember to leave room in your luggage to take back all of the materials you gather at the AHP Madison Institute.

Twitter - #ahpmadison

Connect with your fellow AHP Madison Institute attendees before, during and after the conference on Twitter. Use hashtag #ahpmadison.

13 The Association for Healthcare Philanthropy • www.ahp.org • Register Today!

Classes begin at 5:00 pm on Saturday, July 13, in the Pyle Center, so please make your travel plans accordingly. The AHP Madison Institute ends at 12:00 noon on Thursday, July 18 with classwork and group presentations. We encourage all attendees to participate in the full scope of the conference. Many tracks conclude the learning experience with group presentations on Thursday morning.

Lowell Center

Concourse Hotel

Registration Information

Thank you for your interest in attending the 2013 AHP Madison Institute. 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 meetings@ahp.org. The most up-to-date information is online at www.ahp.org/madisoninstitute.

14 AHP Madison Institute 2013 • July 13–18, 2013

Please see pages 12-13 for information about hotel and travel.

Registration Desk

The registration desk opens at 4:00 pm on Saturday, July 13 in the lobby of the Pyle Center. Please check in when you arrive and pick up your course materials.

Registration Fees

• Madison, WI

The registration fee for the AHP Madison Institute covers the cost of a certificate program, an extensive class binder of resources, handouts, meals and refreshment breaks. Early registration is strongly recommended. Classes do sell out. Registrations are accepted on a first-paid basis.

Early Registration Discounts

Save $200 when you register for the AHP Madison Institute by the early registration deadline! Your registration and payment must be postmarked or received online

by Monday, April 8, 2013 to qualify for the early registration discount. Mailed or faxed registrations cannot be processed without payment.

Meals Information

Your registration fee includes the following meals: dinner on Saturday, breakfast and lunch on Sunday through Wednesday and breakfast on Thursday.

Certificate Programs

The AHP Madison Institute offers a choice of seven certificate programs. Please indicate on the registration form which one track you would like to attend. Although each track is independent of the others, it is recommended that you enroll in them according to their numbered sequence.

Hurry and register— some tracks fill quickly. Participants learn with one track all week.

Interested in AHP Membership?

Learn more about AHP member benefits and save money. Contact membership@ ahp.org.

Cancellations

All cancellation requests must be submitted in writing to meetings@ahp.org by June 8, 2013. AHP will refund your payment less an administrative fee of $125. No refunds will be made after June 8, 2013.

Confirmation Information

You will receive a confirmation letter and other helpful information after we receive your registration payment. You also will receive an email one week before the conference starts with reminder information and a detailed schedule for the certificate program for which you’ve registered.

37th Annual AHP Institute for Healthcare Philanthropy

AHP Madison Institute JULY 13–18, 2013

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MAD ISON, WI

Mail or fax your registration form to: Association for Healthcare Philanthropy 313 Park Avenue, Suite 400 Falls Church, VA 22046 703.532.7170 FAX

Registration Form

Need more information?

703.532.6243 TEL ahp@ahp.org EMAIL www.ahp.org WEB OR Register online! www.ahp.org/madisoninstitute

Attendee Information

15 Name on badge

Title Organization

Address

City

State/Province

Phone

Zip/Postal Code

Email Email addresses are required and will not be published or distributed.

Required Registration Information How many years have you been working in development? ________ How many years in healh care development? ________ 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 the AHP Madison Institute or you are a newcomer to AHP.

Registration Fees (All fees are in U.S. dollars.)

Save $200 Early Bird Registration

Register before 4/8/2013

AHP member Non-member

$2,095 $2,695

Regular Registration

Registrations received after 4/8/2012

$2,295 $2,895

Certificate Program Please choose a certificate track. You must indicate one track in order for your registration to be processed.

Track 1: Fundamentals of Resource Development Track 2: Annual Giving Track 3: Elements of Major Gifts Track 4: Major Gift Initiatives and the Campaign

Track 5: Advanced Skills for Major Gift Success Track 6: Planned Giving Track 7: Fundraising Management

Payment Method My check is attached and is made payable to the Association for Healthcare Philanthropy (U.S. funds only.)

Please charge my:

VISA

MasterCard

AmEx

Total amount due: $______________ .

Name as it appears on credit card Credit card number

Expiration date

CVC security code

Please complete one form per person. Registration forms will not be processed without payment. All cancellation requests must be submitted in writing to meetings@ahp.org by June 8, 2013.

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.

The Association for Healthcare Philanthropy • www.ahp.org • Register Today!

Name

Association for Healthcare Philanthropy 313 Park Avenue, Suite 400 Falls Church, VA 22046 703-532-6243 ahp@ahp.org www.ahp.org/madisoninstitute

37th Annual AHP Institute for Healthcare Philanthropy

AHP Madison Institute

JULY 1 3 –1 8, 2 01 3

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M ADI SON, WI

R EGISTE R BEFORE Apr il 8 A ND SAV E $ 2 0 0 !

Make this the summer that you further yourself and your career!

Take part in the one-of-a-kind “Madison experience” for five days of intensive learning. Enjoy small classes taught by prestigious faculty members, and develop a close professional network with your peers in health care development.