Plunging Into International Waters: Look Before You Leap AHP Big Ideas 2016 Denver, CO Grand Hyatt Denver June 13, 2016 Introductions JIM DIGAN President James P. Digan was appointed president of the Nationwide Children s Hospital Foundation on September 3, 2013. He brings a wealth of diverse fundraising experience to this role including previous foundation leadership roles at other health systems, foundations and higher education institutions. Digan was most recently president of the Rochester General Foundation, and also previously served as the executive vice president for development and chief advancement officer at Children s Hospital of Philadelphia, where he led their $400 million comprehensive campaign. Nationwide Children s Hospital is located in Columbus, Ohio One of the largest and busiest Children s Hospital in the Country More than 1 million patient visits annually Patients from all 50 U.S. states and more than 60 foreign countries Provides over $128 million in charity care and community benefit services annually. Plunging Into International Waters: 2 Look Before Your Leap 2 1
Introductions GREG HAGIN SVP & Managing Director Greg provides leadership, strategic thinking and philanthropic advice to the non-profit sector and social impact space. He partners with international and national charities, faith based organizations, universities and colleges, schools, healthcare systems and hospitals, human and social service agencies, environmental groups, and cultural and arts institutions. Greg designs innovative fundraising initiatives, directs extraordinary capital campaigns, and advises resource development models. He has served and counseled organizations with financial targets ranging from $1 million to $5 billion. CCS is a comprehensive fundraising consulting and management firm Founded in 1947, headquartered in New York City 11 regional offices; 2 international offices CCS designs and directs development initiatives for local, regional, national and international charities across all non-profit sectors. Plunging Into International Waters: 3 Look Before Your Leap 3 Nationwide & CCS A Partnership New leadership of Nationwide Children s Hospital Foundation Immediate needs regarding staffing Conducted own staff evaluation Brought in CCS as a partner to: Assist in staffing transitions Assess and review development strategies Design, test, and implement a campaign Align with industry best practices Launch formalized and enhanced international program Plunging Into International Waters: Look Before Your Leap 4 2
Presentation Framework Relevance why are we talking about this? Planning, considerations, obstacles, and challenges Nationwide Children s Case Study Key takeaways Plunging Into International Waters: Look Before Your Leap 5 Presentation Description People are travelling farther than ever before to receive the best medical care. What strategies need to be considered to accommodate and leverage an international patient populace for philanthropic purposes? Learning Objectives Determine the goals and intended purpose of developing an international program Asses the obstacles, challenges, and benefits Recognize logistical and resource considerations Plunging Into International Waters: Look Before Your Leap 6 3
Presentation Framework Does it make sense to invest in an international program solely on philanthropy alone? ANSWER: It s complicated Plunging Into International Waters: Look Before Your Leap 7 International Program Considerations Who is the Driver? Patient Revenue Census Data Reputation Philanthropy Plunging Into International Waters: Look Before Your Leap 8 4
Why is this Relevant? Plunging Into International Waters: Look Before Your Leap 9 Framing the Conversation The world is interconnected, and it is continuing to shrink Plunging Into International Waters: Look Before Your Leap 10 5
Global Philanthropy Global contributions can no longer go unnoticed More than $1B to US Healthcare institutions from overseas in last 10 years 5+ published 9-figure gifts Plunging Into International Waters: Look Before Your Leap 11 International Philanthropy Global UHNW Philanthropy By Cause Plunging Into International Waters: Look Before Your Leap 12 6
Medical Tourism People are needing better care than their home country offers 3.6-4.95 Million Total Medical Tourist Population 8-11 million international patients receiving care overall Less 25% expatriates seeking care in country of residence Less 30% emergency care visits Plunging Into International Waters: Look Before Your Leap 13 Medical Tourism to USA 600,000-800,000 Travelled to USA for Medical Treatment in 2015 Plunging Into International Waters: Look Before Your Leap 14 7
International Patient Growth 40% 49% 9% Hospitals with greater than 10% increase in international patients in LAST 12 MONTHS Hospitals expecting more than 10% increase in international patients in NEXT 5 YEARS US Dept. Commerce projected average increase in medical tourists each of the NEXT 5 YEARS Plunging Into International Waters: Look Before Your Leap 15 Medical Tourism by Country of Origin Medical Tourism to U.S. Arab States 50% Africa 2% Asia and Pacific 8% Latin America and Caribbean 27% Europe 9% Canada 4% Plunging Into International Waters: Look Before Your Leap 16 8
Developing an International Program Increased Reputation & Prestige Talent Recruitment & Retention $ Increased International Patients $ Increased Philanthropic Opportunities Increased Patient Revenue Plunging Into International Waters: Look Before Your Leap 17 Discussion Does your organization solicit gifts from international patients? Plunging Into International Waters: Look Before Your Leap 18 9
Considerations Plunging Into International Waters: Look Before Your Leap 19 Implementation Process 1 2 3 4 Strategy & Pre-Planning Intake & Vetting Patient Experience Follow-up & Philanthropy Plunging Into International Waters: Look Before Your Leap 20 10
Strategy and Pre-Planning 1 Strategy & Pre-Planning 2 3 Intake & Vetting Patient Experience 4 Follow-up & Philanthropy Existing Hospital infrastructure Alignment with strategic plan Goals and institutional purpose Performance measurement criteria Ownership Leadership buy-in Start small (market segmentation) Plunging Into International Waters: Look Before Your Leap 21 Intake and Vetting 1 Strategy & Pre-Planning 2 3 Intake & Vetting Patient Experience 4 Follow-up & Philanthropy Initial intake call Medical records review Quoting Embassy relations Staffing Plunging Into International Waters: Look Before Your Leap 22 11
Patient Experience 1 Strategy & Pre-Planning 2 Intake & Vetting 3 Patient Experience 4 Follow-up & Philanthropy Plunging Into International Waters: Look Before Your Leap 23 International Philanthropy 1 Strategy & Pre-Planning 2 3 Intake & Vetting Patient Experience 4 Follow-up & Philanthropy + Great Clinical Outcome Great Patient Experience Philanthropic Opportunity Plunging Into International Waters: Look Before Your Leap 24 12
International Philanthropy 1 Strategy & Pre-Planning 2 3 Intake & Vetting Patient Experience 4 Follow-up & Philanthropy International wealth screening Wealth indicators Get Foundation involved early Dedicated Foundation personnel Relationships with service lines International travel Plunging Into International Waters: Look Before Your Leap 25 Discussion At what point does your development office get involved with an international family? Plunging Into International Waters: Look Before Your Leap 26 13
Obstacles and Challenges Obstacles and Challenges Long term strategy Cost Staffing Institutional Support Competition Cross-Departmental Politics and Ownership Plunging Into International Waters: Look Before Your Leap 27 Case Study Plunging Into International Waters: Look Before Your Leap 28 14
Nationwide Children s Philanthropy Impetus for Exploring the Program Big gifts being made Increasing international patient population Started with philanthropy realized it was more complicated Process improvements and strategic considerations in place Now positioned to leverage infrastructure into philanthropy Plunging Into International Waters: Look Before Your Leap 29 Nationwide Children s Int l Program Approximately 300 patients from More than 60 countries in the last 3 years Plunging Into International Waters: Look Before Your Leap 30 15
Nationwide Children s Int l Strategy Market Segmentation Countries Clinical Areas Caps on Patient Volumes International Travel Trade mission Patient visits Embassy visits Plunging Into International Waters: Look Before Your Leap 31 Nationwide Children s Infrastructure Joint venture between Administration/Foundation Focus on total patient care Goal High touch customer service leads to grateful patients Dedicated Foundation staff member(s) Former MGO Bridging customer service and philanthropy Integrated EARLY into the process Building physical Foundation welcome space Plunging Into International Waters: Look Before Your Leap 32 16
Nationwide Children s Challenges Challenges Cultural aspects Ronald McDonald House Lack of public transit Ownership Cross-departmental politics and supervision Gift acceptance Plunging Into International Waters: Look Before Your Leap 33 Nationwide Children s Case Study 9 month old with Spinal Muscular Atrophy Referral from Kuwait Embassy Family traveling with movie-star grandfather and mother of patient hoping for acceptance to SMA trial Family arrived via Embassy plane for direct admit and wanted NCH physician to fly home with patient Plunging Into International Waters: Look Before Your Leap 34 17
Key Takeaways Plunging Into International Waters: Look Before Your Leap 35 Conclusion Building an international program is HARD WORK Must be a multi-departmental approach International philanthropy is a LONG-TERM strategy Other institutional benefits underwrite philanthropic approach With the right planning and leadership an international program can lead to tremendous benefits Plunging Into International Waters: Look Before Your Leap 36 18
THANK YOU! JIM DIGAN Nationwide Children s Hospital Foundation President Jim.Digan@nationwidechildrens.org GREG HAGIN CCS Senior Vice President and Managing Director ghagin@ccsfundraising.com Plunging Into International Waters: Look Before Your Leap 37 19