It can seem counterintuitive for a family to desire to make a gift after experiencing a negative outcome in a loved one’s care. Yet research shows us that in fact grief is one of the most powerful motivators of meaningful philanthropy.

One of the reasons clinicians might be hesitant to participate in philanthropy and a patient referral program is that they do not understand clearly the critical roles they play in the process. We recently had the opportunity to interview a clinician and chief medical officer who, through her experiences in philanthropy, had a firm grasp of her philanthropic roles.

Development professionals who work with healthcare organizations often discover that one of their greatest challenges is getting the buy-in of clinicians in making philanthropic referrals. How can development professionals overcome this reticence?

Nurses can play a powerful role in the philanthropic process. Because nurses work closely with patients and their families, they often have a front-row seat to the wishes and desires that patients express. Do the nurses at your institution have the training they need to respond in a way that will strengthen the culture of philanthropy at your institution?

The sad fact is, most of us are familiar with the pain of losing a loved one. But what can we do with our desire for retribution when the enemy is an illness or disease?

We all enjoy instant gratification, but many of the most worthwhile things in life take time. Nobody understands this fact better than the biomedical researchers who devote their careers to studying human health and diseases. These individuals work toward discoveries that may take decades to reach the bedside, but that are critical to the development of cures and treatments. When a lack of government funding threatens to make the already-slow progress of research feel glacial, the important work these scientists do can be derailed.

Explaining a patient’s diagnosis and treatment is similar to sharing philanthropic opportunities—both require the physician to explain what he or she is doing and the reasons for doing it.

Philanthropy may be considered the healthcare industry’s best kept secret. While many elements of delivering care make headlines, philanthropy works quietly in the background to provide what other avenues of funding cannot consistently deliver.

An old adage tells us that the best time to plant a tree was 20 years ago, and the second-best time to plant a tree is today. This saying also provides sage advice for development professionals in providing stewardship for donors—especially for those who are providing contributions for medical or scientific research.

Complex scientific research is being conducted that addresses some of our world’s most persistent and painful problems. The success of the work, however, is often impeded by a lack of financial resources. Philanthropy can help accelerate and improve research efforts, which is why it is critical that researchers learn their important roles in fundraising.

Those donors who make major contributions to research usually have significant personal reasons for doing so. As we work to provide meaningful stewardship to those who support our work in research, it is important to ensure the donor feels respected, sees the impact, and has expectations met.

Meaningful philanthropy requires a team effort, starting with the caregiver and encompassing the collaboration between the hospital’s foundation, the donor, and the caregiver. If a patient or a patient’s family wants to make a contribution, they generally reach out to the clinician because this is with whom they have formed a connection.

Development professionals are relationship experts; they are adept—whether by nature or as a result of practiced skill—at building close, trust-based relationships with donors. The same skills apply to building robust working relationships with CEOs.

Because she strongly focused on providing care for her young patients, philanthropy and grateful patients were not on the mind of this pediatric doctor. Often, when medical professionals do begin to engage with a grateful patient program, they might focus too narrowly on only the patient. This pediatrician learned about the power of philanthropy through the family of a grateful patient.

Perhaps unsurprisingly, research confirmed that trust, honesty, and respect are a trio of qualities that must be intentionally displayed during executive suite engagement in order for working relationships to thrive.

Development professionals in a medical setting know that positive medical outcomes are not the only motivator to philanthropy. Understanding donor motivation can help clinicians provide patients and family members the opportunity to share their story and become engaged in ways meaningful to them.