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For many hospitals and healthcare foundations, finding a way to accelerate giving from their Grateful Patient Population has never been more challenging than it is today. Between HIPAA regulations, increased competition, and higher expectations to raise more with less resources, it is increasingly difficult to identify and cultivate tomorrow’s major donors.

Today on the blog I’m excited to share a quick interview with our own Kelley Stewart to discuss some of these challenges and talk about the various strategies that our healthcare partners at Pursuant are using to overcome them. Kelley Stewart is executive vice president here at Pursuant and in her tenure on the team has collaborated with dozens of extraordinary organizations including Stanford Medicine, Seattle Children’s Hospital, Penn Medicine, Boston Children’s Hospital, and Virginia Hospital Center Foundation.

HS: What are the most common challenges around grateful patient fundraising?

KS: As I tour the country meeting with partners and talking with healthcare foundation leaders, I repeatedly hear these challenges: “How do we get better insights from our wealth screening efforts? How do we activate our non-donor base into donors? How can we create better transparency and relationships with patients to inspire generosity?” While every hospital and healthcare foundation is unique in its mission, many face these same overarching challenges.

HS: What are some new ways you are seeing hospitals work to overcome these challenges?

KS: Traditional grateful patient wealth screens rely solely on analytics and modeling to identify individuals with the capacity to give more. One thing we’ve really worked to do is help our healthcare partners look for innovative solutions to challenge the status quo of grateful patient fundraising. Through numerous conversations with clients, we adapted Prospector Platform to help hospitals overcome their unique challenges. The key differentiator is that Prospector platform puts the data to work for you by looking beyond wealth data, proactively engaging patients, and getting them to express interest in supporting their hospital at deeper levels.

HS: How has this approach helped hospitals elevate their grateful patient program?

KS: One hospital recently used this approach to identify 12,000 major donor prospects from within their grateful patient population. The hospital then proactively engaged those patients through a video-based storytelling campaign that caused 1700 of them to express interest in learning more about how they could philanthropically support the hospital. One of those individuals, who was previously a non-donor, made a $100,000.00 gift.

Now, the team at Pursuant will be the first to tell you this is far from a silver bullet but it’s building on the basics with data and technology to make us better at activating our grateful patient population. It’s working smarter–not harder.

HS: What makes Prospector different than other wealth screening solutions?

KS: Prospector is built by fundraisers, for fundraisers. Most wealth screening solutions provide a static list of names, without actionable or strategic insights on an individual’s inclination and behavior. Prospector incorporates demographic and psychographic variables to provide a rich giving profile. And by proactively gathering valuable observation data, a hospital can get a complete picture of the individual’s ability, likelihood, and areas of interest to support their mission.

Prospector is also tailor-made to a hospital’s unique needs. It is the culmination of decades of experience in driving revenue for premier institutions.

Thanks so much to Kelley Stewart for taking part in our Q&A today on how Pursuant serves hospitals and Grateful Patient Programs. To learn more about Prospector and what it could do for your organization, contact us here.