1. Physicians as Fundraisers Jennifer Willis Nicely, CFRE Foundation President and Chief Development Officer Memorial Health Care System

2. Putting it in Perspective Our Market Our Hospital Our Foundation Our Physicians

3. From the Beginning Physicians on Foundation Board but not really engaged Limited Physician giving with established Giving Society Capital Campaign 2003 with some engagement Serious focus began about 4 years ago

4. Step One: Gather the Troops Engage your: – CEO – Chief Medical Officer – Hospital Compliance Officer – Board Members Find your Champion/Chair

5. Step Two: Win Friends and Influence People Advisory Committee – Roles and Responsibilities – Membership Mix The Role of the Development Staff – Build Trust – Respect Doctor/Patient Relationship – Listen Dr. H’s Story

6. Step Three: Widen the Circle Physicians as Donors – Must understand before you can give – Must give before you can ask – Our Physician Giving Campaign – Involvement over dollars

7. Step Four: Your Best Advocates Why are Physicians Critical? Let the Engagement Begin!

8. Other Connections Grateful Patient program linking physicians and staff with donors Doctor’s Day to feature and thank physicians Get more Physicians engaged with your Foundation Board Feature physicians whenever possible

9. Four Years Later… Foundation and CDO are Known Foundation is Included at the Table The Results

10. Growth in Giving

11. Capital Campaign Structure Campaign Co-Chairs Division Two Division Four Division One Division Three Division Five Community Chair Physician Chair Community Chair Physician Chair Community Chair Physician Chair Community Chair Physician Chair Community Chair Physician Chair

12. Lessons Learned The Right Communication Tools Feed the Ego Keeping Everyone Happy Think Outside the Box Don’t Forget Retired Docs Find a Comfort Zone

13. Questions and Discussion

14. Jennifer Willis Nicely, CFRE Foundation President and Chief Development Officer Memorial Health Care System (423) 495-4141 jennifer_nicely@memorial.org Contact Me