The Tapestries of Philanthropy

Presented to: Insert relevant presenter information Calibri 16pt Presented on: Month day, Year Presented by: Insert relevant presenter information here

Presented to: Chicago Council on Planned Giving Presented on: May 28, 2015 Presented by: Stephen Falk, President, Northwestern Memorial Foundation

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Integration: Fundraising and Development

Key Metrics Huron Healthcare Benchmarks

NMHC FY 2014 Actual

Average Funds/Donor $2,552 $4,596

Average Funds/FTE

$608,000 $1,205,679

Planned Gifts % of Total FRP

4.4% 15.85%

Event Cost to Raise a Dollar

$0.62 $0.30

Increase in Giving 5%+ 16.55%

Average Gift from New Donors $719 $1,211

Best Practices Assessment – NMHC

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Tenure of Fundraising Leadership Staff

Total Staff Tenure:

§ 622.7 years in philanthropy

§ 370.5 years at current office

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The Health Management Academy

• The eight responding health systems produce an average net patient revenue of $4 billion.

• These systems represented 94 inpatient facilities and more than 162,000 employees.

• The respondents provided data from their most recently closed fiscal year fundraising.

Survey of Cost to Raise a Dollar

Survey of 16 leading health systems – 8 health systems responded

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The Health Management Academy

• Mean annual fundraising totals for respondents was $31.7 million with a median of $18.2 million

Survey of Cost to Raise a Dollar

Total Fundraising Revenue (Bookable)

$62,500,000 NMHC

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The Health Management Academy Survey of Cost to Raise a Dollar • Cost to Raise a Dollar among responding health systems has ranged from a

low of $.17 to a high of $.31, with a mean and a median of $.23.

Cost to Raise a Dollar (CTRD)

$0.17 NMHC

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No single thread provides the totality of beauty

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• Maybe a collection of photos of weaving a tapestry (diversity among the weavers)

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• Maybe a collection of photos of weaving a tapestry (diversity among the weavers)

Intelligence Quotient (IQ)

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• Maybe a collection of photos of weaving a tapestry (diversity among the weavers)

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• Maybe a collection of photos of weaving a tapestry (diversity among the weavers)

Emotional Intelligence (EQ)

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• Maybe a collection of photos of weaving a tapestry (diversity among the weavers)

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• Maybe a collection of photos of weaving a tapestry (diversity among the weavers)

Professional Quotient (PQ)

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All of the fundraisers that have come and gone

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All of the fundraisers that have come and gone

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All of the fundraisers that have come and gone

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The cemeteries are full of indispensable people. Charles de Gaulle

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A three yard world….

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U.S. Army general Creighton W. Abrams, Jr. When eating an elephant take one bite at a time

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The problem still exists

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Mayberry Chicago

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Don’t take donors for granted. Don’t take staff for granted. Don’t take volunteers for granted. Don’t take leadership for granted.

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“Know everything, say nothing”

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“You’re killing us by trying to put together the incentive program on an individual basis and

get it all right and make sure everybody’s indexing on the right growth for that customer,” the sales rep told the VP.

“We want one number. All of us.

One number.”

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5/26/2015 10:57 AM 37

From

CHANGE IN MARKET SHARE

In 1959 ….. 83% of market

In 1981 ….. 5% of market

Employees are not only allowed to make autonomous decisions – they are expected

to do so. More importantly, they are prepared for the task.

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“The danger is not in the competition. The danger is from within if we don’t stick together;

understand ourselves and our products; and understand how to work with one another

effectively. Leverage the product and make it what the customer wants.”

Richard Teerlink, retired CEO, Harley-Davidson, Inc.

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The term, “pocket veto”, referred to the all-too-common practice among subgroup executives of ignoring a decision or order by a senior officer in the firm and just going about business as usual. “There’s kind of a culture that says the people don’t necessarily work together all that effectively, and don’t feel like they need to necessarily because in your little sandbox [you’re allowed to do what you want].”

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Sometimes you lose by winning ….and win by losing.

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• Maybe a collection of photos of weaving a tapestry (diversity among the weavers)

Professional Quotient (PQ)

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Thank you.

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