The New Best Practice: Turning Volunteers into Gift Officers

Transcription

1 The New Best Practice: Turning Volunteers into Gift Officers Mission Health Department of Philanthropy Heather Parkinson Manager Development Research and Data Analytics

2 o Mission Health and Current Climate o Resource Development o Influencer Infrastructure into Practice o Statistics and Toolkit

3 Mission Health Today 6 regional campuses Serves 879,000 people Spans 19 counties Direct Impact: $1.6 billion, 12,000 jobs Total Jobs Impact: 30,000 Total GDP Impact: $3.2 billion

4

5 Philanthropy for the System Transylvania Regional Hospital Foundation Mission Health System Foundation Angel Medical Center Foundation Not 501(C)3 Separate foundation for each of the 6 regional campuses By laws Governance Restricted funds McDowell Hospital Foundation Blue Ridge Regional Hospital Foundation Disbursement Fundraising methodology Highlands Cashiers Hospital Foundation Individual best practices

6 Opportunity Constituents: Estimated Capacity Range Count $5MM+ 77 $1MM $5MM 612 $500K $1MM 1,919 Over 22,000 high capacity donors & prospects! $300K $500K 3,720 $200K $300K 4,639 $100K $200K 11,495

7 Regional Alignment

8 Meaningful Reciprocity Mission Health System Foundation Transylvania Regional Hospital Foundation Angel Medical Center Foundation Not 501(C)3 McDowell Hospital Foundation Blue Ridge Regional Hospital Foundation Highlands Cashiers Hospital Foundation

9

10 Our Duty to Donors

11 o Mission Health and Current Climate o Resource Development o Influencer Infrastructure into Practice o Statistics and Toolkit

12 Resource Development Alignment Provide Value Update and formally align our boards and volunteer management practices to provide REAL VALUE Adopt investor like relationships with high cap donors/prospects Provide Support Ensure work and time spent with volunteers directly support the System s funding and strategic needs (sanctioned Cases for Support) Provide Focus Remain focused on major and planned gifts, grants, and all giving programs Forge new relationships with key allies

13 Gift Officer Purpose Champion of resource development process for respective region via influencer Responsibilities Adherence to RD philosophy, process and strategy Execution of Arc of Cultivation via influencer Overall success of region Role Descriptions Influencer Purpose Support the Department of Philanthropy Raising funds for critical needs of health system Philanthropic endeavors Responsibilities Resource Development Influencer Purpose Support the Department of Philanthropy Raising funds for critical needs of health system Philanthropic endeavors Responsibilities Resource Development Donor Donor Donor Donor Donor Donor

14 Influencer Identification Influencer Affinity Aligned Affluent Want to help Time constraints Engaged Blue Line Influencer SOLDIERS Personally invested Minimal time constraints Connectors Host engagements Highly Engaged

15 Influencer Infrastructure Playbook Resource Development Overview Mission Health about, strategy, guiding principles Case Development Donor intent RD Connectivity Influencer infrastructure RD program elements Glossary

16 Regional Communication Process Needs of the Health System Regional Influencer Regional Influencer Donors and Prospects Current Issues Information that needs to be disseminated Communication Source

17 o Mission Health and Current Climate o Resource Development o Influencer Infrastructure into Practice o Statistics and Toolkit

18 Multiplier Effect

19 Calling Influencers to Action Recruited board members/engaged influencers to manage donor/prospect relationships Group Meetings Provided online tools to empower influencers to take ownership of relationship progress Talking points, videos, help button Measured and shared responses and metrics to ensure success transparency is key RECRUITED PROVIDED MEASURED

20 Utilizing Technology Web portal with list of donors/prospects Pertinent contact information and background details Next steps Drop down menu to record action items

21 Influencer is notified of donor s current status Engagement needs to record information for operations and history allows operations to communicate back to influencer Drop down to record contact made with donor and clear next steps Donor s contact information and pertinent information

22 Donor Reaction 2016 was first endeavor Mountains of Hope 8 Gift Officers 250 influencers 15 donors/prospects 1,770 engaged via influencer 130% increase over previous engagement Authentic contact from friend/acquaintance = meaningful connection, engaged donor, genuine relationship 2012 Bentz Whaley Flessner study: Medical staff, Influencer, CEO, Development

23 Influencers Expected to Carry Relationships Forward Source: The Advisory Board s Philanthropy Leadership Council Modernizing Donor Engagement report on Mission Health s Influencer Infrastructure

24 The Gift Plan Revenue goal is clearly stated for each region and based on capacity for that region Each region s goal is split into gift categories to simplify process Fiscal year Major Gift goal is shared with GOs as well as Influencers to foster team effort and transparency

25 Weekly MANDATORY Meeting Revenue Meetings Transparency Team accountability to departmental goal as well as regional goal Individual Report Out

26 Weekly Revenue Meeting Solicitations since last weekly meeting Regional GOs acknowledge the gap between their goal and gifts received A chance to celebrate gifts received since last meeting Short Term Plan: Solicitations planned (recorded) over the next 2 weeks. Note that we can clearly see how/if the goal will be met. Long Term Plan: All solicitations completed and planned. Also shows received status.

27 Influencing Success Blue Line Influencers (highly engaged) listed across top section Constituents are listed under appropriate Blue Line Influencer, with closest to gift/solicitation at the top **Fluid process the process drives results and reflection surrounding how the goal will be accomplished

28 Planning for Success Gift levels that amount to overall goal List of donors that GO plans to solicit for each gift level 6 deep List of influencers responsible for Influencer Hosted Engagements Details of solicitation report with date, ask amount, case for support, and gift result Documentation of meetings with CEO and SVP (late stage cultivation/solicitation) List of legacy meeting attendees with dates and interest noted

29 o Mission Health and Current Climate o Resource Development o Influencer Infrastructure into Practice o Statistics and Toolkit

30 Revenue Comparison Philanthropic Revenue by Fiscal Year Purposeful Engagement Revenue by Fiscal Year $10,688,442 *$22M $16.1M $13.1M $13.3M $288,000 $500,000 $563,000 $1,300, *Projected

31 Quantifiable Results Since January 2016, 93 new prospects have been identified as a result of expanding our outreach within the communities in western North Carolina via influencers 223 gifts since January 2016 greater than or equal to $25K. Influencer Infrastructure Purposeful Engagements Accountability Mechanisms 516 solicitations submitted since January 2016 FY16 FY17 Number of Gifts ($1K+) Average Gift ($ s) $11,799 $23,498

32 Toolkit 1. Metrics Report 2. Weekly Revenue Report 3. Influencer Infrastructure Playbook

33 Contact Heather Parkinson (828) Angela Anderson (828)

34 Influencer Infrastructure Playbook

35 Resource Development Overview About Mission Health BIG(GER) Aim and Mission Health Strategy Guiding Principles Plan for Case Development & Fulfillment Primacy of Donor Intent Resource Development Connectivity Influencer Infrastructure Contents Regional Alignment of Influencer Infrastructure Resource Development Program Elements o Philanthropic Legacy Planning o Influencer Hosted Engagements (IHE) o Purposeful Engagements o Mountains of Hope o The Society of 1885 o MH Give Well o MH Business Partners o MH Grants Program Resources Whom to Call Glossary Legend Click the available icon(s) at the bottom of the page for assistance with these resources. More resources are added on a regular basis. Document Video Web 2

36 Resource Development Overview 3

37 About Mission Health 4

38 OUR BIG(GER) AIM & Five Point Strategic Plan To get every person to their desired outcome, first without harm, also without waste and always with an exceptional experience for each person, family and team member. 5

39 Guiding Principles Patients First Above all, through the eyes of our patients and their families we do what is best. Safety Focused We not only value, but insist upon and practice a Culture of Safety. Evidence Based We are fully committed to evidence-based, data-driven clinical and operational practices and to educating the next generation of health care providers, staff, and administrators in these practices. Team Approach We dedicate ourselves to a team-based approach to care and problem solving including the patients and their families as core members of the team. Interdependence We serve one another and our community best by working collaboratively as partners. Value Focused We create value together through collaborative and synergistic performance improvement, thoughtful stewardship of limited resources and creative innovation to ensure our long-term obligation to meaningfully and purposefully serve our community. GPTWP We thrive and prosper in a mutually respectful, fair, credible and supportive manner which in turn makes Mission Health a Great Place to Work and Practice. Benefit of the Doubt We willingly offer one another the benefit of the doubt when circumstances are unknown, assuming the best, and yet practice and insist upon Just Culture. Mutually Accountable We expect all parties to speak up and proactively hold one another accountable mutual accountability is essential to our success and to the well-being of our patients. Select for Shared Values We embrace and promote those who support these guiding principles through their words, actions and deeds. 6

40 Plan for Case Development & Fulfillment Clinical Program Plan (CPP) The Mission Health System process for visioning, staging and executing a multi-year strategy for the Clinical Program. Produced by the Clinical Program Leadership Team or local Hospital President/CNO, this strategy is presented to the System s Executive Team ensuring strategic alignment across all levels and in every hospital and ambulatory care entity within the System. Financial and Performance Analysis Each clinical program/hospital is aligned with a business manager from Decision Support. Together, they employ the Financial and Performance Analysis Template to best forecast the financial backdrop for each of the milestones within the CPP. The resource gaps exposed in this process have the potential to become Cases for Support for the Clinical Program/Hospital/Ambulatory Entity. Sanctioning Obtain the approval of the appropriate Senior Vice President for your proposed case for support. This recommendation for sanctioning is then shared with Senior Leadership. Local hospital boards will review and sanction the cases once first approved by a Senior Vice President - based on the needs in their local communities. Case Writing Process The collaborative writing process utilizes the Case for Support Template to capture the requisite information from clinical program leaders. The writer then transposes this material into a narrative that is available throughout Mission Health and to all donors/prospects on the Cases for Support website: Influencer Infrastructure Recruit and orient to their roles the Influencers who will champion the Case. The primary representative Influencers fill the roles of Physician/Clinical, Community, Patient and Senior Leader Influencers. Story Roster Develop a collection of 5 to 10 compelling human-interest stories that relay the humanity of this Case. This is the principal glue which binds an interested person s intellect and emotion for the Case thereby fostering their growing affinity and propensity to give. 7

41 Primacy of Donor Intent The convergence of the donor s intent and Mission Health s stated needs is the flashpoint of sustainability, innovation and transformation for healthcare in western North Carolina. Mission Health seeks to only solicit from its supporters gifts that are truly needed which thereby allows us to remain well-positioned for the future. Donors who choose to invest in that future have a right to know that we will honor their intent and employ their gifts in a timely fashion. Deviations from a donor s intent are rarely intended. More often, they result from an avoidable lack of documentation. That is why every gift to Mission Health at or above $1,000 is made with a donor agreement that clearly establishes the purpose Case for Support in which the donor has chosen for their investment. With this level of clarity, every Mission Health donor can be assured that their investments will provide needed support exactly wherein their affinity lies. 8

42 Resource Development Connectivity Amid dramatic changes in the structure, funding and delivery of health care over the past decade, hospital resource development teams have had to evolve their strategies. Health Systems have elevated their focus on major/planned gift fundraising and robust grants programs, forged new relationships with key organizational allies and adopted a more investor-like relationship with their highest-capacity prospects and donors. Philanthropy has become much more closely aligned with the strategic agenda of the health system and its hospitals. It is increasingly tapped to help fund programs and infrastructure investments not yet financially viable under current reimbursement formulas. Yet, resource development volunteer management strategies have remained largely unchanged in the last ten years, while affiliated foundation boards have been left to continue operating in the status quo with a well-intentioned but inopportune sense of independence from their principal and the larger system. In keeping with this evolving focus of healthcare resource development best practice and alignment, the Department of Philanthropy works closely with the local hospital boards to ensure strategic alignment, to advance cases for support that fill critical funding gaps, and to cultivate relationships with those having the capacity to sustain and transform healthcare across Mission Health through the vital efforts of the regional Influencer Infrastructure. 9

43 Influencer Infrastructure What does the purposefully organized, values-based alignment of volunteers in resource development look like? Is it focused on developing the resources needed to sustain and transform healthcare, or is it mired in artificial governance and bureaucracy? Successful healthcare resource development today has a vital role to fill for any health system, and particularly a health system with the demographic disadvantages of Mission Health. While partners with resource development, areas of the System s life such as marketing, public and government relations, wellness education, etc. are outside the professional practice of philanthropy and outside the scope of resource development volunteers the Influencer Infrastructure. Simply stated, our charge is to build resources. Mission Health relies on the Department of Philanthropy and the Influencer Infrastructure to build extramural resources those outside of conventional revenue. These resources are made possible only through well-cultivated relationships stewarded by those who have the ability to influence them. Many Mission Health stakeholders can be important connectors in the Influencer Infrastructure process, and include neighbors, coworkers, community leaders, and physician champions. Whatever initiatives resonate with potential donors, we want knowledgeable connectors who are embedded in the community to be ready to grow these relationships and serve as guides throughout the philanthropic process. We know that human relationships require reciprocity and authenticity. Gifts are the result of masterfully nurtured relationships. As these relationships grow, donors will have opportunities to connect with the health system s leadership, attend and host important Connection Point Meetings, contemplate the future needs and value of Mission Health, participate in the annual MH Grand Gala, or participate in their regional Mountains of Hope. Further, the Influencer Infrastructure acknowledges that the true decision rights rest with the donor and not any Board. Each gift to Mission Health is made by a donor responding to a resonant Case for Support (sanctioned statements of our need) that falls within the donor s specific affinity and interests. A signed gift agreement records the donor s expressed intent. Therefore, donors decide where their investment is applied within Mission Health s stated needs, and that money goes to work immediately as they choose. Freed from administrative tasks, volunteers in the Influencer Infrastructure are able to exclusively cultivate relationships wherein they have the impactful ability to sustain and transform healthcare. While the future of healthcare is bright in western North Carolina, it has never before been more dependent on those with the material capacity to make a difference through their generosity. We cannot undervalue the all-important relationships with those who have the ability to materially transform healthcare in western North Carolina. 10

44 Regional Alignment of Influencer Infrastructure 11

45 Resource Development Program Elements 12

46 Philanthropic Legacy Planning Our philosophy: We are here to help the donor determine what s important to them, with regard to family, finance and philanthropy and show them recommendations to accomplish their goals. 13

47 Influencer Hosted Engagement (IHE) 14

48 Purposeful Engagements Implicit in their name, Purposeful Engagements are not fundraising events. The path to a gift that can sustain and transform healthcare is through a prospect s deepening relationship with Mission Health stewarded by an influencer who is supported by the Department of Philanthropy. Provincial approaches like ticketed fundraising events cannot serve such a meaningful purpose. Having simply bought a ticket, one does not feel like a guest invited to a deeper relationship with the potential to sustain and transform the care of nearly one million people. Purposeful Engagements play a vital role in the Arc of Cultivation: 15

49 Mountains of Hope 16

50 The Society of

51 Mission Health Employee Campaign 18

52 Mission Health Business Partners 19

53 Mission Health Grants Program 20

54 Department of Philanthropy Contact list: 21

55 Glossary Advancement Council An Advancement Council serves as a task force within a region s Influencer Infrastructure that focus on a particular Case for Support. These councils are nimble and evolve with the Cases as they are being filled. Once a case is filled, the task force adapts to the evolving funding priorities in their region s needs. Affinity A similarity of interests and priorities suggesting the formation of a relationship might be plausible. Arc of Cultivation The relationship-focused, influencer-led process by which a prospective donor moves forward in a meaningful way while remaining in their area of interest. Capacity The definable potential (in assets) a prospective donor has to make a gift. Case for Support The formal expression of the funding priority and why it warrants support, who will benefit and what is needed to fulfil the priority. Connection To establish successful communication that has the potential to affect a deepening relationship based on a shared affinity for Mission and those we serve. Connection Point Meeting A small gathering of interested individuals possessing capacity and a desire to learn more about Mission Health. CPMs often serve as the initial connection that seeds a developing relationship. Donor Bill of Rights The collective name for an endorsed, uniform statement of the ten obligations that the institution has to its donors. These ten rights constitute an industry standard wherein the donor s rightful expectations are defined and, where endorsed by the Institution, are considered a contract between the two. Donor Intent In philanthropy, donor intent is the purpose, publicly expressed or not, for which a philanthropist intends a charitable gift or bequest. Donor intent is most often expressed in gift restrictions, terms, or agreements between a donor and donee, but it may also be expressed separately in the words, actions, beliefs, and giving practices of a philanthropist. Donor intent is protected in American law. Fiduciary Duty A legal duty to act solely in another party's interests. Parties owing this duty are called fiduciaries. The individuals to whom they owe a duty are called principals. Fiduciary Duty is comprised of the duty of care and the duty of loyalty. Grantsmanship The skill or practice of obtaining grants-in-aid, especially for venture and ongoing programmatic support. 22

56 Healthcare A closed compound word to describe a system, industry, or field that facilitates the logistics and delivery of health care for patients/consumers. Health Care A set of actions by a caregiver to maintain or improve the health of a patient. Influencer A volunteer upon whom the principal relies for their capacity to have an effect on the character, development, and vitality of its relationships with key stakeholders. Influencer Infrastructure The organization of Influencers which ensures that the collective work they do is both relevant and meaningful to the principal, the volunteer and those whose needs we together serve. Metrics Behavioral Metrics A method for measuring the quality of the behaviors which promote resource development in both the staff s professional practice and the Influencer Infrastructure. Financial Performance Metrics A method for measuring the ROI (return on investment), the efficiency and the effectiveness of the System s support for the Department of Philanthropy and the Resource Development Process. Principal A party who designates another (the fiduciary) to act on their behalf. Process Briefing The format for a short orientation to a process for influencers and staff. It draws divergent experiences and backgrounds together to ensure aligned efforts toward a programmatic outcome. Professional Practice Those employed within the Department of Philanthropy who are engaged in the resource development process as their occupation. They provide a competent, skilled level of planning, execution and productivity that is expected from a professional in the field. Many of those employed by the Department have attained certification as a Certified Fund Raising Executive and/or the terminal certification of Fellow in the Association of Healthcare Philanthropy. Propensity An innate disposition or inclination toward generosity. Propensity is the internal motivator that spurs an individual with affinity and capacity to make a gift thereby fulfilling a need that others might have. Purposeful Engagement An intentional enterprise designed to draw favorable attention or interest from high-capacity individuals for the most-strategic needs of Mission Health, its hospitals and clinical programs. PEs serve as the genesis for the connection experience which leads to the formation of a relationship through the Arc of Cultivation. Relationship Enhancement Report (RER) The primary source for recording the advancement of a relationship. Completed by a staff member or influencer, this tool captures the major points of a donor/prospect interaction. Resource Development The strategic processes, conducted in partnership between the Department of Philanthropy and the Influencer Infrastructure, which lead to the necessary resources that fuel and sustain the strategic needs of Mission Health as it cares for those in Western North Carolina. 23

57 Third Sector A term used to describe all not-for-profit organizations and institutions. Also known has the voluntary sector (in contrast to the public sector and private sector). Trustee In its broadest sense, any person holding a position of trust or responsibility for the benefit of another. The Trusteeship Committee has as its purpose ensuring that all trustees and volunteers in Mission s resource development infrastructure are functioning at their highest levels so that the partnership has the greatest return for the volunteer, Mission Health and those we serve. Venture Philanthropy A gift given to a program or project, not yet financially viable under current reimbursement formulas, which holds promise for the greater good of the patient and institution and which provides for the succeeding fulfillment of the donor s desire to give. 24

58 Today's Date Individual MG/PG Target to Date: Total Gifts Target Today's Gap Toward FY Goal R1 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal R2 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal R3 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal R4 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal R5 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal R6 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal R7 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal R8 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal Total Sum Sum Sum Sum Sum The Society of 1885 ($1K+) Target to Date: Total Gifts Target Today's Gap Toward FY Goal R1 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal R2 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal R3 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal R4 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal R5 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal R6 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal R7 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal R8 MGO Name/CG Name Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal Total Sum Sum Sum Sum Sum Department of Philanthropy Target to Date: Total Gifts Target Today's Gap Toward FY Goal Individuals Region 1 Sum from above Sum from above Sum from above Sum from above Sum from above Region 2 Sum from above Sum from above Sum from above Sum from above Sum from above Region 3 Sum from above Sum from above Sum from above Sum from above Sum from above Region 4 Sum from above Sum from above Sum from above Sum from above Sum from above Region 5 Sum from above Sum from above Sum from above Sum from above Sum from above Region 6 Sum from above Sum from above Sum from above Sum from above Sum from above Region 7 Sum from above Sum from above Sum from above Sum from above Sum from above Region 8 Sum from above Sum from above Sum from above Sum from above Sum from above Grants Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal Business Partners Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal Give Well Gifts Booked Goal to date Gap to date Percent towards total goal Region Goal Grand Total $0 $0 $0 Sum Sum

59 Today's Gap Gap Amount for Region from Summary Page ($) Solicitations Since Last Meeting (date range) Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability Gifts Since Last Check In (date range) Donor Name Gift Date Gift Amount Fund/Case Donor Name Gift Date Gift Amount Fund/Case Donor Name Gift Date Gift Amount Fund/Case Solicitations Next 2 Weeks (date range) Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability Solicitations beyond next 2 weeks up to September 30 Solicitation Count: Count of solicitations listed below Solicitation Amount: Sum of solicitations listed below Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability Donor Name Solicitation Status Solicitation Date Solicitation Amount Influencer Name Gift Capacity Probability FY17 Solicitations in DonorBridge Constituent ID Constituent Name Action Status Action Date Influencer Estimated Gift Capacity Probability Asked Amount Donor ID Donor 1 Solicitation Status Action Date Influencer Name Gift Capacity Probability Solicitation Amount Donor ID Donor 2 Solicitation Status Action Date Influencer Name Gift Capacity Probability Solicitation Amount Donor ID Donor 3 Solicitation Status Action Date Influencer Name Gift Capacity Probability Solicitation Amount Donor ID Donor 4 Solicitation Status Action Date Influencer Name Gift Capacity Probability Solicitation Amount Donor ID Donor 5 Solicitation Status Action Date Influencer Name Gift Capacity Probability Solicitation Amount Donor ID Donor 6 Solicitation Status Action Date Influencer Name Gift Capacity Probability Solicitation Amount