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Pre-requisite: Insight Into Healthcare Philanthropy
This four-hour workshop is for healthcare professionals who seek a deeper understanding of philanthropy and want to build skills that are a critical part of the donor development process. The workshop clarifies roles in development and creates opportunities to practice the skills of making professional referrals, articulating a compelling vision, getting donors’ stories on the table, and connecting passion to project.
Syllabus
Introduction
Participants will have a brief overview of the workshop, review core concepts from Insight Into Healthcare Philanthropy, and look at tactics for building rapport in discovery meetings.
Building Your Vision Story
Participants delve into the anatomy and purpose of a Vision Story, why it is important, and what components make a Vision Story compelling.
Making the Professional Referral
Participants explore guidelines and skills for identifying opportunities and providing professional referrals.
The Foundational Meeting
Participants revisit the process for conducting successful face-to-face meetings with donors. Additionally, participants are introduced to appropriate transitions for each step of the process, ensuring a successful meeting flow.
Locating Philanthropic Passion and Orchestrating Evaluation
Participants explore and practice a clearly defined process for uncovering the deep-seated, philanthropic values of donors. Additionally, participants discover techniques for achieving long-term success.
Gaining Gift Commitment
Participants discover concepts that turn “asks” into gains and strengthen donors’ emotional commitment and financial support. Participants will practice making the “ask” while considering a current or past donor.
Creating Gratifying Gifting Experiences
Participants learn how they can create a return on philanthropic investment (ROPI) that ensures donors feel appreciated and valued and sets the stage for future gifts.
