Compare and Contrast the
Differences in Medical, Academic
and Athletic Fundraising
Chris Delisio
The Ohio State University
Exhibit Hall
Monday, December 12
To use 10-10-10, we think
about our decisions in three
different time frames:
• How will we feel about it 10
minutes from now?
• How about 10 months from now?
• How about 10 years from now?
2
10 Minutes
10 Months
10 Years
Identification Medical
Athletics
Academics
Cultivation Medical
Athletics
Academics
Solicitation Medical
Athletics
Academics
All
All
1. Donors / Donor Cycle
Stewardship All
2. Rules (NCAA, HIPAA,
FERPA)
Medical /
Athletics
3. Leadership (Deans,
Athletics Directors,
Medical Leadership)
Academics
Athletic directors /
Medical leadership
Deans
4. Institutional Partners
Coaches
Physicians
Professors
5. Volunteer Engagement
Medical
Athletics
Academics
Definitions:
Medical = grateful patient / family
Athletics = fan
Academics = traditional alumni
3
10 Minutes
10 Months
10 Years
Identification Medical
Athletics
Academics
Cultivation Medical
Athletics
Academics
Solicitation Medical
Athletics
Academics
All
All
Donors / Donor Cycle
Stewardship All
Medical
Athletics
Academics
First meeting gifts
I am not going to support until
you don’t need my support
Long-horizon
Grateful patients
knowledgeable and sold
on impact
Win / lose – move from
transactional to transformational
Faculty / mentor
relationships
Ask amount set
Asset to overall development
Look for your own “shiny
new toys”
Cultivate and steward after New coach / athletic director
gift
Fewer issues
Life and death
Perceived to be life and death
Minimal urgency
Initially neutral on planned
giving
Neutral on planned giving
High on planned giving
4
10 Minutes
Rules
Medical / Athletics
(HIPAA, NCAA, FERPA)
Medical
HIPAA is the acronym for the
Health Insurance
Portability and
Accountability Act passed
by Congress in 1996.
It gives patients more control
over their health information
by setting boundaries on
the use and release of
health records.
Athletics
Boosters, referred to by the NCAA
as “representatives of the
institution’s athletic interests,”
include anyone who has:
• Participated in or has been a member
of an organization promoting the
university’s athletics programs.
• Made financial contributions to the
athletic department or to a university
booster organization.
• Arranged for or provided employment
for enrolled student-athletes.
• Assisted or has been requested by
university staff to assist in the
recruitment of prospective studentathletes.
• Assisted in providing benefits to
enrolled student athletes or their
families.
• Been involved otherwise in promoting
university athletics.
10 Months
10 Years
Academics
Academics
The Family
Educational Rights
and Privacy Act
(FERPA) (20 U.S.C. §
1232g; 34 CFR Part
99) is a federal law
that protects the
privacy of student
education records.
The law applies to all
schools that receive
funds under an
applicable program of
the U.S. Department
of Education.
5
10 Minutes
Leadership
(Deans, Athletics
Directors, Medical
Center Leadership)
10 Months
10 Years
Medical / Athletics
Academics
Athletic directors /
Medical leadership
Department chairs /
deans / provosts
Mid-term horizon
Longer horizon
Athletics – volunteers – con
Volunteers – pro
Medical – volunteers – pro
Vision – clearer
Vision – not as clear
6
10 Minutes
10 Months
10 Years
Physicians
Professors
Time is valuable
(mine)
Time is valuable
(busy)
Time is valuable
(depends)
Urgency
Mild urgency
Tenure urgency
Facility and recruiting
Research
Varies
Frame as recruiting
Grateful patient
Former students /
corporate contacts
Overcultivation
Minimal cultivation
Neutral on cultivation
Institutional Partners Coaches
7
Volunteer Engagement
10 Minutes
10 Months
10 Years
Medical
Athletics
Academics
Passionate
Fanatical
Advisory
Careful on scope
Careful on reason
Careful on purpose
8
All three group are key
All three need to work together better
Different but the same
9
Session evaluations will be
emailed.