UAB Development UAB Development

Beyond Grants: How to Find Financial Beyond Grants: How to Find Financial Support for Projects Support for Projects Rebecca J. GordonRebecca J. GordonApril 8, 2008April 8, 2008

SOM Development StaffSOM Development Staff

Dr. Shirley Salloway KahnDr. Shirley Salloway KahnVice President for Development, Alumni and Vice President for Development, Alumni and

External RelationsExternal Relations

Dr. Kenneth BurkeDr. Kenneth BurkeAssociate Vice President for Major GiftsAssociate Vice President for Major Gifts

Rebecca GordonRebecca GordonExecutive Director of Development – School of Executive Director of Development – School of

MedicineMedicine

SOM Development StaffSOM Development Staff

Tom BrannanTom BrannanDirector of Development – Department of NeurologyDirector of Development – Department of Neurology

Erica HollinsErica HollinsDirector of Development – Comprehensive Diabetes Director of Development – Comprehensive Diabetes

InitiativeInitiative

Jeannie HortonJeannie HortonDirector of Development – Department of SurgeryDirector of Development – Department of Surgery

Evelyn JonesEvelyn JonesDirector of Development – School of MedicineDirector of Development – School of Medicine

SOM Development StaffSOM Development Staff

Lindsay KnoxLindsay KnoxDirector of Development – Department of Director of Development – Department of

Ophthalmology Ophthalmology Virginia Gilbert LoftinVirginia Gilbert Loftin

Director of Development – Department of MedicineDirector of Development – Department of Medicine Sherri Van PeltSherri Van Pelt

Director of Development – Comprehensive Cancer Director of Development – Comprehensive Cancer CenterCenter

Eve Rhea Eve Rhea Director of Development – Department of Psychiatry Director of Development – Department of Psychiatry

and Behavioral Neurobiologyand Behavioral Neurobiology

SOM Development StaffSOM Development Staff

Roberta ShapiroRoberta ShapiroDirector of Development – Women and Infants Director of Development – Women and Infants

Initiative and Rays of HopeInitiative and Rays of Hope Samika WilliamsSamika Williams

Major Gift Officer – Department of MedicineMajor Gift Officer – Department of Medicine

Meredith BurnsMeredith Burns Director of Special Projects Director of Special Projects

Sabrina LathamSabrina LathamDirector of Annual Fund Director of Annual Fund

What is Development?What is Development?

It is a It is a systematicsystematic, , integratedintegrated method of method of managing managing relationshipsrelationships to increase an to increase an institution’s support from key institution’s support from key constituents.constituents.

It’s About RelationshipsIt’s About Relationships

National Composition of DonorsNational Composition of Donors IndividualsIndividuals 57%57%

Grateful PatientsGrateful Patients Fellows and ResidentsFellows and Residents

FoundationsFoundations 23%23% CorporationsCorporations 13%13% OtherOther 7% 7%

Where Do the Dollars Go?Where Do the Dollars Go?

Based on AAMC Development SurveyBased on AAMC Development Survey Current Support / OperationsCurrent Support / Operations

62%62% EndowmentEndowment

18%18% Building / EquipmentBuilding / Equipment 13%13% Realized BequestsRealized Bequests 7% 7%

National Trends in National Trends in DevelopmentDevelopment

Designation of giftsDesignation of gifts AccountabilityAccountability Planned Gifts – beyond bequestsPlanned Gifts – beyond bequests Women and PhilanthropyWomen and Philanthropy New Wealth – Intergenerational / New Wealth – Intergenerational /

EntrepreneurialEntrepreneurial Family FoundationsFamily Foundations

UAB Endowment LevelsUAB Endowment Levels

Endowed ChairEndowed Chair $1.5 million$1.5 million Endowed ProfessorshipEndowed Professorship $500,000$500,000 Endowed Graduate FellowshipEndowed Graduate Fellowship $250,000$250,000 Endowed Research FundEndowed Research Fund $100,000$100,000 Endowed ScholarshipEndowed Scholarship $ 25,000$ 25,000 Endowed Program Support Endowed Program Support $ 25,000$ 25,000 Endowed Award FundEndowed Award Fund $ 10,000$ 10,000

Other Funding Other Funding OpportunitiesOpportunities

Eminent Scholar AwardsEminent Scholar Awards Sponsored Research or Program Sponsored Research or Program

Support FundsSupport Funds Laboratory Naming (renovation expense)Laboratory Naming (renovation expense) Purchase Laboratory or Technology Purchase Laboratory or Technology

EquipmentEquipment Resident Program Support FundsResident Program Support Funds

SOM Development SOM Development StrategyStrategy

Projects should reflect the six areas of Projects should reflect the six areas of the SOM strategic research planthe SOM strategic research plan

Donor DrivenDonor Driven Major initiatives must have approval of Major initiatives must have approval of

DeanDean

Coordination is KeyCoordination is Key

Prospective donors often have multiple Prospective donors often have multiple interestsinterests

Systematic, integrated approachSystematic, integrated approach Cultivation strategies and solicitations Cultivation strategies and solicitations

must be coordinated through must be coordinated through development officedevelopment office

Know Your Case for Know Your Case for SupportSupport

You should always have a short list of You should always have a short list of strategic funding prioritiesstrategic funding priorities

Communicate how the gift will make the Communicate how the gift will make the program / research strongerprogram / research stronger

You should be able to articulate how your You should be able to articulate how your program fits the SOM research prioritiesprogram fits the SOM research priorities

The BasicsThe Basics

Identification – Prospects come from a variety Identification – Prospects come from a variety of connectionsof connections

Information – Increase the prospect’s Information – Increase the prospect’s awareness / understanding of your activitiesawareness / understanding of your activities

Interest / Involvement – Create interest and Interest / Involvement – Create interest and move potential donors towards involvementmove potential donors towards involvement

Investment – Take the right steps when the Investment – Take the right steps when the donor is ready to make giftdonor is ready to make gift

IdentificationIdentification

It is important to listen for subtle clues that It is important to listen for subtle clues that may help you identify prospective donorsmay help you identify prospective donors Grateful Patients – “help you out” or “return Grateful Patients – “help you out” or “return

the favor”the favor” Families whose loved ones have received Families whose loved ones have received

carecare Departmental alumni and / or former Departmental alumni and / or former

residentsresidents

InformationInformation

The Development Office can work with you The Development Office can work with you to provide the right information to to provide the right information to prospects in the right formatprospects in the right format Translate your work into lay termsTranslate your work into lay terms Develop proposalsDevelop proposals Arrange personal visitsArrange personal visits

Interest / InvolvementInterest / Involvement

You should share your progress and You should share your progress and provide opportunities for interaction to provide opportunities for interaction to current donors and prospectscurrent donors and prospects Share you vision for your work and illustrate Share you vision for your work and illustrate

its impactits impact Personal contactPersonal contact

InvestmentInvestment

Partner with the Development Office to Partner with the Development Office to create a comprehensive strategy to meet create a comprehensive strategy to meet the interest and needs of prospects while the interest and needs of prospects while enhancing your workenhancing your work Develop gift options that fit prospect’s needs Develop gift options that fit prospect’s needs

and interestsand interests Provide stewardshipProvide stewardship

All Gifts CountAll Gifts Count

Small gifts can lead to more significant Small gifts can lead to more significant contributionscontributions

It can take 11 small gifts before a donor It can take 11 small gifts before a donor makes a major gift of six figures or moremakes a major gift of six figures or more

In soliciting major gifts, gift options can In soliciting major gifts, gift options can be importantbe important

Corporate and Corporate and FoundationsFoundations

The Development Office works at the The Development Office works at the “wholesale” level“wholesale” level

We focus on initiatives that are at the We focus on initiatives that are at the school-wide or departmental level and school-wide or departmental level and follow the six research themes outlined in follow the six research themes outlined in SOM Research Strategic PlanSOM Research Strategic Plan

Corporate and Corporate and FoundationsFoundations

To grow our corporate and foundation revenue, To grow our corporate and foundation revenue, we can not underestimate the importance of:we can not underestimate the importance of:

cultivating relationships with a wide range of cultivating relationships with a wide range of foundations (corporate, family, community, foundations (corporate, family, community, etc)etc)

intensive and thoughtful program planningintensive and thoughtful program planning developing compelling and thorough grant developing compelling and thorough grant

proposalsproposals

HIPAA – Patient Confidentiality HIPAA – Patient Confidentiality and Developmentand Development

Fundraising is considered an essential part of Fundraising is considered an essential part of healthcare operation – Development can healthcare operation – Development can review certain personal health informationreview certain personal health information

All information shared regarding patient, All information shared regarding patient, prospect or donor is held in the strictest prospect or donor is held in the strictest confidenceconfidence

Information you can shareInformation you can share DemographicDemographic Non-Medical information pertaining to philanthropic Non-Medical information pertaining to philanthropic

interestinterest

Become a Partner with Become a Partner with DevelopmentDevelopment

The Development Office is an important The Development Office is an important part of SOM operationspart of SOM operations

Development Directors are advocates for Development Directors are advocates for you and your workyou and your work

Development Directors can help you Development Directors can help you identify and cultivate donors while identify and cultivate donors while maintaining the sanctity of the physician / maintaining the sanctity of the physician / patient relationshippatient relationship