Growing a Free Clinic: Strategic and Development Issues Presented to Georgia Free Clinic Network 200

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Growing a Free Clinic Strategic and Development
IssuesPresented to Georgia Free Clinic
Network2006 Conference

• Mark R. Cruise, CAE
• Virginia Association of Free Clinics
• September 7, 2006

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A Paradigm Shift Underway

• OLD PARADIGM Free Clinics are stopgap,
  band-aid solutions, until universal health care
  can be achieved were all trying to work
  ourselves out of a job focus is short-term,
  tactical
• NEW PARADIGM Free Clinics are here to stay no
  systemic health care reform will be universal
  Free Clinics can and should be a permanent part
  of an integrated/coordinated community health
  safety net focus is long-term, strategic

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Engage the Community in a Strategic Conversation

• What do we as a community need to be doing
  today to ensure access to quality healthcare for
  uninsured residents tomorrow?
• Dialogue is a process, not an event
• Suspend your cherished Free Clinic beliefs for a
  moment
• Listen to what leaders/stakeholders have to say
• Continue the conversation follow up
• Win friends, future supporters, collaborators

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Analyze the Data

• Community health needs assessment
• Public health data
• State Medicaid data
• Local hospital/health system information
• Census/population data
• www.statehealthfacts.org
• Local health/human service agency surveys
• Free Clinic patient satisfaction surveys
• Free Clinic patient outcomes

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Inventory Assets and Resources

• Its not only about unmet needs its also about
  what assets and resources are available to
  address those needs
• Where are the opportunities to create added
  value or leverage existing resources?
• Who are potential allies, partners, and
  investors in your endeavors?
• Are there leaders present who can champion or
  lend critical support to your cause?

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Focus on Ends

• Ends not what the organization will do, but
  what will be the results of its doing
• Not reflected in traditional mission statements
  (which usually focus on means)
• Pivotal duty of governance (the Board) is Ends
  determination, and ensuring that Ends are
  achieved
• Ends focus on what results for what group at
  what cost
• Ends sell! They make great case statements!

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ABC Free Clinic exists for a healthy community in
which the uninsured have quality medical care
through available resources
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Tackle Ends In Parts

• EXAMPLES
• Sick uninsured residents of ABC community are
  able to access care in a timely manner
• Chronically-ill, uninsured residents of ABC
  community have knowledge necessary to
  monitor/mitigate the effects of disease
• ABC Free Clinic is recognized by health care
  providers and patients for its quality services
  and facilities

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The Growth Trap

• If you build it, they will surely come!
• Consider all the associated costs of any
  capacity expansion (including start-up)
• Do you have sustainable funding and other
  resources to support those costs?
• Its better to start/grow slow and gradually
  expand than to risk starting/growing too fast
  and having to contract

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Rome Wasnt Built in a Day

• Take your time when starting a Free Clinic or
  planning a major capacity expansion
• Involve stakeholders in the planning process,
  including those who will carry out the plans!
• Communicate plans well in advance avoid
  surprises explain the reasons behind plans
• Focus on quality execution a good plan executed
  poorly is a darn shame!

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The Sexy Grant Dilemma

• A real problem in philanthropy today
• Contributes to tail wagging the dog syndrome
• The temptation to chase sexy grant dollars
  causes Ends drift and diverts attention from
  consensus community needs
• Work to educate foundations about the need for
  dollars to sustain/expand successful programs
  rather than just starting new ones

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Diversify Your Funding Mix!

• Beware of the sugar daddy e.g. a new
  conversion foundation in your community
• Funding from a variety of sources can insulate
  you from the ups and downs that inevitably occur
• Identify all the available options for funding,
  as well as tactics for securing them many are
  often over-looked
• Start and build your annual campaign NOW
• Think about a capital campaign SOON
• Are you giving your patients a chance to give?

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Ask and Ye Shall Receive

• Free Clinics provide a great product that
  people want to buy
• Use an annual development plan to prepare,
  execute, monitor, evaluate
• Market your product in a professional manner
• Pay attention to the personal touch people
  dont give to causes, they give to others they
  know who believe in a cause
• Make asks in the manner that is most
  appropriate for a given donor
• Thank, recognize, reward, involve, assimilate

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Evaluate

• How will we know if we are successful?
• By what measures will we determine if we
  delivered the intended results?
• Will these measures be valid?
• How will such evaluation be conducted, paid for?
• How will we communicate (better yet, celebrate!)
  our accomplishments with our supporters,
  funders, and partners?
• What changes can we make to be more successful
  in the future?

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For Additional Information,Contact
Mark R. Cruise, CAE Executive Director Virginia
Association of Free Clinics (804)
340-3434 mark_at_vafreeclinics.org www.vafreeclinics.
org