
Chapter 02: Philanthropy in the United States and at MD Anderson
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Description
Mr. Mulvey begins by observing that development work is focused on building relationships with people. He explains that the United States is a very “giving society” then comments on building philanthropic support for a non-profit institution.
Mr. Mulvey then explains that philanthropic dollars for MD Anderson first came primarily from the state of Texas, but now come from around the country and the world, a change that has followed the expansion of the patient base.
Mr. Mulvey says that donors to the institution want to believe in its mission and its leaders.
Identifier
MulveyP_01_20150511_C02
Publication Date
5-11-2015
City
Houston, Texas
Interview Session
Topics Covered
The University of Texas MD Anderson Cancer Center - Overview; Cultural/Social Influences; On Texas and Texans; Patients Patients, Treatment, Survivors On Philanthropy and Volunteerism; Donations, Gifts, Contributions; Professional Practice; MD Anderson History; Discovery and Success
Transcript
Tacey A. Rosolowski, PhD:
Well, tell me about how—we’ve talked about the institution side. Tell me about reaching out to potential donors and to donors. How did you operate to identify people? Have there been changes? Were there changes over the course of the campaign, and who you felt you could reach out for? How did that all work?
Patrick Mulvey:
Well, you’re asking how does one identify a prospect—
Tacey A. Rosolowski, PhD:
Mm-hmm.
Patrick Mulvey:
—and one identifies prospects in a number of ways. Number one, prospects identify themselves in making contributions to the institution. We identify prospects through direct-mail programs, through special events, through referrals, through board contacts. And then, you also find it through journals for things like foundations or corporations and things of that sort. And then there’s the idea of identifying those individuals, and then, like any other relationship, building upon that relationship to the point where they wish to invest in the institution.
Tacey A. Rosolowski, PhD:
Was there any kind of surprise among individuals you contacted? I mean, I was just wondering if, since MD Anderson had been identified as a state institution, I wonder if there was kind of a challenge there in communicating with people and letting them know that, yes, it was—MD Anderson was interested in philanthropic support for a variety of purposes.
Patrick Mulvey:
You know, the United States is unique in the world, and—as it relates to voluntarism, and as it relates to philanthropy—and it’s a very giving society. And so, the idea of giving to a not-for-profit is not foreign to most people. There would be an issue at times that would come up—people wanting to make sure that a dollar in the front door, philanthropically, isn’t a dollar out the back door, state-wise. And you can make that case, and you can show them every way that that is not the case—that it’s not a zero-sum game in that instance. So there were times, back in those early days, when we had to have those kind of discussions with people, to assure them that it was additive—philanthropy was—to the budget and to making things happen here like that. But I don’t—surprise is—I’m not sure about the word surprise in that regard.
Tacey A. Rosolowski, PhD:
Yeah, well, I mean—yeah, I mean, your—I word use your words, if you were to correct that, yeah, yeah.
Patrick Mulvey:
You know, the way I’ve always said it is, our business is like your significant other. If you think about it. You meet, you date, you become engaged, you marry, or however that goes. And so, we’re all about that—about meeting people. And some of those people, then, we’re going to get more involved in as major gifts, and eventually to the estate plans and things of that sort. So it’s all about relationship-building, and it’s all about facilitating relationships. And so, our business in development is to facilitate relationships. Our business is to be behind the curtain, not on stage. And that’s why, when I said things to you earlier, it’s—we’re not the main show. The main show is across the street with the doctors and with the patients, which we call the common denominator here at MD Anderson. And so, we facilitate relationships.
Tacey A. Rosolowski, PhD:
Now, as I was doing my background research, I noticed that there were really a huge range of different types of individuals that you contact for different purposes, different ways in which they can give to MD Anderson. And I’m wondering if that has expanded and become more elaborate over the years. So, what was that like in the ’80s when you were assistant director? Who were you reaching? What kinds of individuals were you reaching out to? And then, how did those populations differentiate later on?
Patrick Mulvey:
Well, you know, I don’t think—I don’t think donors have changed that much in thirty years. And the fact that people are still interested in the cause—they want to invest in an institution that they consider of great quality, that they believe, in their heart of hearts, has the opportunity to change the world of cancer. And that’s a basis right there. Now, how do we go about that and things of that sort? You know, there were times when we used five-by-eight cards, you know, and mimeograph machines and things of that sort, and yellow stickies. All of that’s changed, of course. The technology’s all changed. But it’s still—it’s a human interaction, and people come to this institution because they’re in need. And people give to this institution because they want to give back, or because—that they believe that they can—they can have a good effect on the outcome of this terrible disease. So, in that regard many—the donors are the same.
Tacey A. Rosolowski, PhD:
I’m wondering, though—have the percentages, for example, of MD Anderson staff who give money—has that changed over the years? You know, have the—as the research program has evolved at MD Anderson, has there been a different way of presenting that to specific donors, to capture a different kind of dollar for the institution’s benefit?
Patrick Mulvey:
Well, back in the early days we were probably much more of a state-of-Texas institution, as it relates to philanthropy. Most of the—most of our efforts and most of our giving came from the state of Texas. And so, in that regard, we have changed. We’ve become much more of a national, international fundraising machine, if you will, in that regard. To where, now, clearly, I would think in any one year half of the—at least half of the money that comes into this institution philanthropically comes from outside the state of Texas. So if you take a look at the patient flow of this institution—a third from the Greater Houston area; another third from the state of Texas; and then, clearly a third, maybe as much as forty percent, from outside the state of Texas—donor dollars flow in the very same fashion. And you can imagine why. Because people that are directly affected by this institution are clearly going to be those individuals who might have the greatest wish to give to this institution. And so, very much prospecting goes along in that regard, too. Technologically, we’ve changed in that, you know, you’re doing so much more e-philanthropy, and—
Tacey A. Rosolowski, PhD:
What does that mean?
Patrick Mulvey:
Well, it means, you know, raising money over the inter—raising money over the web, be it from Facebook or any type of social media, if you will. But, at least for now, I think—and I don’t see this changing—I mean, major-gift fundraising is one-on-one. And it’s gonna—it’s gonna remain that way. It’s a personal activity. And so, people want to get to know the institution. People want to get to know the leaders of the institution. People want to understand the strategic vision, and they want to believe in its leaders. And when all those kind of things happen, then magic happens after that, too. And I don’t think all that kind of magic happens over the Wide World Web [sic], [laughter] if you would, in that regard. So—but the people still want to give to the disease site that directly affected them. A number of those people are gonna continue to give in that fashion. A number of those people become institutional givers. And it’s our job, as facilitators, to identify those people and then bring them along to a much more meaningful relationship, as it relates to philanthropy.
Recommended Citation
Mulvey, Patrick and Rosolowski, Tacey A. PhD, "Chapter 02: Philanthropy in the United States and at MD Anderson" (2015). Interview Chapters. 1188.
https://openworks.mdanderson.org/mchv_interviewchapters/1188
Conditions Governing Access
Open
