Elevating Major Gift Fundraising

Beth Israel Deaconess Hospital Milton - Milton, MA

BID-Milton is an 80-bed hospital located south of Boston. VPG was retained in January 2017 to advise on the development of a major gift program, transitioning from a special events culture, and to guide in building grateful patient and family major giving as well as donor readiness for an anticipated campaign.   

The Deliverables:

VPG advised and coached the small staff within a larger hospital system on a major gift best practices while conducting prospect research and analytics, coaching on the development of a major gift pipeline and coaching the hospital leadership, board and staff through the Bold Asking® major gift coaching program.  Over the course of several years, we:

• Conducted prospect analytics and an assessment and approaches to building the major gift pipeline of patients and friends.

• Guided the development of major and annual fund lead gift portfolios and gift officer performance and activity metrics.

• Developed toolkits for board-driven donor identification and cultivation events.

• Provided screening and prospect research support for wealth assessments and building the pipeline of major gift prospects through rigorous screening, research and cultivation programs.

• Provide counsel on maintaining and growing the annual fund while building the major gift program.

• Advise the President and CEO and gift staff on major gift strategies and activities.

We were privileged to conduct a series of board, CEO and staff philanthropy training workshops and small group training through our Bold Asking® coaching program while also serving as an advisor and coach to the VP for Philanthropy and the philanthropy team.

Outcomes:

The philanthropy team and VP established a more rigorous and disciplined approach to donor analytics and portfolio management.  Engagement with the board and philanthropy committee has led to a new level of major giving and the hospital launched its first campaign, “Everyday Exceptional”, with a plan to phase into new initiatives. 

“Susan’s sage advice, insightful tips and fun and realistic role-play built our team’s comfort and confidence from the first visit to accelerating the evolution of our organization’s culture of philanthropy.  Her coaching and toolkits provide insightful advice and a strategic framework for our experienced fundraisers to make visits with our friends and constituents both comfortable and productive.  From the Philanthropy Staff to the CEO, we have crafted consistent, effective signature language and put our integrated program into action.” -- Stephanie Truesdell, former Vice President, Philanthropy and Communications, Beth Israel Deaconess Hospital - Milton