Innovative Strategies for Philanthropy

Tricia A. Bruning

Senior Executive Director, Principal Gifts Officer

Abramson Cancer Center

University of Pennsylvania

Susan C. Dolbert, Ph.D.

Vice President, Development Fred Hutchinson Cancer Research Center

Evelyn Schwartz

Director of Leadership Giving & Philanthropic Outreach

Abramson Cancer Center

University of Pennsylvania

April 24, 2014

Building A New Box to Grow the Pie:

Innovative Strategies for Philanthropy

Tricia A. BruningSenior Executive Director & Principal Gifts Officer

Grateful Patient Fundraising: Patient Perspective

I

My Doctor

I

The Whole Care Team and Value the Basic + Translational

Research Behind Cancer

Care

Grateful Patient Fundraising: Faculty Perspective

My work and clinical needs are the most important priority

for cancer patients

The work of this institution to

advance new therapies is the most important

priority for cancer patients

Grateful Patient Fundraising: Scientific Perspective

Because mice - although grateful - cannot make philanthropic gifts

Basic and Translational Science Fundraising:

Often falls outside of grateful patient box

Decline in NIH/NCI Support

Institutional wells can run dry, be uncertain

Need a new box

Abramson Cancer Center- Who We Are:

University of Pennsylvania

• Perelman School of Medicine

University of Pennsylvania Health System

• 4 Hospitals– Hospital of the University of

Pennsylvania– Penn Presbyterian Medical

Center– Pennsylvania Hospital– Chester County Hospital

• Perelman Center for Advanced Medicine (Outpatient Home)

• Growing Penn Cancer Network– Currently 18 Facilities

Matrix:

Abramson Cancer Center- Who We Are:

Celebrated 40th Year of NCI Designation Inpatients Discharged

• Over 11,800 Outpatient visits

• Over 90,000 Over 37,000

Chemotherapy Tx Over 66,000

Radiation Tx Home to 400+

Basic, Translational

and Clinical Scientists

Abramson Cancer Center- Who We Are: FY14

Senior Executive Director & Principal Gifts Officer Director of Leadership Giving and Philanthropic Outreach 7 Frontline Fundraisers Assistant Development Officer Director of Communication & Community Engagement Dedicated Senior Writer Associate Director of Events & Community Engagement 4 Support Staff Associate Director, Annual Fund

17 TOTAL

FUNDRAISING GOAL: $40 MILLION DOLLARS in FY14

Abramson Cancer Center- Who We Were: FY06-07

3.5 FTEs• Tricia Bruning• Gift Officer Breast and Gynecologic Cancer• Gift Officer Everything else• Administrative Support and Annual Fund

Raised $20 Million

New Director from Science Side of House

Now What?

Build the Case for the Main Element of the Box: Dedicated Staff for Outreach Box

Faculty/ Grateful Patients Major + Planned

Gifts

Direct Mail, Stewardship, Events, Annual Fund, Annual Report, Annual Event, Sponsorships,

Newsletter

Outreach

Abramsons

Integrate the Outreach and Grateful Patient Programs

Outreach Fundraising

Grateful Patient

Fundraising

•ACCDLC•VIP Services

•Cross Pollinate Assigned Faculty•Events

Initiatives: That Cut Across Cancer Types

Proton Therapy

Center for Personalized Diagnostics

Cardio-Oncology

Translational Centers of Excellence

Immunotherapy

Outreach:

Dedicated Staff + Integration

Patience is a virtue

$2-$10 Million Annually and Growing

Innovators Network at Fred Hutchinson Cancer Research Center

Susan C. Dolbert, Ph.D.

Vice President, Development

• What is Innovators Network?• Why did we create it?• How did we build it?• The results• What’s next?

What is Innovators Network?

Like-minded people who are less than 45 years old

• Want to save lives faster by supporting innovative, early-stage research at Fred Hutch

• Commit to an annual gift of at least $1,000

• Targeted representation from some of Seattle’s most impactful companies (Microsoft, Amazon, etc.)

Why did we create it?

• Innovators Network (IN) was created in 2008 by a group of friends rallying around a cancer diagnosis

• An opportunity to get in front of the next generation of philanthropists

• Wanted to ensure we were top of mind for this group as they moved into a more philanthropic stage of their lives

• Captured the interest of a group not yet committed to a specific cause

How did we build it?

• Identified an initial group who were committed to its success

• Fred Hutch development staff member offered to “own” this new group

• Determined what kind of activities would appeal to people in their 20s to 40s

• Happy hour formats 3X a year, showcasing rock star young physicians and scientists

– Limited and defined time commitment, combining social time and science

How did we build it?

• Recognized that social media and online communications were the channels to bring this group in

• Focused on creating relevant, conversational, useful social media and other online content

• Continually assessed interest• Discovered members wanted a larger, more public fundraising

event. IN for the Hutch was created in 2012• Encouraged members to leverage external events and develop

cause-related marketing to benefit innovative research at Fred Hutch

The results

Membership goal: 100 members by the end of the first year• Ended up with 131 members• Raised $306,000

IN for the Hutch raised $232,000 in 2012, its initial year; $363,000 in 2013. Committee wants this to be a million dollar event

• Fundraising foci geared toward IN demographics – Pediatric brain tumors, transplantation using cord blood

FY 2013 had 210 members• Since inception, have raised more than $1.5M for innovative

research

What’s next?

• Continue to put the best and brightest of Hutch scientists in front of IN members

• Make IN for the Hutch a million dollar event

• Create a structured plan to upgrade members to President’s Circle ($10,000 annual giving) while retaining IN loyalty

• Create a smooth transition to for IN members as they age out of the under 45 demographic

Questions?

Keri Balmer - Director, Annual Givingkbalmer@fhcrc.org

www.facebook.com/InnovatorsNetworkwww.fredhutch.org/in

How to Build the Box:

Innovation Philanthropy

Evelyn SchwartzDirector of Leadership Giving & Philanthropic Outreach

How to Build the Box: Innovation Philanthropy

Unique Entrepreneurial Personal Impactful Compelling Visionary

Grateful Patients of Means

Advocates

Strategic Philanthropic

Corporate Partners

Strategic Philanthropic Community

Partners

Dedicated Staff

Board Utilization and Retooling:

Board Expansion:

40 Under 40Life Science CompaniesPharmaceutical LeadersVenture Capital FundingHighest-Grossing Private CompaniesHighest-Paid CEOs

Opening Doors: Innovative Programs

WPO/YPOKeystone Weekend

ThinkFestPhiladelphia Award

Opening Doors: Innovative Programs

TEDX Talks Philly University Connections

Salon Dinners Young Friends

Begin Building Your IP Office Today:

(Insert Your Name)Innovation Philanthropy Director