UAB Development

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

SOM Development Staff

 Dr. Shirley Salloway Kahn Vice President for Development, Alumni and External Relations  Dr. Kenneth Burke Associate Vice President for Major Gifts  Rebecca Gordon Executive Director of Development – School of Medicine

SOM Development Staff

  Erica Hollins Director of Development – Comprehensive Diabetes Initiative  Tom Brannan Director of Development – Department of Neurology Jeannie Horton Director of Development – Department of Surgery  Evelyn Jones Director of Development – School of Medicine

SOM Development Staff

    Lindsay Knox Director of Development – Department of Ophthalmology Virginia Gilbert Loftin Director of Development – Department of Medicine Sherri Van Pelt Director of Development – Comprehensive Cancer Center Eve Rhea Director of Development – Department of Psychiatry and Behavioral Neurobiology

SOM Development Staff

  Roberta Shapiro Director of Development – Women and Infants Initiative and Rays of Hope Samika Williams Major Gift Officer – Department of Medicine   Meredith Burns Director of Special Projects Sabrina Latham Director of Annual Fund

What is Development?

 It is a systematic, integrated method of managing

relationships

to increase an institution’s support from key constituents.

It’s About Relationships

National Composition of Donors  Individuals  Grateful Patients  Fellows and Residents 57%   Foundations Corporations 23% 13%  Other 7%

Where Do the Dollars Go?

Based on AAMC Development Survey  Current Support / Operations 62%   Endowment Building / Equipment 18% 13%  Realized Bequests 7%

National Trends in Development

     Designation of gifts Accountability Planned Gifts – beyond bequests Women and Philanthropy New Wealth – Intergenerational / Entrepreneurial  Family Foundations

UAB Endowment Levels

       Endowed Chair Endowed Professorship $1.5 million $500,000 Endowed Graduate Fellowship $250,000 Endowed Research Fund Endowed Scholarship Endowed Program Support Endowed Award Fund $100,000 $ 25,000 $ 25,000 $ 10,000

Other Funding Opportunities

  Eminent Scholar Awards Sponsored Research or Program Support Funds   Laboratory Naming (renovation expense) Purchase Laboratory or Technology Equipment  Resident Program Support Funds

SOM Development Strategy

   Projects should reflect the six areas of the SOM strategic research plan Donor Driven Major initiatives must have approval of Dean

Coordination is Key

   Prospective donors often have multiple interests Systematic, integrated approach Cultivation strategies and solicitations must be coordinated through development office

Know Your Case for Support

 You should always have a short list of strategic funding priorities  Communicate how the gift will make the program / research stronger  You should be able to articulate how your program fits the SOM research priorities

The Basics

    Identification – Prospects come from a variety of connections Information – Increase the prospect’s awareness / understanding of your activities Interest / Involvement – Create interest and move potential donors towards involvement Investment – Take the right steps when the donor is ready to make gift

Identification

It is important to listen for subtle clues that may help you identify prospective donors  Grateful Patients – “help you out” or “return the favor”  Families whose loved ones have received care  Departmental alumni and / or former residents

Information

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

Interest / Involvement

You should share your progress and provide opportunities for interaction to current donors and prospects  Share you vision for your work and illustrate its impact  Personal contact

Investment

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

All Gifts Count

 Small gifts can lead to more significant contributions  It can take 11 small gifts before a donor makes a major gift of six figures or more  In soliciting major gifts, gift options can be important

Corporate and Foundations

 The Development Office works at the “wholesale” level  We focus on initiatives that are at the school-wide or departmental level and follow the six research themes outlined in SOM Research Strategic Plan

Corporate and Foundations

  To grow our corporate and foundation revenue, we can not underestimate the importance of:  cultivating relationships with a wide range of foundations (corporate, family, community, etc) intensive and thoughtful program planning developing compelling and thorough grant proposals

HIPAA – Patient Confidentiality and Development

   Fundraising is considered an essential part of healthcare operation – Development can review certain personal health information All information shared regarding patient, prospect or donor is held in the strictest confidence Information you can share  Demographic  Non-Medical information pertaining to philanthropic interest

Become a Partner with Development

 The Development Office is an important part of SOM operations  Development Directors are advocates for you and your work  Development Directors can help you identify and cultivate donors while maintaining the sanctity of the physician / patient relationship