1. Development Division Frieda Rosenberg, Vice-Coordinator David Pasternack, Chief Development Officer Karen Everett & Kathy Hershfield, Major Gifts Co-Chairs New Presidents Training Tuesday, November 3, 2015 WELCOME NEW PRESIDENTS

2. GOALS FOR THIS SESSION  Enlist YOU as our PARTNERS in Fundraising for our Mission of Hadassah  Impart to you the IMPORTANCE of Fundraising in ALL ACTIVITIES  ANSWER YOUR QUESTIONS about Major Gifts Fundraising  BRAINSTORM TOGETHER for the Future Followed by a PROJECT UPDATE

3. ROLE OF DEVELOPMENT  TO RAISE ALL FUNDS OTHER THAN EARNED INCOME THAT SUPPORT THE WORKS OF HADASSAH  Fundraising is JOB #1  National Volunteers, Staff Support Regions and Local Chapters  We are Partners – You have Local Connections with Current and Potential Donors QUESTION: WHAT IS YOUR CURRENT RELATIONSHIP WITH NATIONAL HADASSAH FOR FUNDRAISING?

4. DEVELOPMENT DIVISION DEPARTMENTS

5. 2015 Philanthropy Report

6. DEVELOPMENT DIVISION 2016 GOALS  BUDGETARY ALLOCATIONS:  HMO $19 MM  TOWER $40 MM  IMPERATIVE THAT WE MEET THESE NUMBERS – HWZOA OBLIGATION

7. DEVELOPMENT DIVISION 2016 GOALS  ANNUAL FUNDRAISING GOALS:  MAJOR GIFTS $11 MM  GRASSROOTS $14.5 MM  ANNUAL GIVING $4.7 MM  ASSOCIATES $125 K

8. DEVELOPMENT DIVISION 2016 GOALS  ANNUAL FUNDRAISING GOALS:  PG&E $28.5 MM  ANNUITIES $1 MM  INSTITUTIONS/FOUNDATIONS $2 MM  DIRECT RESPONSE $3 MM  INTERNATIONAL $5 MM

9. DEVELOPMENT DIVISION 2016 GOALS  UNDERSTANDING FUNDRAISING GOALS:  Regions receive Annual Goals from National  Allocate and assign Goals to Local Units  Only CASH is counted; Not signed pledges

10. DEVELOPMENT DIVISION 2016 GOALS  HOW NATIONAL CAN HELP YOU MEET YOUR GOALS:  MAJOR GIFTS– Partner with MGO’s in your area. Look at data from Blackbaud  INSTITUTIONS/FOUNDATIONS – Make connections for your Major Gift Officer  PG&E and ANNUITIES – Call Lori Lasson to present in your Region

11. DEVELOPMENT DIVISION 2016 GOALS  HOW NATIONAL CAN HELP YOU MEET YOUR GOALS (Continued):  DIRECT RESPONSE –Consider mailing schedule in your Annual planning  MAJOR DONOR EVENTS: Consider Dr. Visits, Parlor Meetings, Cocktails & Conversations and other events

12. DEVELOPMENT DIVISION 2016 GOALS QUESTION: WHICH CATEGORIES OF DEVELOPMENT ARE CURRENTLY SPECIFIED IN YOUR FUNDRAISING PLANNING? QUESTION: HOW CAN WE WORK TOGETHER TO MEET OUR/YOUR GOALS?

13. MAJOR GIFTS VS. GRASSROOTS  A MAJOR GIFT IN HADASSAH: $5,000 OR MORE  STUDY OF PHILANTHROPIC TRENDS SHOWS…  Majority of Gifts are from Individuals  Major Gifts account for up to 90% of $$ From as little as 5% of Donors  90/10 Ratio Major vs. Grassroots Giving

14. MAJOR GIFTS VS. GRASSROOTS  MAJOR GIFTS VS. GRASSROOTS NOT AT 90/10

15. THE BIG PICTURE FOR HADASSAH  MEMBER/DONOR RATIOS MUST INCREASE  FOR 2014:  TOTAL MEMBERS/ASSOC’S – 315,782  TOTAL DONORS – 50,957  MEMBER/DONOR RATIO – 16%  TOTAL # GIFTS – 92,093 *includes chapter remittances

16. THE BIG PICTURE FOR HADASSAH  $ SIZE OF GIFTS MUST INCREASE  FOR 2014*:  # GIFTS $5,000 +…………….1,587  # GIFTS $100,000 +……………102  # GIFTS $1 MILLION +……………8 QUESTION: HOW CAN WE WORK TOGETHER TO INCREASE MEMBER/DONOR RATIO AND $$$? *numbers include chapter remittances

17. HADASSAH ANNUAL GIVING

18. WHY ANNUAL GIVING?  KEEPERS OF THE GATE AND CHAI SOCIETY ENSURE ANNUAL REVENUES WE CAN COUNT ON TO SUPPORT DAILY OPERATIONS  DEVELOPS BASE OF KNOWLEDGEABLE DONORS WITH ONGOING GIVING RELATIONSHIP  OPPORTUNITY TO CULTIVATE CURRENT DONORS FOR FUTURE HIGHER GIVING LEVELS

19. KEEPERS OF THE GATE  $1,000 AND UP ANNUAL GIFT COMMITMENT  $1,000-1,799 TRADITIONAL KEEPERS  $1,800-4,999 CHAI KEEPERS  $5,000 + GOLDEN KEEPERS

20. KEEPERS BY THE NUMBERS  CURRENT KEEPERS ALL LEVELS – 4,387  NEW KEEPERS IN 2013 – 283…AVG 7 PER R/BC  NEW KEEPERS IN 2014 – 205…AVG 5 PER R/BC  REPRESENTS $45 MM OVER 18 YEARS

21. KEEPERS OF THE GATE  Keepers are part of a vast group of women and men across the country who proudly wear the David’s Harp pin or pendant  Names of Keepers who have given annually for five years will be inscribed on the prestigious Keeper of the Gate Pillars at Hadassah Hospital‐Ein Kerem

22. CHAI SOCIETY  CHAI SOCIETY IS HADASSAH’S NEWEST ANNUAL GIVING PROGRAM  $180-999 ANNUAL GIFT COMMITMENT  $180-359 CHAI SOCIETY  $360-999 SILVER CHAI SOCIETY

23. CHAI SOCIETY BY THE NUMBERS  CURRENT CHAI SOCIETY ALL LEVELS – 2,302  NEW CHAI SOCIETY IN 2014 – 1,027 …AVG 28 PER R/BC  REPRESENTS $725,000 MM OVER 2 YEARS

24. CHAI SOCIETY  When someone joins Chai Society, they receive a welcome letter with a lovely certificate

25. HADASSAH ANNUAL GIVING QUESTION: WHAT ARE SOME OF THE WAYS YOU ARE ENCOURAGING ANNUAL GIVING? WHAT IS WORKING? WHAT NEEDS WORK?

26. MAJOR GIFTS FUNDRAISING  MAJOR GIFTS FUNDRAISING IS CRITICAL TO SUPPORTING THE WORKS OF HADASSAH  GIFTS OF $5,000 AND UP  MAJOR GIFTS TO GRASSROOTS $$ RATIO:  SHOULD BE AT 80/20  HADASSAH AT 50/50 QUESTION: WHO HAS MAJOR GIFTS CAMPAIGN IN THEIR ANNUAL PLAN?

27. Major Gift Coverage Galit Brichta (temporary) Randy Gorod NY

28. David Pasternack California Miki Schulman Texas Nancy Falchuk Florida Karen Everett Westchester Kathy Hershfield Scottsdale/Tucson Frieda Rosenberg Boston Joyce Rabin Chicago, St. Louis Joyce Rabin Florida Atlantic/Broward National Blitz Phase 1 (ongoing) Already took place Scheduled Karen Everett Long Island Miki Schulman Philadelphia Galit Brichta (temporary) David Pasternack Hamptons Kathy Hershfield Berkshires/Cape Cod NY Roselle Ungar Super South Randy Gorod

29. MGO + Volunteers = Successful Major Gifts Fundraising  Partnership is key to success  “Givens” at every event – appeal, levels, pledge cards THE KEY TO SUCCESS

30. LET’S REMOVE SOME OBSTACLES  At which events should fundraising occur?  What are the fundraising opportunities for Regions & Big Chapters?  Galas, doctor visits, cocktails and conversations, etc.  “Ownership” of donors  Responsibility for the identification of new donors Everyone is a fundraiser QUESTION: HOW CAN WE CLEAR UP THESE ROAD BLOCKS?

31. MAJOR GIFTS FUNDRAISING

34.  Million Dollar Match campaign to raise funds for the Tower  Red Envelope mailing Year End is the most Critical Campaign of the Year. Brought in $785,000 in 2014 IMPORTANT YEAR END CAMPAIGN

35. 35  Doctor Events  Other National Speakers  Parlor Meetings  “Cocktails and Conversation” Events  One-on-one meetings with Major Gift Officers and the Donor TOOLS IN OUR TOOLBOX

36. 2016 HMO Research Campaign COMING FIRST QUARTER OF 2016

37. We perform research in service to humanity While stem cell research was severely regulated (as late as 2006) in the United States and other countries, it was well underway in HMO’s labs in Israel. We remain in the forefront of this critical research. Medical institutions around the world seek partnerships with us. Why SUPPORT RESEARCH AT HMO?

39. Business Card FOLDER WITH COMPREHENSIVE BROCHURE

40. Available on MyHadassah IN-DEPTH INFORMATION ON RESEARCH AREAS

41. hadassah.org/research Melanoma Macular Degeneration Breast CancerMultiple Sclerosis Condensed brochure Ad Campaign Invitation Shells

42.  Must buy in before they cash in  Sell values of your cause – not your organization  Donors = 1 time gift of $$ or an item  Contributors = Share their generosity with your cause  What people give first & what they give last are not the same  Do not keep doing what you always have been doing 42 LAWS OF FUNDRAISING

44. Legacy/ Planned Gift Special Contributor Major Contributor Regular Contributor 1 st Time Donor FROM DONOR TO CONTRIBUTOR

45. QUESTION: NOW THAT YOU KNOW THE NUMBERS, THE OBSTACLES, THE TOOLS… HOW CAN WE MOVE FORWARD TO REACH OUR GOALS TOGETHER? WHAT DOES SUCCESS LOOK LIKE? TOGETHER WE WILL SUCCEED!

46. DID WE……..?  Enlist YOU as our PARTNERS in Fundraising for our Mission of Hadassah!  Impart to you the IMPORTANCE of Fundraising in ALL ACTIVITIES!  ANSWER YOUR QUESTIONS about Major Gifts Fundraising!  BRAINSTORM TOGETHER FOR THE FUTURE! DID WE ACCOMPLISH OUR GOALS?

48.  Nearly 1 million patients of all ages come to Hadassah’s 2 campuses, Ein Kerem and Mount Scopus, for diagnosis, treatment and follow-up care;  Over 10,000 babies were born in its delivery rooms;  Over 12,000 patients came through our ERs;  HMO surgeons operated on more than 31,000 patients;  HMO has 5500 employees including 1000 physicians and1700 nurses; Hadassah Medical Organization Activity at a Glance

49.  Combined, our hospitals have 1,130 beds;  There are 32 Operating Rooms with another 13 opening soon in the SWD Hospital Tower;  Between 40 – 50% of bio-medical research in Israel is conducted at HMO;  HMO hospitals are currently at 100% capacity;  HMO’s annual budget is approximately $500 million. Hadassah Medical Organization Activity at a Glance