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Healthcare Organizations

Development Skills for Medical Professionals

This three-hour workshop is for medical professionals who are ready to become fully engaged in the donor development process. In this session, participants practice skills related to key roles, including preparing for an ask by utilizing the Strategic Elements of Successful Solicitation, and the Six Steps of a Successful Ask.

Prerequisite: Medical Philanthropy 20/20  and Philanthropic Practices for Medical Professionals


Review of Core Concepts
Participants briefly review core concepts from Medical Philanthropy 20/20 and Philanthropic Practices for Medical Professionals. They also review ethical concerns and the process for making a professional referral.

Process Concepts in Development
Participants examine the donor development process and consider their roles in deepening engagement.

Optimizing a Donor Meeting
Using the 5-Step Donor Meeting Process, participants explore their role in donor meetings in partnership with their development colleagues. They also practice strategies for sharing a Philanthropic Opportunity during a meeting.

Discovering Donor Passion
Participants explore and practice a clearly defined process for uncovering the deep-seated, philanthropic values of donors.

Securing Financial Commitment
Participants utilize the Strategic Elements of Successful Solicitation, practice making the “ask”, and re-examine how they can create a return on philanthropic investment (ROPI) that ensures donors feel appreciated and valued and sets the stage for future contributions.