Unlocking Hidden Potential: How Indiana University Health Foundation's Mid-Level Giving Program Generated Over $93,000 in Six Months

The Indiana University Health Foundation, serving a patient population exceeding 1 million annually, identified 23,000 potential donors capable of giving between $1,000 and $25,000 who were not being reached by foundation officers. To engage these individuals, the Foundation established the Leadership Giving Society, offering exclusive benefits such as special event invitations and impact updates for donors contributing $1,000 or more annually. The process begins by analyzing patient encounters from the previous month not assigned to an officer through the grateful patient process, with wealth screening and additional criteria applied. A team of clinical partners reviews qualified patient lists monthly to ensure timely engagement. Mid-level giving officers then initiate contact that provides a personalized touch compared to lower-level donors. This new segment, which was implemented in the last six months of 2023, produced over $93,000 in gifts and exceeded our targets by 234%. 

During the presentation, we plan to share our value stream analysis process and how we built the pipeline surrounding our mid-level giving program's implementation. We will present our current process, software and resources used. Finally, we will provide numbers and information regarding the success of the program up to present day and how this impacts the pipeline to major gifts.

Learning Objectives:

• Attendees can create or expand their own mid-level giving program.
• Attendees can build logic to enhance segmentation of patient population in order to identify pipeline of mid-level prospects.