Cancer Centers and Hospitals Working
Together to Maximize Fundraising
Mary Ellen Connellan
Executive Director,
University of Chicago Cancer Research Foundation
Peter T. Lamothe
Director of Development
Yale Cancer Center
Karen Paciero
Associate Vice-President & Campaign Director
Medical and Biological Sciences Development
University of Chicago Medicine
April 25, 2013
Overview
 Participant Input/Survey Results
 Session Objectives
 Case Studies
• The University of Chicago Medicine
Comprehensive Cancer Center
• Yale Cancer Center
 Best Practices/Predictors of Success
NACCDO Survey: Question 1
“Your partnership is…”
• 8% – Adversarial or no interaction with hospital colleagues
• 31% – Occasional positive interaction with hospital
colleagues
• 23% – Frequent positive interaction (attend some planning
meetings together)
• 38% – Excellent partnership with regular interaction
(participate in strategy sessions and collaborate in gift
solicitations)
NACCDO Survey: Question 2
“When there is a conflict over which institution should
manage a relationship with a donor, or when both institutions
share stewardship of a donor, we resolve our differences by…”
• Depends on the donor’s request
• Department Chair or Center Director makes the decision
• Discuss what the donor is likely to support with the largest gift
• Two of us sit down and talk about it which usually works well
• Assign one primary and one as secondary, then update notes and email to
keep each other informed
• Face-to-face discussion
• Communication and good working relationship that results in the donors
best interest
NACCDO Survey: Question 3
“Special topics to address…”
• Effective collaborations – “How to share a larger pie rather than fighting
over crumbs.”
• Case studies – illustrations of collaborative opportunities parlayed into
something…
• Ways to encourage positive interaction, change in management, the
Development office role and the roles of others
• Visual types of recognition, plaques, lettering, etc..
• How to engage faculty to be proactive in fundraising even if earmarked for
their department
• Sharing best resources for fundraising events
Session Objectives
What would you like to walk away knowing?
UCCRF & Biological Sciences Development
Background
Relationship in 2000
• No formal interaction
Relationship in 2013
• First joint Capital Campaign for cancer
• Drafting a contractual agreement
cancer.uchicago.edu
A New Era
• A Development Partnership
• First Joint Capital Campaign for Cancer
• UCCRF has a significant prospect pipeline
• Spirit of Collaboration
cancer.uchicago.edu
Cancer Centers and Hospitals
Working Together
to Maximize Fundraising
Peter Lamothe
Director of Development
Yale Cancer Center
NACCDO/PAN 2013
Yale Cancer Center & YNHH
Background
• Pre-2007
• Institutional history
• Smilow Cancer Hospital Campaign 2007-10
• $100M joint campaign of YCC/YNHH
A New Era
New YCC Director/SCH Physician-in-Chief
Newer YNHH VP Development
Collaborative-oriented CDO @ YCC
Key players
- Commitment to work together
- Pilot new institutional relationship in cancer
- Closer to Free
- Annual fund
- Events
- MG prospects
Closer to Free
(CTF)
• Throw out the bias/prejudice
• Establish “cancer” goals
• Standing meetings
- CTF steering
- YCC/YNHH development, marketing, pr and cancer leadership
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Issues/Stumbling Blocks
Resolutions
Remaining Challenges
Future
Best Practices/Key Elements for Success
1.
Identify common goals. (dollars raised, prospects identified, case
development, facilities project.)
2.
Identify similarity and differences between the two organizations.
3.
Identify the motivations or conversely the “pain points” of your partner
4.
Secure leadership buy in
5.
Shared fundraising credit
6.
Communication structure for productive interactions
7.
Create a culture of trust and collaboration